03 Venta Consultiva 2015
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Transcript of 03 Venta Consultiva 2015
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Una mujer va transitando por una carretera
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Un hombre va transitando por la misma
carretera, pero en sentido contrario
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Cuando se cruzan, la mujer a través de la Ventana
de su auto le grita:
CABALLO !
El hombre inmediatamente saca la cabeza por la
ventana de su auto y le responde
VACA !
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Cada quien continua su camino, pero el hombre
que va sonriente por la respuesta que le dio a la
“…vieja esa… “
… pero al girar en la siguiente curva…
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“ Este teléfono tiene demasiados problemas como para
que se pueda considerar seriamente un medio de
comunicación ”
•Western Union, memo interno,
1876
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“Mi opinión es que debe haber un mercado
para, máximo, unos cinco computadores”
•Thomas Watson, Chairman of IBM, 1943
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“640 K deberían ser mas que suficientes para
cualquiera”
•Bill Gates, 1981
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¿La Venta es una ciencia o es un arte?
¿El Vendedor nace se hace?
¿Quien tiene la información tiene el poder?
¿Cuando fue la última vez que usted hizo una venta?
¿Cuál es el propósito de toda empresa?
¿Cuál es la mejor empresa del mundo que usted conoce?
¿Quien es un cliente?
¿Yo como vendedor tengo suerte?
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Competencias del Vendedor
Son comportamientos observables permanentes que
demuestran la capacidad que tiene una persona para
producir resultados sobresalientes.
" Es la persona que sabe actuar de manera pertinente en un
contexto particular"
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(kaizen - 改善 – Cambio - Mejoramiento)
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Actitudes del cliente frente a los vendedores :
Prevencion
Desconfianza
Dureza
Preocupacion
Defensa Antipatia
Nerviosismo
“Falta de tiempo”
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PERSONALIDAD DEL CLIENTE
HOSTIL No compra, hasta que el quiera.
Domina la entrevista
Manipula el vendedor
SUMISO Escurridizo
Evasivo
No se compromete
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AFECTIVO
Goza haciendo “ amistad” con
el vendedor Pero....
… difícilmente compra.
UBICADO Sabe lo que quiere.
Planea la compra
Exige información
PERSONALIDAD DEL CLIENTE
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1. Considerar siempre en primer lugar, las necesidades de mis
prospectos y clientes.
2. Respetar la confianza de mis clientes y no violar jamás su Informacion
personal, salvo por requerimientos legales.
3. Presentar con fidelidad y exactitud todos los datos y argumentos que
influyan en la decisión favorable de mis prospectos y clientes
4. Mantener un servicio constante y eficaz con todos los clientes
Código de Ética MAPFRE - Colombia
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5. Ser ecuánime con en las relaciones con mis compañeros de grupo, de
sucursal incluso con la competencia
6. Mantener orgullo por la profesión
7. Mejorar mis habilidades y mis conocimientos por medio del estudio y
auto capacitación
8. Trabajar constantemente
Código de Ética MAPFRE - Colombia
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9. Conocer las leyes que rigen la actividad Aseguradora de Colombia
10. Garantizar a la Compañía un buen criterio de selección de riesgos
tanto físico como moral
11. Respetar la cartera de mis compañeros se seguros, no propiciando a
sus clientes a tomar decisiones de cambio de asesor, utilizando
argumentos falsos y desleales, para mi beneficio.
Código de Ética MAPFRE - Colombia
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