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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).

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