le tecniche di vendita

Le tecniche di vendita non esistono

In questo articolo voglio parlarti di una cosa che mi sta particolarmente a cuore, un tema sul quale ho deciso di prestare particolare attenzione…

… ovvero “tutta la verità sulle tecniche di vendita“.

Devi sapere che vendo all’incirca da vent’anni, ho più di 20.000 ora sul campo e quando vado a trovare gli imprenditori la domanda scioccante che mi fanno è?

-“Giuliano, ma qual è il Sacro Graal per vendere di più?”

-“Qual è la tecnica di vendita che mi può aiutare a raddoppiare il mio il mio tasso di chiusura?”

Beh… ho una brutta notizia da darti, in realtà:

“Non esiste nessuna tecnica di vendita in grado di aiutarti a vendere di più”.

Ricordati che la vendita è una scienza composta di vari elementi che bisogna applicare nel modo corretto quando hai il cliente davanti.

Quindi non si tratta di imparare concetti a memoria o tecniche di vendita per vendere di più. Ma si tratta di imparare, invece, una procedura, un protocollo che ti aiuta a vendere di più.

In particolare, quando parlo di un protocollo parlo di un “sistema di vendita“.

Quindi se vuoi vendere di più devi avere un sistema di vendita.

Un sistema di vendita parte dal “capire chi hai davanti“, e se sbagli questo primo step, tutto quello che viene dopo non serve a niente.

-“Giuliano, ma cosa ci sarebbe dopo?”

Hai fretta?

Vai su Sales Mastery University.

Non hai fretta?

Seguimi…

Come funziona tipicamente la vendita per chi è lì fuori e va a vendere?

Incontro anch’io spesso dei venditori che vengono da me a cercare di vendermi qualcosa.

Tuttavia, li vedo estremamente disorganizzati.

Ma questo perché non hanno un protocollo da seguire per portarmi poi ad acquistare quello che loro hanno da proporre.

Ti faccio un esempio concreto:

Mi capita spesso di incontrare persone che vogliono vendermi assicurazioni…

…quindi una delle primissime cose che fanno, quando mi incontrano, è chiedermi cos’ho di assicurato a livello di uffici, di casa, di assicurazione personale ecc.

E poi cosa fanno?

Raccolti questi dati, dopo qualche giorno o una settimana, tornano da me e mi dicono:

-“Mmmm… sai Giuliano, probabilmente con noi… guardando quello che spendi adesso e quello che potresti spendere con noi…  probabilmente potresti risparmiare il 30/40% o anche il 50%…”

“La vendita non è questo”.

La vendita in primis è “mettersi nei panni del proprio cliente”, quindi capire quale problema urgente deve risolvere, cosa gli interessa, cosa gli serve.

Se questi signori sapessero effettivamente cosa mi sta a cuore non verrebbero a propormi l’assicurazione a un costo più basso.

Perché a me, sinceramente, di spendere meno non mi interessa.

Le cose che mi interessano sono altre…

Ma perché ti ho fatto questo esempio?

Perché le persone sono convinte ci siano delle tecniche particolari per riuscire a vendere di più.

In realtà non è così!

Devi sapere che questi signori sono convinti che un cliente si prenda solo, magari, grazie al prezzo, facendogli quindi il prezzo più basso…

Tant’è che molti imprenditori che incontro mi dicono:

-“Sai Giuliano, i miei venditori mi chiedono continuamente di abbassare i listini perché dicono che altrimenti non riescono a vendere, dicono che siamo più cari della concorrenza…”

Principio: Un venditore convinto che solo con il prezzo più basso si può vendere vuol dire che non sa vendere, punto.

È una persona che probabilmente non ha studiato nulla sulla vendita…un improvvisato…qualcuno che ha iniziato a vendere per caso, che magari è da 20 anni che vende, ma della vendita non sa assolutamente nulla.

Se vuoi approfondire il concetto del prezzo più basso leggi l’articolo – “Per vendere di più devi rendere la tua offerta non confrontabile”.

Quindi, se pensi che esista il Sacro Graal per imparare a vendere o ci siano delle tecniche di vendita specifiche per riuscire a convincere il tuo potenziale cliente ad acquistare il tuo prodotto, ad acquistare il tuo servizio…

Beh… ho una brutta notizia da darti.

