content top

COME VORREI CHE FOSSERO I VENDITORI (continua 2)

Alcuni mesi or sono ho incontrato un potenziale cliente. Conosceva benissimo i servizi che forniamo, soprattutto quelli tradizionali, dei quali era entusiasta. Avendo cambiato azienda mi ha ricevuto senza farmi fare troppa anticamera. Confesso che nel suo ufficio ci sono entrato con un’idea ed una sola: che mi chiedesse una proposta per i servizi che lui conosceva meglio. Fortunatamente ho avuto l’avvertenza di non entrare subito in argomento. Se non ricordo male devo aver pronunciato una frase generica e un po’ banale del tipo: in che cosa possiamo aiutarla? La risposta è stata: vorrei eliminare ogni alibi ai miei collaboratori. Giuro che sono rimasto un po’ allibito. Ho immediatamente fatto ruotare il cervello e mi sono domandato a che cosa intendesse riferirsi. Sono riandato ai nostri incontri precedenti e mi sono ricordato che gli avevo parlato di nuovi servizi. Ho azzardato una sintesi e ho rilanciato: vuol dire che ha intenzione di aumentare la propria visibilità senza coinvolgere i suoi collaboratori. Risposta: Esattamente. Non ho fatto a tempo a complimentarmi con me stesso e sono passato ad ipotizzare un paio di soluzioni. L’avevo azzeccata! Come dire che il mio interlocutore non ha chiesto una newsletter monotematica. Qullo era il suo scopo specifico. Lo scopo di fondo era: aumentare la visibilità della propria azienda senza coinvolgere i suoi collaboratori.

Di questi esempi potrei riportarne parecchi. Andiamo avanti con i venditori come li vorrei.

Come terzo requisito mi piacerebbe che il venditore cercasse di verificare se l’aspettativa dichiarata sia quella vera. Vorrei che cercasse di capire che lavoro svolgo. Molti anni fa avevo deciso di cambiare tutti telefoni, una ventina di apparecchi da tavolo.

Convocai subito i rappresentanti delle società di telefonia più importanti presenti in Italia. Mi sentivo importante. Ne ricevetti almeno sei, nazionali e internazionali. Senza che me ne spiegassi le ragioni specifiche nessuno dei venditori che si era presentato mi aveva soddisfatto. A me sembrava che la decisione non dovesse riguardare il prezzo e neppure la tecnologia. Ricordo che eravamo agli albori della telefonia digitale. Ma non mi rendevo conto perché le loro presentazioni non mi piacessero. L’ho scoperto dopo un po’ di anni, dopo aver scritto una libro intorno allo stesso argomento.

Dopo molti incontri si presentò un venditore di una società sud coreana, niente affatto famosa. Prima di presentare i suoi prodotti, mi chiese che lavoro svolgiamo e di vedere come lo svolgiamo.

Alla fine della sua breve indagine disse: mi sembra di capire che voi avete bisogno di telefoni che diano sicurezza di buon funzionamento. Sappia che noi siamo in grado di riparare qualsiasi blocco dei telefoni dalla nostra sede. Improvvisamente capii che aveva colto nel segno. Essendo noi una società che usa molto il telefono per  comunicazioni nazionali e internazionali, aveva capito che la soluzione di fondo consisteva nel fornirmi una ragionevole certezza sul funzionamento del nostro sistema di comunicazione con i clienti. (alla prossima).

Lascia una recensione

495 Commenti riguardo "COME VORREI CHE FOSSERO I VENDITORI (continua 2)"

avatar
  Subscribe  
Notificami
trackback

Title

[…]The facts mentioned within the write-up are some of the most beneficial available […]

trackback

Kendall Daycare near me

[…]that is the finish of this post. Right here you?ll uncover some web-sites that we assume you?ll value, just click the links over[…]

trackback

Great website

[…]we like to honor many other internet sites on the web, even if they aren’t linked to us, by linking to them. Under are some webpages worth checking out[…]…

trackback

Whispering Misty

So sorry you’ll pass up the workshop!

trackback

organic juices

Amala Juices was formed to provide a cold-pressed juicery dedicated to top-quality organic ingredients mixed for maximum health benefits. Amala Juices sells organic cold pressed juices and juice cleanses.

