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Intrebarea care te ajuta sa ai mai multe vanzari

Tags: marketing, strategiile de marketing, vanzari, achizitii

Exista o intrebare simpla pe care multi oameni de vanzari o trec cu vederea: "de ce?". "De ce"-ul va identifica motivele dominante ale prospectilor. Odata ce treci de etapa asta, vei incheia, in mod sigur, vanzarea.
Oamenii cumpara lucruri care le rezolva o problema. Lucrul asta este valabil si pentru achizitiile emotionale. Cand ii cumperi sotiei flori sau bijuterii, si atunci rezolvi o problema. „Nu”, spui tu, „imi iubesc sotia si de aiai i-am luat 11 trandafiri”. Analizeaza situatia mai adanc si si cauta problema pe care vrei s-o rezolvi. De ce crezi ca omanii zic ca „O sotie fericita inseamna o viata fericita”?
 
Afla care este problema pe care clientul sau prospectul tau incearca sa o rezolve si nu numai ca vei incheia vanzarea, dar o vei face mai repede si intr-un mod mai profitabil. „De ce”-ul este combustibilul fiecarei vanzari.
 
Cateodata, nici clientii nu stiu clar ce ii motiveaza. Este job-ul tau sa le limpezesti mintea. Daca ii faci sa-ti raspunda, le dai si un motiv sa faca afaceri cu tine. Iata cateva intrebari specifice care ye vor ajuta sa ajungi la „de ce”-ul unei potentiale achizitii din partea clientului:
 
- De ce esti aici azi?
 
- De ce ai investit in acest produs?
 
- De ce este important pentru tine?
 
- De ce ai fost ed acord sa te vezi cu mine?
 
- De ce ai decis sa faci asta acum?
 
- De ce ai face acest tip de investitie?
 
Autor: Alina Negrutiu


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