10 Perguntas Fundamentais da Venda

Quais as 10 perguntas fundamentais da venda? 

A seguir são apresentadas perguntas e respostas que tocam nos principais conhecimentos, habilidades e atitudes envolvidos no processo de venda, de qualquer porte. O fundamento principal está em TRATAR A VENDA COMO UM PROCESSO.

  1. Quais as Habilidades Fundamentais da Venda?      R: Conhecer a Oferta, Planejar Visitas e Contatos, Prospectar Oportunidades de Venda, Investigar Necessidades, Justificar Valor, Demonstrar Capacidade e Fechar a Venda.
  2. Qual o método mais efetivo para Conhecer a Oferta?      R:  O melhor método é perguntar para você mesmo: Quais são os problemas que a minha solução resolve? Isso  ajuda a direcionar o seu foco para o cliente. Exercita a empatia. Atrai a atenção e interesse de potenciais compradores e ajuda prospectar negócios e investigar necessidades e problemas.
  3. Como Planejar Visita de Vendas?      R: Fazer um Plano de Visita SIMPLES com: 1) objetivo da visita – compromisso a ser obtido do cliente, 2) objetivo alternativo – para o caso do objetivo principal não alcançado, 3)  plano de perguntas para atingir o objetivo – perguntas de situação, pergunta de problema, pergunta de implicações do problema e perguntas de solução e 4) Avaliar se o objetivo foi alçançado.
  4. Como Prospectar a Venda com alto desempenho?       R: Usar métodos e ferramentas como Cliente Referência e Scripts ao Telefone. O primeiro método conta um caso de sucesso para atrair a atenção, identificar problemas frequentes e iniciar o processo investigativo. O Script, busca despertar interesse em 20 segundos e engatilhar o Cliente Referência.
  5. Qual a importância do Rapport?       R: Significa saber focar a sua atenção no alinhamento com o seu interlocutor. Exercitar a empatia, capacidade de se colocar no lugar dele. Ter autocontrole e saber ouvir.  Canalizar essas capacidades para aumentar a conexão com a outra pessoa e aumentar o seu magnetismo. Desenvolver a sua Inteligência Emocional.
  6. Qual a razão em apresentar a solução só após Investigar Situação, Problema, Implicações e Imagem de Solução?      R: O ser humano tem um padrão de decisão e comportamento para comprar que devemos respeitar e nos alinhar. Para comprar, precisamos identificar a situação, o problema, a seriedade do problema, criar uma imagem de solução, identificar alternativas e escolher a melhor solução. Se não seguirmos esse processo mental, a equação de valor e a venda não fecham.
  7. Qual a melhor forma de Demonstrar a Capacidade das nossas Soluções?      R: Apresentar a solução só após a etapa de investigação , ou seja, após ter identificado a situação, o problema, as implicações e imagem de solução. Descrever a nossa solução conectada à imagem de solução desenvolvida na etapa de Investigação. Usar as declarações de necessidades e benefícios declaradas pelo próprio potencial comprador, para evitar objeções.
  8. Como evitar Objeções de Valor e Capacidade?      R: Seguir os passos de 1 a 7. Objeções de Valor são aquelas em que o potencial comprador avalia que os benefícios não valem os custos. É necessário voltar a etapa investigativa e reavaliar a seriedade do problema – maior seriedade do problema, maior valor da solução. Objeções de Capacidade acontecem quando o potencial comprador reconhece o valor da solução, mas não acredita que você ou a a empresa possam entregar a solução. É necessário entender melhor a causa da objeção, descrever melhor a solução, e, principalmente, mostrar provas que a sua solução funciona com os diferenciais declarados.
  9. Como Justificar Valor da Solução?      R:  A melhor forma é Racionalizar o Valor  é representá-lo por uma fórmula de valor: Valor = Benefícios <dividido> Custos.  Essa equação pode ser desdobrado em Valor = (Benefícios de Receita + Benefícios de Custos) <dividido> Custo Total da Solução. Alinhar a fórmula  de valor com com a Imagem de solução. Focar na objetividade da coleta de fatos e dados.
  10. Como Fechar a Venda?      R: Tratar a venda como um processo. Entender que o fechamento da venda é um processo acumulativo e dependente de todas as etapas anteriores: Necessidade Ativa x Imagem de Solução x Valor da Solução (Benefícios/Custos/Riscos) x Controle da Venda x Poder (acesso a quem decide)

Use a lista de perguntas e respostas acima como um check list, para ajudar na reflexão e no desenvolvimento das suas competências de vendas.

QUANDO TRATAMOS A VENDA COMO UM PROCESSO ISSO SIGNIFICA QUE PODEMOS DESENVOLVER MÉTODOS, FERRAMENTAS, COMPORTAMENTOS E HABILIDADES DE FORMA CORRETA , CONSISTENTE e COM ALTA PERCEPÇÃO DE VALOR .

Veja na sequência mais detalhes …

Boas Vendas!

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