trackback

green juice detox

Amala Juices was formed to provide a cold-pressed juicery dedicated to top-quality organic ingredients mixed for maximum health benefits. Amala Juices sells organic cold pressed juices and juice cleanses.

trackback

The Absent Game

Involving me and my husband we’ve owned far more MP3 gamers over the years than I can count, together with Sansas, iRivers, iPods (common & touch), the Ibiza Rhapsody, etc. But, the last few ages I’ve settled down to one line of players.

anchor
Ospite

I just want to tell you that I’m newbie to blogging and seriously liked you’re blog. Probably I’m planning to bookmark your site . You amazingly have good writings. Bless you for revealing your webpage.

our website
Ospite

I just want to tell you that I am newbie to blogs and really loved this web page. Very likely I’m likely to bookmark your site . You surely come with really good posts. Thank you for revealing your website.

anchor
Ospite

I just want to say I am newbie to blogs and definitely enjoyed your blog. Very likely I’m want to bookmark your blog post . You amazingly have exceptional articles. Thank you for revealing your website page.

John Deere Service Manuals
Ospite

Call centers are now all over the World..! they definitely bring revenue profits..!

John Deere Repair Manuals
Ospite

Oh my goodness! an incredible article dude. Thanks However I am experiencing trouble with ur rss . Do not know why Can not sign up for it. Could there be anyone getting identical rss issue? Anybody who knows kindly respond. Thnkx

viagra commercial actress football jersey
Ospite

Can connecting another computer to my network influence the connections of the other computers?

Sherman Vanclief
Ospite

You reallyactually make it seem so easy with your presentation but I find this topicmatter to be reallyactually something whichthat I think I would never understand. It seems too complicatedcomplex and veryextremely broad for me. I amI’m looking forward for your next post, I willI’ll try to get the hang of it!

KonterGo
Ospite

Awesome write-up. I’m a regular visitor of your website and appreciate you taking the time to maintain the nice site. I’ll be a frequent visitor for a really long time.

sources tell me
Ospite

{If you are actually appearing for a great switch bed for your child that will definitely last I would certainly very most certainly advise this. |, if you are actually appearing for a really good shift bed for your kid that will certainly last I would most surely advise this one.

Health and Fitness
Ospite

I have to get across my love for your generosity supporting persons that should have help on this theme. Your real commitment to getting the message all over appears to be extremely advantageous and have regularly made others just like me to reach their targets. The helpful help can mean so much to me and a whole lot more to my fellow workers. Regards; from everyone of us.

Health and Fitness
Ospite

Good – I should definitely pronounce, impressed with your web site. I had no trouble navigating through all the tabs as well as related information ended up being truly easy to do to access. I recently found what I hoped for before you know it at all. Reasonably unusual. Is likely to appreciate it for those who add forums or something, site theme . a tones way for your customer to communicate. Excellent task.

Health and Fitness
Ospite

Hiya very cool site!! Guy .. Beautiful .. Superb .. I’ll bookmark your web site and take the feeds also…I am satisfied to seek out a lot of useful info right here in the publish, we want develop extra techniques in this regard, thanks for sharing.

Health and Fitness
Ospite

Hello. splendid job. I did not imagine this. This is a great story. Thanks!

Health and Fitness
Ospite

I really like your writing style, wonderful information, appreciate it for posting :D. “Freedom is the emancipation from the arbitrary rule of other men.” by Mortimer Adler.

Health and Fitness
Ospite

Some really great blog posts on this web site, thanks for contribution. “Gratitude is merely the secret hope of further favors.” by La Rochefoucauld.

Health and Fitness
Ospite
My husband and i were so contented that Emmanuel managed to finish off his studies from the ideas he gained when using the web page. It’s not at all simplistic to simply continually be making a gift of things which usually other folks have been trying to sell. So we do know we have got you to be grateful to for that. The entire illustrations you’ve made, the straightforward site menu, the relationships you will assist to create – it’s mostly amazing, and it’s really assisting our son in addition to the family believe that the theme is excellent, which… Leggi il resto »
Health and Fitness
Ospite

Very interesting subject , thanks for putting up. “Wrinkles should merely indicate where smiles have been.” by Mark Twain.

