Notes tagged
sales
10 notes on sales. All notes.
Two payment ladders that never line up
Buyers pay on certified stages, contractors on measured quantity, and the space between the two schedules is what a developer's working capital actually is.
Leads that die in an Excel sheet
Every project starts with a sales sheet, and it fails for mechanical reasons — no history, no two people at once, and a date in a cell that never rings.
Working with brokers without a fight at payout
The dispute with a channel partner is almost never about the rate. It is about who brought the buyer, and about when the money is due to be paid.
What a lead record should actually hold
Field by field, what belongs on an enquiry record in a primary sales office, what does not, and the one test that settles every argument about a new field.
Who owns the lead
An enquiry with no named owner is not a lead. The assignment rules have to be written before the first dispute, because moving a lead moves money.
One buyer, three enquiries, three salespeople
The same person arrives through a portal, a hoarding number and a broker. Exact matching will not catch it, and a merge is an ownership decision.
The site visit is the whole funnel
Almost nothing sells without a visit, so every stage before it exists to produce one and every stage after depends on what was recorded during it.
Follow-up is a schedule, not a feeling
A follow-up that lives in somebody's memory is not a follow-up. Every conversation ends with a dated next action, or the lead closes with a reason.
From booking to agreement: the document ladder
The paper between a verbal yes and a registered agreement, rung by rung, and the places a booking file quietly goes missing while everyone assumes it is fine.
After the booking comes the longer job
The years between booking and possession are where a builder's reputation is actually made, and most sales offices are neither staffed nor organised for them.