{"id":10747,"date":"2020-11-10T19:25:12","date_gmt":"2020-11-10T19:25:12","guid":{"rendered":"https:\/\/www.yuksekbilgili.com\/wordpress\/?p=10747"},"modified":"2024-02-28T15:33:26","modified_gmt":"2024-02-28T12:33:26","slug":"telefonda-satista-yapilan-buyuk-hatalar","status":"publish","type":"post","link":"https:\/\/www.yuksekbilgili.com\/wordpress\/telefonda-satista-yapilan-buyuk-hatalar\/","title":{"rendered":"Telefonla Sat\u0131\u015fta Yap\u0131lan B\u00fcy\u00fck Hatalar"},"content":{"rendered":"\n

– Dr.Zeki Y\u00dcKSEKB\u0130LG\u0130L\u0130 –<\/strong><\/p>\n\n\n

\n
\"\"<\/figure><\/div>\n\n\n

A\u00e7\u0131l\u0131\u015f Beyan\u0131:<\/strong><\/p>\n\n\n\n

Son d\u00f6nemlerde, hepimiz gibi ben de telefonla bana bir \u015feyler satmak isteyen ki\u015filerce aran\u0131yorum. Pazarlama ile ilgili oldu\u011fumdan, bu konu\u015fmalar\u0131 yaparken, kar\u015f\u0131mdaki sat\u0131\u015f\u00e7\u0131lar\u0131n yapt\u0131klar\u0131 hatalar\u0131 not ettim. Bu hatalar, ne yaz\u0131k ki, tele-sat\u0131\u015f\u00e7\u0131lar\u0131n kendi sat\u0131\u015flar\u0131n\u0131 kesinlikle sabote ettikleri ve her g\u00fcn tekrarlad\u0131klar\u0131 hatalar;<\/p>\n\n\n\n

Bir telefon konu\u015fmas\u0131nda, kar\u015f\u0131n\u0131zdaki ki\u015fi sadece 15 saniye i\u00e7erisinde karar\u0131n\u0131 veriyor ve kar\u015f\u0131l\u0131k olarak ya \u0130LG\u0130 yada D\u0130REN\u00c7 g\u00f6steriyor. Asl\u0131nda, kar\u015f\u0131l\u0131\u011f\u0131n \u201cdiren\u00e7\u201d olmas\u0131n\u0131n en b\u00fcy\u00fck sebebi, telefonu a\u00e7an\u0131n a\u00e7\u0131l\u0131\u015f beyan\u0131 oluyor. Do\u011fal olarak, kar\u015f\u0131daki m\u00fc\u015fteri diren\u00e7 g\u00f6stermeye ba\u015flay\u0131nca da g\u00f6r\u00fc\u015fme gere\u011finden k\u0131sa s\u00fcr\u00fcyor, teklif yap\u0131lam\u0131yor.<\/p>\n\n\n\n

\u00d6rne\u011fin; \u201cBiz \u2026\u2026 hizmetini sunuyoruz ve bununla ilgili konu\u015fmak istiyoruz\u201d. Cevap \u201cYani? Sizi niye dinleyeyim ki?\u201d veya \u201cSize \u2026. tarihinde bir mesaj yollam\u0131\u015ft\u0131m, ald\u0131n\u0131z m\u0131?\u201d Cevap ne yaz\u0131k ki hi\u00e7bir zaman \u201cEvet, hem de o kadar etkilendim ki, ben de oturmu\u015f sizden hangi hizmetinizi hemen alabilirim diye d\u00fc\u015f\u00fcn\u00fcyordum\u201d olmuyor.<\/p>\n\n\n\n

A\u00e7\u0131l\u0131\u015f beyan\u0131n\u0131n, ilgi uyand\u0131r\u0131c\u0131 olmas\u0131 gerekiyor. Bunun i\u00e7in Art Zobczak\u2019\u0131n \u00fc\u00e7 a\u015famal\u0131 y\u00f6ntemi kullan\u0131labilir;<\/p>\n\n\n\n

1.a\u015fama: Kendinizi ve organizasyonunuzu tan\u0131t\u0131n,<\/p>\n\n\n\n

2.a\u015fama: Kar\u015f\u0131daki ki\u015fide ilgi uyand\u0131r\u0131n; daha fazla kaybetmesini engelleyecek bir \u015feyler sunun yada bir \u015feyler kazanmas\u0131n\u0131 sa\u011flayacak \u015feyler,<\/p>\n\n\n\n

