A maior parte dos equívocos que os vendedores cometem no momento da venda é não valorizar a técnica, ou seja, as etapas que uma venda deve percorrer para que de fato ela seja concretizada.
O hábito da maior parte das equipes de vendas é seguir diretamente para a negociação e é justamente nesse momento onde tudo torna-se complicado colocando tudo a perder, diminuindo de forma drástica o volume das vendas.
Quando o vendedor entende e compra a ideia que os passos não são teoria e sim um processo necessário e eficaz, os gráficos de suas vendas mudam completamente.
Todo processo de venda tem que partir primeiramente de um planejamento e sequencialmente passar para a prospecção que deve ser feita de forma focada e inteligente.
Abordagem é um ponto vital para estabelecer um relacionamento com seu cliente. A empatia faz com que negocie de uma forma mais satisfatória. Esse canal de conexão emocional com seu prospect tem que estar selado.
Identificação das necessidades é o momento em que o vendedor sonda o cliente em busca de saber exatamente o que ele precisa, o que gosta, seus desejos, suas expectativas, se já teve alguma experiência anterior. Todo esse conteúdo servirá para negociar melhor e de forma personalizada.
Proposta de valor é quase a reta final do processo. Nesse passo é onde muitos se perdem pois ao invés de agregar valor ao seu produto ou serviço se limitam a uma tabela de preços e seus descontos. Mas será que é preço o que o cliente veio buscar?
Por final vem a negociação. Se todas as etapas anteriores forem aplicadas corretamente você terá muita força e poder de barganha nesse momento.
Observo muito no cotidiano como cliente ou capacitando equipes de vendas em meus treinamentos muitos erros ocorrendo com frequência.
Se você é vendedor faça uma autoavaliação. Caso seja gestor observe com mais cuidado sua equipe e realize as adequações necessárias.
Os erros mais frequentes cometidos pelos vendedores
- Não valorizar a importância dos passos da venda
- Não sondar adequadamente as necessidades do cliente
- Distribuir descontos de forma aleatória e desesperada
- Achar que o preço é a parte mais importante da negociação
- Falar demais e ouvir de menos
- Não utilizar de empatia com o cliente
Analise os erros acima, reflita, adeque, melhore e cresça.
Sucesso e boas vendas.
Marisol Ricci
Diretora, consultora e palestrante de vendas da DMM Solutions
442 comentários sobre “Os maiores erros que os vendedores cometem na venda”
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