Health and Fitness
Ospite

Utterly written articles, Really enjoyed examining.

Health and Fitness
Ospite

Utterly written content material, thanks for entropy. “Life is God’s novel. Let him write it.” by Isaac Bashevis Singer.

Russel Parrow
Ospite

To offer Insurance coverage advantage quickly to the households of those Army personnel which might die while in service.

Lakia Stammler
Ospite

You need to take part in a contest for one of the best sites on the web. I’m going to highly recommend this site!

Health and Fitness
Ospite

I have to get across my appreciation for your kind-heartedness for people that actually need help on this important subject. Your real commitment to getting the solution all over has been extraordinarily significant and has helped people just like me to reach their pursuits. Your amazing warm and helpful guidelines signifies a whole lot to me and especially to my colleagues. Many thanks; from all of us.

Health and Fitness
Ospite

Great write-up, I am normal visitor of one’s website, maintain up the excellent operate, and It is going to be a regular visitor for a long time.

Health and Fitness
Ospite

Wow! Thank you! I permanently needed to write on my blog something like that. Can I take a fragment of your post to my site?

Health and Fitness
Ospite

I am now not sure where you are getting your information, but great topic. I must spend some time studying more or understanding more. Thanks for wonderful information I was on the lookout for this info for my mission.

Health and Fitness
Ospite

Enjoyed examining this, very good stuff, thankyou . “Talk sense to a fool and he calls you foolish.” by Euripides.

pc desain murah
Ospite

I loved as much as you’ll receive carried out right here. The sketch is attractive, your authored subject matter stylish. nonetheless, you command get bought an edginess over that you wish be delivering the following. unwell unquestionably come more formerly again since exactly the same nearly a lot often inside case you shield this increase.

Health and Fitness
Ospite

I’ve recently started a website, the info you provide on this site has helped me tremendously. Thank you for all of your time & work.

Health and Fitness
Ospite

I really appreciate this post. I have been looking everywhere for this! Thank goodness I found it on Bing. You’ve made my day! Thx again!

Health and Fitness
Ospite

Hi there, You have done a fantastic job. I’ll definitely digg it and personally suggest to my friends. I’m sure they’ll be benefited from this site.

Health and Fitness
Ospite

Howdy very nice web site!! Guy .. Beautiful .. Amazing .. I will bookmark your blog and take the feeds also¡KI’m happy to search out numerous helpful info right here in the post, we need develop more techniques on this regard, thanks for sharing. . . . . .

Health and Fitness
Ospite

Awsome website! I am loving it!! Will come back again. I am bookmarking your feeds also

modifikasi PC
Ospite

I do agree with all the ideas you have presented in your post. They are very convincing and will definitely work. Nonetheless, the posts are very brief for starters. May you please extend them a little from next time? Thank you for the post.

Health and Fitness
Ospite

I like the helpful info you provide in your articles. I will bookmark your blog and check again here regularly. I’m quite sure I will learn a lot of new stuff right here! Good luck for the next!

Health and Fitness
Ospite

hello!,I love your writing so a lot! share we keep in touch extra about your article on AOL? I need a specialist on this space to solve my problem. May be that is you! Taking a look forward to look you.

Health and Fitness
Ospite
I wanted to draft you one bit of word just to thank you very much over again with your exceptional principles you have documented at this time. It was certainly seriously open-handed with you to provide publicly what exactly a lot of people would have supplied for an electronic book to make some money for themselves, precisely since you could possibly have done it if you ever wanted. The advice also acted as a great way to be sure that someone else have a similar dreams really like my very own to see many more when considering this problem. I… Leggi il resto »
Faytech North America
Ospite

Faytech North America is a touch screen Manufacturer of both monitors and pcs. They specialize in the design, development, manufacturing and marketing of Capacitive touch screen, Resistive touch screen, Industrial touch screen, IP65 touch screen, touchscreen monitors and integrated touchscreen PCs. Contact them at http://www.faytech.us, 121 Varick Street, New York, NY 10013, +1 646 205 3214

1 8 9 10