3.a\u015fama: Kar\u015f\u0131n\u0131zdaki bir sohbete \u00e7ekmeye \u00e7al\u0131\u015f\u0131n. Unutulmamas\u0131 gereken en \u00f6nemli \u015fey, konu\u015fmaktan \u00e7ok dinlemeniz gereklili\u011fi. S\u00f6z\u00fcne etti\u011finiz avantaj\u0131 sunabilmeniz i\u00e7in bilgi alman\u0131z gerekti\u011fini belirtin.<\/p>\n\n\n\n

\u00d6rne\u011fin; \u201cMerhaba, Ben \u2026\u2026, \u2026\u2026.. sigorta firmas\u0131ndan. \u0130nan\u0131yorum ki, mevcut sigorta giderlerinizi %30 oran\u0131nda azaltabiliriz. Bunun i\u00e7in sizden, kulland\u0131\u011f\u0131n\u0131z sigortalar hakk\u0131nda biraz bilgi isteyece\u011fim\u2026\u201d veya \u201cSn\u2026\u2026., biliyorum ki \u015fu aralar yeni bir sa\u011fl\u0131k poli\u00e7esi yapt\u0131rmak \u00fczeresiniz. \u015eu anki kampanyam\u0131z ile, size standart sa\u011fl\u0131k poli\u00e7eleri ile e\u015fde\u011fer, ama yatarak tedavi primi %50 daha fazla olan yeni sa\u011fl\u0131k poli\u00e7emizi anlatmak istiyorum.\u201d<\/p>\n\n\n\n

Burada en \u00f6nemli \u015fey, kendinizi m\u00fc\u015fterinizin yerinize koyman\u0131z, sundu\u011funuz \u015fey size sunulsayd\u0131 ne kadar etkilenirdiniz? E\u011fer tatmin olmad\u0131n\u0131zsa, a\u00e7\u0131l\u0131\u015f beyan\u0131n\u0131z\u0131 de\u011fi\u015ftirin, sizi tatmin edecek a\u00e7\u0131l\u0131\u015f beyan\u0131n\u0131 bulana kadar da telefona el s\u00fcrmeyin.<\/p>\n\n\n\n

Dinle(me)mek:<\/strong><\/p>\n\n\n\n

Telefonda sat\u0131\u015fta ba\u015far\u0131 kesinlikle s\u00fcren sohbete hakim olmakla gelmez. Sat\u0131\u015f\u0131 yapabilmek i\u00e7in dinlemek gerekir. Ara\u015ft\u0131rmalar, telefonda ancak %30-50 verimlilikle dinleyebildi\u011fimizi kan\u0131tl\u0131yor. Ayr\u0131ca, kar\u015f\u0131n\u0131zdaki ki\u015finin sizi dinleme iste\u011fi, sizin konu\u015ftu\u011funuz oranda ters olarak azal\u0131yor. S\u0131k\u0131lmaya ba\u015fl\u0131yorlar, s\u0131k\u0131ld\u0131k\u00e7a da sizinle sohbete girme olas\u0131l\u0131klar\u0131 gittik\u00e7e d\u00fc\u015f\u00fcyor. En \u00f6nemlisi, konu\u015ftuk\u00e7a, kar\u015f\u0131n\u0131zdakine size itiraz etmesi i\u00e7in daha fazla malzeme veriyorsunuz.<\/p>\n\n\n\n

Telefona sar\u0131lmadan \u00f6nce kendiniz sorman\u0131z gereken soru \u201cBen bu arayaca\u011f\u0131m ki\u015fiyi niye dinlemeliyim?\u201d olmal\u0131. Bir \u015feyi \u00e7ok isterseniz olur, e\u011fer kendinizi bu sorunun cevab\u0131 konusunda ikna edebilirseniz, konu\u015fman\u0131z \u00e7ok daha do\u011fru yere do\u011fru seyredecektir.<\/p>\n\n\n\n

Sorular:<\/strong><\/p>\n\n\n\n

Telefonda, m\u00fc\u015fterinize bir \u015fey satmakla \u00e7ok fazla ilgiliyseniz, m\u00fc\u015fterinizin ne almak istedi\u011fini anlamaya vaktiniz kalmaz. Do\u011fal olarak, konu\u015fma ilerledik\u00e7e, telefondaki sat\u0131\u015f\u00e7\u0131n\u0131n kredibilitesi s\u00fcrekli d\u00fc\u015fer. Bunu engellemek i\u00e7in; \u201csoru stratejinizi \u00f6nceden belirleyin\u201d. Hizmetinizin \u00f6zelliklerini, bir kenara yaz\u0131n, daha sonra bunlar i\u00e7erisinden (rakip firmalar\u0131n sunduklar\u0131 hizmetlere g\u00f6re) \u00fcst\u00fcn olanlar\u0131 ay\u0131klay\u0131n, kar\u015f\u0131n\u0131zdakine  bu \u00fcst\u00fcnl\u00fcklere gelmesini sa\u011flayacak sorular\u0131 haz\u0131rlay\u0131p sorun.<\/p>\n\n\n\n

