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Címlap arrow Videó arrow Sales Technikák: Hogyan jussunk túl a hideghívás félelmein

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Sales Technikák: Hogyan jussunk túl a hideghívás félelmein Megosztom! Add a Startlaphoz Nyomtatás E-mail
Vallalkozás-online.hu   
2010-09-21 13:38
Gyakori a vállalkozásoknál, hogy egy munkanapon nincs az értékesítőknek idejük nekilátni és a hideghívásokat végre elintézni. Miért van ez? Vajon miért van ilyen mértékű idegenkedés és undor bennünk, hogy felvegyük a kagylót és lebonyolítsuk a hideghívásokat?




beilleszt:
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"Amikor saleseseket coacholok, van egy funkció, ami tipikusan minden másnál zavarosabb kérdés: a hideghívás. Elképesztő, hogy egy nap mennyire nincs idejük nekilátni ezeknek a hívásoknak. Miért van ez? Vajon miért van ilyen mértékű idegenkedés és undor bennünk, hogy felvegyük a kagylót és lebonyolítsuk a hideghívásokat?

Sajnos a menedzserek ilyenkor hagyományosan egy új sablont, vagy egy új szkriptet, esetleg valamilyen kisegítő eszközt adnak az értékesítők kezébe, remélve, hogy ettől majd az értékesítő jobban érzi magát. Nos, jóllehet ez egy bizonyos fokig segíteni fog, a probléma gyökerét nem kezeli, azaz, hogy az értékesítő túljusson a félelmén, felvegye a kagylót és telefonáljon. Jöjjenek az érdekességek!

Minden értékesítési tranzakcióban két személy vesz részt: az értékesítő és a reménybeli ügyfél. Ha megkérdezek egy értékesítőt, hogy kiről is kell szóljon az értékesítési folyamat, mindig azt a választ kapom: „Ó, hát a vevőjelöltről kell szóljon!”. Majd megkérdem: „És Önnél kiről szól?”. Vonakodva ugyan, de, ha őszinték akkor ezt a választ kapom: „Az igazat megvallva rólam szól.”

Hogy honnan tudom én ezt? Onnan, hogy a következő párbeszéd zajlik le egy emberben, mielőtt felvenné a kagylót a hideghíváshoz: „Nem akarok nemet hallani! Nem akarom, hogy lesöpörjenek! Nem akarom, hogy hülyének nézzenek! Nem akarok rosszat mondani! El kell érnek a kitűzött számaimat! Nem akarok szégyenlősnek látszani!”

Vegyük észre az egyetlen közös nevezőt ezekben a mondatokban: az ÉN, ÉN, ÉN, ÉN, ÉN!

Nos az én tippem: Ahelyett, hogy az értékesítési folyamat Önről és az elérhető nyereségről szólna, szóljon inkább a vevőjelöltről és arról, milyen értéket tudunk neki közvetíteni. Ha a fókuszt Önről rájuk helyezi, így minden elvárásos nyomást levesz majd önmagáról."
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