Melers CRM: plan for 19 October

1 + 2Sales tool, page 3: kg or kpl on every row, and several rows per item

Right now only your own added rows can switch between kg and kpl. Rows picked from the price list are locked to their list unit, and the "Kilohinnat" rows can only ever be kg.

• Every row in A and B, whether from the list or your own, gets the same kg | kpl toggle. The weekly rental fee stays €/vko.
• When a row is switched away from its list unit, the list price range no longer applies, so the hint says "oma hinta", the same as on your own rows.
• ⧉ Toinen rivi adds another row for the same item, for example Lakanat once per kg and once per piece, or two sizes. Each copy has its own unit, price and size.
• Own rows under Kilohinnat get the kg | kpl toggle too (today they're always kg).
• The PDF prints whatever unit each row has. The 25-row limit per table stays.
• This needs no database change. Offers are saved as one document, and old offers open unchanged.

3Info icons on the deal-flow columns

Hover the i next to "Kartoitus". Move the mouse into the box and it stays open. On a phone, tap the icon. "Tulosta" prints only the box.

• Kartoitus first. The other columns get their icon once you give me their text. Until then they show no icon (greyed here only to show where they'll go).
• The box opens on hover, stays open while the mouse is inside it, and closes when the mouse leaves. Tap or keyboard opens it too, so it works on a phone and with Tab.
• Tulosta lomake prints the 4-page A4 answer form in section 3b, not the pop-up itself.
• The text is in Finnish and English, following the CRM's language setting.
• The pop-up shows draft 4: a short cheat sheet for the call. See section 3b.

3bKartoitus question set, draft 4 DRAFT 4

Plain language, so it works for someone who has never heard of any sales method: a conversation (8 open questions, each with one follow-up) plus a fact list for the offer. Hover the i on Kartoitus above to see the pop-up, or print the form below. The → Tarjous tags appear on this page only.

Printed form (large font, A4): what "Tulosta lomake" produces

🖨 Try printing it (print preview or Save as PDF shows the real page breaks)

4How a good kartoitus works (and what Chris Voss would do) FOR DISCUSSION

Nothing on this page changes yet. This section is the thinking behind draft 3 of the questions.

The problem with draft 2

Draft 2 is a good fact sheet but a poor conversation. Read top to bottom it's 20 questions, mostly closed ("how many kg?", "how often?"), and that feels like an interrogation. The customer answers politely, but never says what actually bothers them. Without that we can price the offer, but we can't win it.

Sales best practice for discovery

• Listen more than you talk. Gong's call data: the best reps talk under half the time (~43 %). Good discovery calls have about 11–14 questions, spread through the conversation rather than fired in a row.
• Go from situation to pain. The SPIN order: Situation (how it works now) → Problem (what's hard) → Implication (what that costs them) → Need-payoff (what good would look like). Most reps stop at situation, and the money is in implication.
• Find out how the decision gets made, not just who makes it: who else has a say, what they compare against, and when the current contract ends.
• Don't pitch or quote prices in kartoitus. The offer is the next step.
• Always leave with a dated next step ("käydään tarjous läpi torstaina klo 10"), then recap it in writing the same day.
• Qualifying a deal out is a win too. If they're happy and locked in for 3 years, log the re-tender date and move on.

What Chris Voss would do

Voss (Never Split the Difference, ex-FBI hostage negotiator) would treat kartoitus as finding out what's really going on, not as filling in a form. His tools, translated for a Turun Suurpesula call:

What this means for the questions (draft 3 proposal)

Split kartoitus into two layers and print them separately:

• The pop-up in CRM becomes a cheat sheet: the 8 conversation questions plus the 4 Voss tools reps will actually use (label, mirror, "juuri niin", no-oriented close). The full fact list stays on the printout.
• The printout becomes page 1 Keskustelu (large font, lots of space), page 2 Faktat (tick boxes), page 3 Asiakkaan omin sanoin + muistiinpanot.

5Sales tool: a Swedish offer PLAN

Not difficult, but it's more translation than code. The CRM itself stays in Finnish and English; only the offer document gets Swedish.

• What gets translated: every printed text in the offer, about 150 lines. That covers pages 1–7, the price-list item names, the FAQ (page 4), how it works (page 5) and about us (page 6). Swedish text often runs longer than Finnish, so I check every line still fits its place on the page, the same check the Finnish version passes.
• Turun Suurpesula stays as the brand name. Addresses use the Swedish place name (Åbo).
• One small database change: today the database only accepts "fi" or "en" as an offer's language. It needs to accept "sv" too. Existing offers are copied over unchanged. This goes live on the production database when merged.
• Work: a few hours, as one PR.

How it ships

• Two separate PRs: A the sales tool (1 + 2), B the info icons (3). Each goes through tests, merges to main and deploys automatically.
• Neither needs a database migration, unless you pick (b) for the info text.
• Once I have your answers to the two questions above, I start.