\u00d6rne\u011fin, firman\u0131z\u0131n kasko hizmetini satmaya \u00e7al\u0131\u015f\u0131yorsunuz, di\u011fer firmalar\u0131n kasko \u00fcr\u00fcnlerinde sigara riski ek teminat primi ile teminat at\u0131na al\u0131n\u0131yor ama sizin firman\u0131z bu riski standart prim ile teminat alt\u0131na al\u0131yor. Bu hizmetin, arad\u0131\u011f\u0131n\u0131z ki\u015fi i\u00e7in cazip olup olmad\u0131\u011f\u0131n\u0131 \u00f6ncelikle \u00f6\u011frenin.<\/p>\n\n\n\n

Sorular\u0131 haz\u0131rlarken, hangi \u00fcst\u00fcnl\u00fc\u011f\u00fc \u00f6ne \u00e7\u0131karaca\u011f\u0131n\u0131za, yine sorular sorarak karar verin. Bunun i\u00e7in \u00f6nceden haz\u0131rlanm\u0131\u015f sorular\u0131 kullan\u0131n. Yine ayn\u0131 kasko \u00f6rne\u011fine d\u00f6nelim, kar\u015f\u0131n\u0131zdaki ki\u015fi i\u00e7in sigara riskinin teminat alt\u0131na al\u0131nmas\u0131 kullan\u0131labilir bir \u00f6zellik de\u011filse, sizin teklifiniz \u00fczerine kullanmayaca\u011f\u0131 bir \u00f6zellik y\u00fcz\u00fcnden daha fazla \u00f6deyece\u011fine inanabilir.<\/p>\n\n\n\n

Y\u00fcksekbilgili E\u011fitim taraf\u0131ndan d\u00fczenlenen Sat\u0131\u015f E\u011fitimi<\/strong>ne g\u00f6z atmak i\u00e7in bu ba\u011flant\u0131y\u0131 <\/a>kullanabilirsiniz.<\/p>\n\n\n\n

Di\u011fer konulardaki e\u011fitimlerimize bu ba\u011flant\u0131dan<\/a> ula\u015fabilirsiniz.<\/p>\n","protected":false},"excerpt":{"rendered":"

– Dr.Zeki Y\u00dcKSEKB\u0130LG\u0130L\u0130 – A\u00e7\u0131l\u0131\u015f Beyan\u0131: Son d\u00f6nemlerde, hepimiz gibi ben de telefonla bana bir \u015feyler satmak isteyen ki\u015filerce aran\u0131yorum. Pazarlama ile ilgili oldu\u011fumdan, bu konu\u015fmalar\u0131 yaparken, kar\u015f\u0131mdaki sat\u0131\u015f\u00e7\u0131lar\u0131n yapt\u0131klar\u0131 hatalar\u0131 not ettim. Bu hatalar, ne yaz\u0131k ki, tele-sat\u0131\u015f\u00e7\u0131lar\u0131n kendi sat\u0131\u015flar\u0131n\u0131 kesinlikle sabote ettikleri ve her g\u00fcn tekrarlad\u0131klar\u0131 hatalar; Bir telefon konu\u015fmas\u0131nda, kar\u015f\u0131n\u0131zdaki ki\u015fi sadece… Daha fazlas\u0131n\u0131 oku »Telefonla Sat\u0131\u015fta Yap\u0131lan B\u00fcy\u00fck Hatalar<\/span><\/a><\/p>\n","protected":false},"author":2,"featured_media":11062,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"content-type":"","neve_meta_sidebar":"right","neve_meta_container":"","neve_meta_enable_content_width":"off","neve_meta_content_width":41,"neve_meta_title_alignment":"","neve_meta_author_avatar":"","neve_post_elements_order":"[\"title\",\"tags\",\"content\"]","neve_meta_disable_header":"","neve_meta_disable_footer":"","neve_meta_disable_title":"","_ti_tpc_template_sync":false,"_ti_tpc_template_id":""},"categories":[525],"tags":[564,344,427,532,531,530,533,423,45],"yoast_head":"\nTelefonla Sat\u0131\u015fta Yap\u0131lan B\u00fcy\u00fck Hatalar - 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