Non esiste nessuna tecnica di vendita.

Ma esiste un protocollo esecutivo da seguire, quindi un sistema di vendita, per riuscire ad arrivare alla vendita.

Non hai un protocollo di vendita?

Dai allora un’occhiata qui: Sales Mastery University.

Perciò, una delle primissime cose che devi capire, più che imparare le tecniche di vendita, che non servono assolutamente a niente, è capire in primis chi hai davanti (protocollo della Sales Mastery University).

Potresti trovarti una persona che reagisce in un modo ad un’affermazione o domanda, oppure una persona più razionale che magari reagisce in un altro modo…

…quindi un conto è se incontri una persona più razionale e un conto è se incontri una persona più emotiva.

Un altro conto è se incontri magari una persona più antagonista o che punta al risparmio. Quindi sono diverse le tipologie di persone che puoi incontrare.

Devi saperle riconoscere… e questo è il primo step.

Poi devi capire anche come si entra in sintonia con una persona, perché solo così riuscirai ad ottenere tutte le informazioni che ti servono per vendere di più.

Quindi non si tratta di capire che tecnica di vendita utilizzare per vendere di più, ma si tratta di saper gestire tutta una serie di blocchi (che spiego durante la Sales Mastery University) che ti portano poi alla vendita.

Anche le domande, ad esempio, sono molto importanti.

Tuttavia, l’errore più comune è cercare di imparare le domande da fare al cliente a memoria.

E questo non può funzionare.

L’obiettivo di una domanda è capire se dall’altra parte c’è un bisogno, una necessità o un problema da risolvere con il mio prodotto/servizio.

Ma non puoi andare dal cliente con una lista di domande scritte.

Magari ti può essere d’aiuto farlo, però capisci che non rende fluida la trattativa.

All’inizio potrebbe aiutarti se ti senti insicuro e non sei in grado magari di fare le domande in modo corretto al cliente.

Tuttavia, esiste un modo preciso per fare le domande. Ma soprattutto ci sono alcune domande in grado di aprire lo scrigno dei pensieri del tuo cliente e di ottenere tutte le informazioni specifiche, a te necessarie, per vendere il tuo prodotto o servizio.

Chi conosce e sa come fare queste domande è sicuramente nell’olimpo dei venditori…è uno che vende tanto e vende anche facilmente.

Quindi non si tratta di imparare tecniche di vendita, ma si tratta di imparare un protocollo, un sistema di vendita…

…che insegno alla Sales Master University, il mio corso avanzato sulle vendite.

Che non si chiama corso di vendita, perché non è assolutamente un corso di vendita, ma si chiama l‘Università della Maestria della Vendita,

Sono due cose completamente diverse.

Durante queste tre giornate racconto ai miei studenti ad esempio come utilizzare le domande al meglio, per far sì che il cliente ti dia tutte le informazioni necessarie per chiudere la trattativa.

Perché per chiudere una trattativa è necessario avere le informazioni giuste per poterla chiudere.

E se non hai tutte le informazioni corrette per chiudere una trattativa farai fatica a portarla a casa.

Quindi se c’è qualcuno li fuori che vuole insegnarti tecniche di vendita, lascia perdere…perché sprecheresti solo il tuo tempo.

Perché per vendere di più non ti servono tecniche di vendita, ma ti serve un sistema di vendita, ti serve un protocollo step by step su cosa devi fare per riuscire a portare il tuo cliente ad acquistare il tuo prodotto o servizio.

Quindi se vuoi sapere come rendere prevedibile e certo l’andamento del tuo fatturato non devi fare altro che prenotare il tuo posto alla prossima edizione della Sales Mastery Univeristy.

Tre giornate intense durante le quali ti spiegherò tutti i segreti della vendita che ho acquisito durante la mia esperienza ventennale, con più di 20.000 ore sul campo, in più di 200 settori differenti.

Strategie concrete e zero chiacchere. Soddisfatto o rimborsato al 200%.

Percorso consigliato se hai fretta: + denaro/-tempo!

Ma se non hai fretta, leggi tutti gli articoli di questo blog e studia tutti i miei materiali gratuiti sul mio canale YouTube (Giuliano De Danieli).

Spero di conoscerti presto!

Alle tue vendite

 

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