What Consultative Selling Is
Mazano ekutsanangurira ekutengesa anobva pane nzira dzinoshandiswa nevadzidzisi vezvenyanzvi. Funga kuti chiremba kana gweta anobata sei mutengi. Vanowanzotanga nekugara pasi nekukumbira mutsva yemibvunzo pamusoro penhoroondo yemutengi, zvino pane mamwe mutsara wemibvunzo pamusoro penhamo iripo. Zvadaro vanobatanidza ruzivo urwu neruzivo rwavo rwehutano uye vanouya neurongwa hwokugadzirisa dambudziko racho.
Danho rokutanga nderokuita kutsvakurudza mberi. Kana tariro yacho isina dambudziko, haaizovhiringidzika kugadzirisa kusangana newe, saka njere iri kudzidza zvakananga. Zvisinei, mazhinji tarisiro haazodi kupindura rurefu rukuru rwemibvunzo kubva kumunhu asingazivi. Kuwana ruzivo rwakawanda sezvinobvira nguva isati yasvika kuchakubatsira kuti utange usina kutora nguva yakawanda yenguva (kana kuita kuti anzwe sokuti uri kumubvunzurudza).
Nheyo dzakanaka dzehuwandu dzinosanganisira marekodhi emakambani ( kune vatengi vakatarisa ) uye zvishandiso zvepaIndaneti seGoogle, LinkedIn uye Facebook.
Kuunganidza Data
Kana uchinge waunganidza dheta yakawanda sezvaunokwanisa, inguva yekusangana ne tarisiro uye kuwana mamwe mashoko chaiwo. Chinokosha ndechokuzviratidza sechinetso-solver kubva pakutanga.
Mushure mokunge iwe uzvizivisa iwe pakusangana, taura chimwe chinhu chakadai, "Mr. Tarisiro, ndinozviona ndiri dambudziko-solver - basa rangu nderokuona zvakanakisisa zvigadzirwa zvekuda kwako. Saka ini ndinofanira kukubvunza mibvunzo shomanana yekutanga pamusoro pemamiriro ako ezvinhu. Ndingatora maminetsi mashomanana yenguva yako kuti ndiwane mashoko aya here? "Zvadaro tarisiro haichazoshamisi paunotanga kumubvunza ruzhinji rwemibvunzo yemunhu oga.
Kuvaka Zvekare
Kuvaka nhaurirano ndiyo yechipiri inonyanya kukosha yemhando ipi zvayo yokutengesa mazano. Tarisiro inofanirwa kuvimba neunyanzvi hwako, kana mazano ako achava asina maturo kwavari. Iwe unofanirwa kukura nekuchengetedza nheyo yakasimba yezivo pamusoro pekambani yako. Somuenzaniso, kana iwe uchitengesa hardware ye server unofanirwa kuziva musiyano pakati peLinux neWindows server software uye nehutano nehutano hweumwe neumwe.
Kana iwe uri mutengesi weB2B uye uchitengesa kunyanya kune vatengi mune imwe yebhizimisi, saka iwe unofanira kuziva zvidzidzo pamusoro pebhizimisi iroro zvakare. Ipapo iwe unogona kuratidza ruzivo rwako nemhando yemibvunzo yaunobvunza uye / kana kuti iwe unopindura sei mhinduro dzemhinduro.
Kana ukangonzwisisa zvakakwana mamiriro ezvinhu aripo iye zvino uye matambudziko aanotarisana nayo, inguva yokumupa nemhinduro.
Kana iwe wakagadzirisa tarisiro yacho zvakanaka ipapo chigadzirwa chako chinenge chiri nguva dzose kuva nechinangwa chechikamu chezvinetso zvetariro. Zvose zvaunoda kuita zvinoratidza tariro iyo ichaitika sei.
Kupa Mhinduro
Kupa mhinduro ndiyo inowanzoita zvikamu zviviri. Chokutanga, taura dambudziko racho sezvaunozvinzwisisa. Taura chimwe chinhu chakafanana, "Mr. Prospect, iwe wataura kuti sevha yako inoputika nguva dzose uye yave iine matambudziko kakawanda nekuramba-kwe-kushungurudzwa. Izvi zvakarurama here? "Nokukumbira kutsigirwa, unogona kubvisa kusanzwisisana kupi zvako uyewo kupa tariro iyo mukana wokujekesa dambudziko racho richiwedzera. Kana imi mose muchibvumirana pamusoro pematambudziko, danho repiri rinoratidza tariro yako kuti chigadzirwa chako ndechipi chinogadzirisa chinetso ichi.
Kana iwe waita basa rako rechikoro, wakabvunzwa mibvunzo yakangwara, wakataura dambudziko racho nenzira yakarurama uye wakaratidza kuti chigadzirwa chako chinokodzera sei zvido zvezvaunotarisira, pane mukanano wakanaka kuti wavhara kutengesa.
Kana tariro ichizeza panguva iyi, zvimwe iwe wakaenda kune imwe nzvimbo munzira. Iwe unogona kupora kuburikidza nekubvunza mibvunzo shomanana yekuongorora kuti uone kutarisana kwetariro , ipapo uchitangazve kutengesa nzira panguva iyoyo.