Deal stages uitgelegd wanneer deals te verplaatsen

Het deal pipeline systeem van Tesoro CRM gebruikt een stage-based approach om je sales proces te structureren. Elke stage representeert een specific fase in de buyer journey van initial interest tot successful closing.

Het correct gebruiken van stages is cruciaal voor accurate sales forecasting, team coordination, en conversie optimization.

Doel: Initial contact captured, basic information collected.

Entry criteria:

• Contact heeft interest getoond in real estate services
• Basic contact informatie is beschikbaar (naam, email/phone)
• Source is geïdentificeerd (website, referral, event, etc.)

Activities in deze stage:

• First contact maken (phone call of email)
• Basic needs assessment
• Property preferences vragen
• Budget range bepalen
• Timeline requirements begrijpen

Move to next stage wanneer:

• Contact heeft gerespondeerd op initial outreach
• Budget range is geïdentificeerd
• Property type preferences zijn bekend
• Contact toont genuine kopen of verkopen intent

Doel: Verify buyer is qualified met realistic budget en timeline.

Entry criteria:

• Initial contact is established
• Basic property preferences zijn bekend
• Contact is responsive en engaged

Activities in deze stage:

• Detailed budget discussion (financing pre-approval indien applicable)
• Timeline verification (urgency, constraints)
• Property criteria refinement (must-haves versus nice-to-haves)
• Location preferences detailing
• AI property matching initiëren
• Present initial property suggestions

Move to next stage wanneer:

• Budget is confirmed en realistic
• Timeline is clear en achievable
• Property criteria zijn well-defined
• Contact heeft eerste properties reviewed
• Viewing interesse is confirmed

Doel: Schedule en conduct property viewings, gather buyer feedback.

Entry criteria:

• Buyer is qualified
• Properties zijn geïdentificeerd
• Viewing appointments zijn scheduled of uitgevoerd

Activities in deze stage:

• Schedule property viewings
• Conduct viewings met buyer
• Gather detailed feedback per property
• Update property offer status (interested, rejected, viewing scheduled)
• Suggest additional properties based op feedback
• Address buyer questions en concerns

Move to next stage wanneer:

• Buyer heeft 1+ properties viewed
• Strong interest in specific property is expressed
• Buyer is ready om offer te discussen
• Negotiation kan beginnen

Doel: Negotiate offer terms, price, en conditions tussen buyer en seller.

Entry criteria:

• Buyer heeft specific property interest expressed
• Viewings zijn completed
• Buyer is ready to make offer

Activities in deze stage:

• Prepare offer proposal
• Present offer aan seller (of seller's agent)
• Negotiate price, terms, en conditions
• Handle counter-offers
• Coordinate met financial institutions (indien applicable)
• Draft preliminary agreements

Move to next stage wanneer:

• Offer is accepted door seller
• Terms zijn agreed upon
• Both parties zijn ready voor contract preparation
• Closing process kan starten

Alternative outcomes:

• Lost: Negotiations break down, deal falls through
• Wachtend: Negotiations paused, waiting for conditions

Doel: Finalize contract, handle paperwork, en complete transaction.

Entry criteria:

• Offer is accepted
• Terms zijn agreed upon
• Both parties committed to closing

Activities in deze stage:

• Prepare final contract documents
• Coordinate met legal advisors, nietary
• Arrange financing finalization (indien applicable)
• Schedule signing appointment
• Conduct final property inspection (indien applicable)
• Handle deposit en payment arrangements
• Prepare closing statement en commission invoice

Move to Won wanneer:

• Contract is signed door all parties
• Payment is processed/arranged
• Keys zijn exchanged (indien applicable)
• Transaction is officially completed

Alternative outcome:

• Lost: Deal falls through at closing (financing issues, inspection problems, etc.)

Won - deal successfully closed:

• Transaction is completed
• Commission is earned en invoiced
• Client satisfaction follow-up
• Request referrals en testimonials
• Add to success metrics en reporting

Lost - deal did niet close:

• Document reason for loss (financing, competition, timing, etc.)
• Add notes voor learning en future reference
• Consider follow-up timing voor future opportunities
• Maintain contact relationship voor potential future deals
• Analyze verlies redenen voor process improvement

Additional stage: Wachtend

Deals kunnen ook 'Wachtend' worden gezet wanneer:

• Buyer needs meer tijd (personal circumstances)
• Financing is delayed
• Property issues need resolving
• Market conditions require waiting

Wachtend deals kunnen later reactivated worden naar appropriate stage.