Venta consultiva Ed 2014
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Venta consultiva
Foto: Sunshine by Martin Fisch
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¡GRACIAS!¡GRACIAS!
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Reconocimiento – No Comercial – Compartir Igual (by-nc-sa)No se permite un uso comercial de la obra original ni de las posibles obras
derivadas, la distribución de las cuales se debe hacer con una licencia igual a la que regula la obra original.
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Guillermo MonteroIngeniero Industrial
Empresario - Consultor – Profesor - SpeakerDirector de Proyectos
@gmonterofv [email protected]
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CHIESA DE NEGRI, COSIMO.Vender es mucho más. Secretos de la fidelización en la venta. Barcelona: Empresa Activa, 2007.
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¡Todos somos venta!
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O cambias o te cambian1
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… o te cambian
Storm gathering at Death Valley - Ozyman
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Necesitamos tener
conocimientos, habilidades y
actitudes2
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Tres factores
clave
Thinking is timeless - Papyrarri
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¡Saber!
Graduation Cake Guy by CarbonNYC
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¡Saber hacer!
Leg-rowing fisherman at Inle Lake - Magical-world
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Mas de 250.000 visitas! Gracias!! by Pasotraspaso
¡Querer hacer!
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Necesitas una actitud mental
positiva3
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¿Por qué unos triunfan y
otros fracasan?
#289 Out of the dark by Assbach
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“No te levantes por la mañana esperando que sea
un buen día, levántate sabiendo que depende de ti hacer que sea un buen día”
Proverbio
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Nuestro Nuestro comportamiencomportamiento depende de to depende de nuestra actitudnuestra actitud
Abajo las cadenas by Antonio Jordana
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Sin clientes no hay empresa4
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Hay que obsesionarse
con los clientes
9 Lack of support keeps dragging by Assbach9 Lack of support keeps dragging by Assbach
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Los clientes pagan
nuestras nóminas
₠®∂!τσ by Atchuuus
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Los clientes no son para
siempre
Nunca dieron las doce by SiderevsNunca dieron las doce by Siderevs
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Los clientes no son infinitos
Espanyol en estado puro by Hector MillaEspanyol en estado puro by Hector Milla
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No llames cliente a quién no lo es5
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Clientes potenciales
Tarde de domingo by Moncho Rey
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Los que compran
Jam at the Floating Market - Stuck in CustomsJam at the Floating Market - Stuck in Customs
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Los que están fidelizadosfidelizados
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¡Apóstoles!
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Desarrolla un proyecto comercial completo6
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Atraer
Vender
Satisfacer
Fidelizar
Foto: The big list by Anita Canita
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Dedica mucho tiempo a la
preparación de la venta7
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Conoce técnicamente el producto que vendes
Foto: Paranoia by katiewFoto: Paranoia by katiew
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Se vende el producto, la persona y la empresa
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Foto: By Gueorgui TcherednitchenkoFoto: By Gueorgui Tcherednitchenko
Conoce los productos de tu competencia
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Identifica los puntos fuertes y los puntos
débiles
Golpe de realidad by Jackie TLGolpe de realidad by Jackie TL
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Facebook Illustration by Escapedtowisconsin
¿Conoces a tu cliente?
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Preparate mentalmente
Chicago 0061 m1 screen by pntphotoChicago 0061 m1 screen by pntphoto
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No te olvides de preguntar8
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Prepara preguntas abiertas
para detectar
necesidades
Pregunta3 by Chesi - Fotos CC
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Desarrolla un buen método de
presentación9
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Cuida tu imagen
empty suits by Paul Goyetteempty suits by Paul Goyette
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Prepara material
para el cliente
93.365 - I am... by Jeff the Trojan
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¡Escucha!
Listening by Lanuiop
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Aprende a torear los “no”10
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¿No significa
no?Mimicry by ξωαŋ ThΦt
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Posiciónate como un
profesional12
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Curious by Kartnick Makka
“Dale siempre a tu cliente más de lo que espera recibir
por el precio pagado”Primera regla de oro
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Dedica tiempo a cuidar a tu
cliente13
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Curious by Kartnick Makka
“El coste de mantenimiento de un cliente es inferior al coste de captación de un
cliente nuevo, pro este último a su vez, inferior al de recuperación de un cliente
perdido”
Segunda regla de oro
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Pesca ballenas, no
anchoas14
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Recuerda la regla 80/20
Fishermen at work - Gari.baldiFishermen at work - Gari.baldi
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¡Da a todos el mismo trato, pero no el
mismo tiempo!
Eye See You - peasap
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Mantén la mochila de contactos siempre a
tope15
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100 llamadas30 entrevistas
10 pedidos
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Curious by Kartnick Makka
“Es mucho más fácil vender el tercer
producto a quien ya tiene dos, que a quien
no tiene ninguno”Tercera regla de oro
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Aprovecha al máximo tu
tiempo16
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Elimina tres palabras de tu
diccionario17
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PostergarImprovisarImposible
Be seeing you by OlivanderBe seeing you by Olivander
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Foto: Sunshine by Martin Fisch
¡Muchas gracias por su atención!
Venta consultiva
Guillermo Montero
Esta presentación está disponible en http://www.slideshare.net/gmontero