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COME VORREI CHE FOSSERO I VENDITORI (continua 3)

Il prossimo requisito che mi piacerebbe facesse parte delle professionalità di qualsiasi venditore è il seguente: deve apportare un valore che sia percepito come tale dal potenziale acquirente. Quante volte si incontrano dei rappresentanti di aziende anche importanti e rinomate il cui unico scopo è esaltare i loro prodotti o i loro servizi. Battute del tipo: “non ci sono problemi sono tipiche dei softwaristi”, i bancari e i promotori finanziari tendono a fare affermazioni senza valore del tipo “mai noi la seguiamo” oppure “stavo per chiamarla”.

Se il problema del venditore  consiste nel preoccuparsi di fare la differenza apportando valore, è sufficiente aver rispettato i primi tre requisiti esposti in precedenza per facilitarsi il compito.

Passiamo ad un successivo requisito: garantire la logica di servizio. Essa consiste nel fare in modo che ciò che si fornisce , sia in termini di prodotto, sia in termini di servizio, sia potato a termine in senso compiuto.

Un bravo venditore deve accertarsi che la sua negoziazione si è completata in modo soddisfacente per l’acquirente, secondo le promesse. Troppo spesso i venditori dimenticano che chi acquista un biglietto del treno di fatto acquista la prospettiva di fare un viaggio comodo e di arrivare in orario a destino, non il biglietto. Chi acquista un pacchetto vacanze acquista la prospettiva di vivere una mitica esperienza, non i voucher. Chi acquista una macchina utensile è molto probabile che acquisti prospettiva di aumentare la produttività del 10-15-20 per cento, quindi si aspetti  di vederne i risultati effettivamente.

I requisiti non sono ancora terminati. Andiamo avanti ancora un pò

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