Vendes o Vendes

Autor: Grant Cardone

Fecha de lectura: Oct 2019

  1. Confrontar o retar al cliente al igual que ejercer presión son tácticas de un vendedor novato que muestra su desesperación por vender y no por ayudar al cliente (25)
  2. Hay vendedores que ganan mucho mas que cualquier otro profesional con mucho menos trabajo y estrés. yo me cuestiono si en un principio era mucho menos trabajo? tal vez tener una buena reputación y un producto exitoso ayude mucho pero el esfuerzo para lograr esto es gigante. (34)
  3. Es casi imposible conseguir poder y estatus sin la habilidad de persuadir a otros, saber como comunicarse y convencer a los demás es un recurso que se debe poseer, de lo contrario, es una deficiencia.
  4. El que decide aprender seriamente un oficio pasa de la mediocridad a la grandeza. Ahí esta la gran diferencia, comprometerse con algo y aprenderlo por completo. (39)
  5. Algunos pensábamos que las ventas no eran para mi (Perfil técnico a flote) pero en la realidad, las ventas y ser un profesional en ellas es esencial para cualquier persona. No se trata de algo que es para otras personas. (38)
  6. La mayor cualidad de un vendedor es aprender a predecir a los clientes para adelantarse a sus objeciones y solucionarlas antes siquiera de que el mismo cliente las mencione (54)
  7. Para ser un gran vendedor primero tenemos que estar convencidos de que nosotros mismos compraríamos el producto, debemos volvernos has irracionales u obsesivos. Primero vendete a ti mismo el producto y después a otros clientes. (58)
  8. El precio nunca es el problema. El vendedor es el problema (77)
  9. La importancia en las ventas esta 80% en las personas y 20% en el producto.(92)
  10. Las personas sobre los procesos. Siempre importa más satisfacer a las personas que regirse a un proceso estático y entorpecedor. (98)
  11. En mucha literatura recomiendan preguntar mucho a los clientes para entablar comunicación y esto esta muy bien pero hay que tener cuidado con no usarlo como manipulación pues esto será inútil con el paso del tiempo (97)
  12. La regla de oro de los negocios es siempre acordar con el cliente esto genera empatía y se percibe un espacio de negociación mas productivo. (103)
  13. La meta es llegar a entender tan  bien al cliente que hasta se pueda saber lo que el cliente no dice, acá hemos llegado a la excelencia en ventas. (113)
  14. Cuando un cliente no confía en ti o en su capacidad de decidir hay que encontrar el por que y solucionarlo inmediatamente. Esto puede ser por factores externos o internos pero en cualquiera de los dos casos hay que identificarlo y solucionarlo porque sino nunca venderemos algo a este cliente. (113)
  15. La gente cree en lo que ve, no en lo que escucha por eso, siempre hay que poner gráficamente los mas importante que le queramos transmitir a un cliente para que tome una decisión de compra. (114)
  16. El dinero no hace a la gente feliz, la productividad si. No importa cuanto dinero puede llegar a tener alguien, lo que lo hace feliz es saber cuanto más puede producir. (143)
  17. La base de poder (circulo cercano de personas que saben de tu pasión por algo y confían en ti) constituye un gran porcentaje de la estrategia de ventas de cualquier vendedor (149)
  18. Hay que emplear el tiempo de forma inteligente, muchos pueden quedarse en el lugar donde están y disfrutar de la comodidad pero podrán llegar más lejos?
  19. Preguntas obligadas sobre el cliente para poderle vender algo que realmente necesita. ¿Quien es? ¿Que quiere? ¿Por que lo quiere? ¿Que debo hacer para satisfacer sus deseos y necesidades? ¿Como debo mostrarle mi producto para que tenga sentido para el? ¿Como puedo hacer que el proceso sea repetible y promocionable?
  20. El proceso de ventas es una guía muy importante para lograr cerrar una venta(184)
    1. Saludo: Se trata de lograr una buena impresión y abrir una puerta para convertir a un prospecto en un comprador.
    2. Determinación de los deseos y las necesidades: la idea de este paso es lograr entender que producto ofrecerle al cliente y de que manera mostrarselo. Diferentes razones producen diferentes valores.
    3. Elección del producto, presentación y descripción de su valor: Elige por tus clientes en lugar de que divaguen buscando cual es el producto que necesitan, debemos elegir el producto de acuerdo a lo que el cliente dijo que era importante.
    4. Hacer la oferta: Se agresivo y presenta los números a los clientes, la mayoría de vendedores inexpertos nunca llegan a hacer una oferta (63%) por lo que nunca tuvieron posibilidades de hacer un negocio.
    5. Conclusión de la transacción o la salida del cliente: cerrar la venta. Es un tema muy diferente a vender y se debe tomar con mucha seriedad y entrenar muchísimo ya que es esto lo que realmente genera ingresos.
  21. Hay que saturar la cadena productiva. Un vendedor si una cadena productiva llena se vuelve dependiente e inestable, hay que sobresaturar la cadena productiva y es mejor estar aliviado porque algún cliente canceló una cita que en problemas por no tener más citas.
  22. No tomarse las emociones del cliente personales, estas no son graves y van a pasar si logras explicar por que le estas proponiendo ese producto o servicio.
  23. No es lo mismo preguntar que conseguir respuestas. Para controlar la situación se requiere la segunda, el simple hecho de preguntar no te garantiza nada bueno para tu venta, hay que saber preguntar y escuchar las respuestas para analizarlas y usarlas para proponer tu oferta.

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