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COME VORREI CHE FOSSERO I VENDITORI (sintesi)

Ecco di seguito i cinque requisiti preliminari che ogni venditore di alto livello deve tenere presente in ogni negoziazione d’affari:

  • chiunque acquista, lo fa quando, dove, come vuole, per ragioni sue e non per ragioni del venditore
  • si informa con l’interlocutore per identificare le sue autentiche aspettative
  • é certo di apportare all’acquirente almeno un valore che sia percepito come tale
  • conosce le funzionalità di ciò che vende e la coerenza con ciò che promette
  • adotta l’empatia per acquisire la fiducia dell’interlocutore
  • L’esistenza di questi requisiti è tanto più efficace quanto maggiore è la specificità dell’acquirente.

    Una volta appurato di condividere  questi requisiti con il suo interlocutore il venditore può cominciare la negoziazione vera e propria.

    La verifica dell’esistenza di questi requisiti è condizione necessaria per sperare di concludere con successo qualsiasi negoziazione

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