http://www.agero-stuttgart.

de/
Sfaturi si recomandari practice, inclusiv din experienta personala a autorului, care te invata cum sa vinzi mai bine, cum sa vinzi mai repede, cum sa vinzi mai mult. GARANTAT. In plus, descoperi greseli de evitat in relatiile cu clientii. Pe scurt, aproape tot ce trebuie sa stie un agent de vanzari de succes! Showing posts with label Cum sa actionezi pentru dezvoltarea ta personala. Show all posts Showing posts with label Cum sa actionezi pentru dezvoltarea ta personala. Show all posts

21 October 2008
[RO] Atitudinile marilor performeri fragment din cartea "Zece pasi spre succesul in vanzari de Tim Breithaupt
Click pe pagina scanata pentru a o vedea marita!

Ti-a placut acest fragment din "Zece pasi spre succesul in vanzari de Tim Breithaupt? Atunci, daca iti doresti cu-adevarat sa ajungi cat mai curand posibil un profesionist in vanzari, iti recomand sa intri cat mai repede in posesia acestei lucrari comandand-o chiar aici. Succes!

Posted by Mircea Enescu at Tuesday, October 21, 2008 0 comments

Labels: Articole despre vanzari in limba romana, Cum sa actionezi pentru dezvoltarea ta personala, Fragmente din carti cu si despre vanzari

05 October 2008
[RO] Cum sa treci peste greutatile vietii de om de vanzari - fragment din "Cartea despre vanzari" de Tom Hopkins
Click pe pagina scanata pentru a o vedea marita!

Ti-a placut acest fragment din "Cartea despre vanzari" de Tom Hopkins? Atunci, daca iti doresti cu-adevarat sa ajungi cat mai curand posibil un profesionist in vanzari, iti recomand sa intri cat mai repede in posesia acestei lucrari comandand-o chiar aici. Succes! Prezentarea detaliata a Cartii despre vanzari de Tom Hopkins: http://succesinvanzari.blogspot.com/2008/10/cartea-despre-vanzari-de-tom-hopkins.html Cuprinsul complet al Cartii despre vanzari de Tom Hopkins: http://succesinvanzari.blogspot.com/2008/10/cartea-despre-vanzari-de-tom-hopkins_05.html http://succesinvanzari.blogspot.com/2008/10/cartea-despre-vanzari-de-tom-hopkins_616.html http://succesinvanzari.blogspot.com/2008/10/cartea-despre-vanzari-de-tom-hopkins_9545.html Posted by Mircea Enescu at Sunday, October 05, 2008 0 comments Labels: Articole despre vanzari in limba romana, Cum sa actionezi pentru dezvoltarea ta personala, Cum sa fii optimist, Cum sa fii un invingator, Fragmente din carti cu si despre vanzari

08 September 2008
[ENG] Invata de la cel mai medaliat sportiv al Olimpiadei
Michael Phelps And You - by Art Sobczak (Michael Phelps is an American swimmer. He has won 14 career Olympic gold medals, the most by any Olympian. As of August 2008, he also holds seven world records in swimming.) You're not going to get any opening statement ideas, questioning tips, voice mail suggestions, or closing lines in this email today. But you could get something that can have a tremendous impact on your performance, life, and income, far beyond any technique I could present. If you're open to some inspiration and an attitude adjustment, read on. I am constantly amazed by, and have tremendous respect for people who excel at things I could not, or would not want to do. (Which is really, most things, now that I think about it. Especially anything involving tools.) Architects who design massive structures. The people who build them. Nurses. School teachers. Most of the workers on "Dirty Jobs." And certainly, as I have the TV on in my office while I write this, Olympic athletes. As I watch the gymnasts glide, bounce, tumble and flip, I just shake my head. And Michael Phelps. Are you kidding me? Get this: He was interviewed the morning after his record-breaking eighth gold medal and was asked, "So what next?"

He said, "I don't know...probably try another event, one that I really haven't worked on." Here's the most decorated Olympic swimmer ever, owning more medals than most countries, able to cash in hugely on his success, and he says he needs to find a new challenge he can master! THAT, fellow sales pro, is the kind of attitude rarely found among most people. Then again, it's not surprising, since it what makes extraordinarily successful people-the top 2%-who they are. The attitude drives the work, which drives the continued work, which produces the results. The reason I say that excellence attitude is rare is because I see the opposite of it so often. You would think that in sales, a profession that can provide a lifestyle beyond the reach of most employees performing regular jobs, you'd have more people going for their own Gold. Yet, I regularly see and hear about sales reps who are "veterans," and have been in sales for x number of years. So does that mean they are performing at high levels. Quite often, not. Many times they are coasting. Downhill. Longevity does not mean excellence. Hey, I have known how to swim for 40 years. That does not mean I could race in a competition. In fact, my arms would turn to bungee cords and I'd probably choke up a lung 50 yards into it. Many sales reps are not motivated to attend training, invest in themselves, listen to audios, read books, newsletters or other online information, practice, or God forbid, put in the little bit extra time after-hours and weekends to go to the next level. But it's there for the taking. So few squeeze out every drop of potential. Or squeeze at all. Sure, many people would like to make more money. That's why gambling, the lottery, and getrich-quick schemes are so popular. But they are not willing to do the real work that it takes to actually succeed. I'm often amused that after training programs I've presented,and this usually happens at a large national convention with several hundred people in the audience, someone will come up to me and say, "You know, I've been in sales a while.I could do what you do." I always enthusiastically respond, "You should!", knowing full well that most would never try. Not ashamedly, I can say that I can make talking before 1000 people look easy, and deliver solid content in an entertaining, engaging way. What people do not see is the thousands of hours of work that preceded that presentation. What drives it is an insatiable desire to get better and smarter, and the work ethic to make it continue to happen. The great news about personal performance is that it is 100% our choice, and responsibility. At any time, anyone can make the choice to begin going for their own Gold. Or resuming the quest.

And as the financial guys say, "Past performance is no guarantee of future results." Meaning that if someone has been a total screw-up to this point in their life, that has nothing to do with the positive choices they make moving forward. Over the past 25 years in my business, and a few before that in corporate life, I've learned one thing to especially hold true and I see it validated every day: your attitude about sales, and your subsequent actions are a greater contributor to your success than any other factor. What are you doing, right now, to in pursuit of your own Gold? Have your best week ever! QUOTE OF THE WEEK"Become a possibilitarian. No matter how dark things seem to be or actually are, raise your sights and see possibilities - always see them, for they're always there."Norman Vincent Peale (From Art Sobczak's TelE-Sales Hot Tips of the Week,free weekly sales tips newsletter. To see the back issues,free, and to get on the list, go to http://www.businessbyphone.com/ ) Posted by Mircea Enescu at Monday, September 08, 2008 0 comments Labels: Cum sa actionezi pentru dezvoltarea ta personala, Cum sa fii un invingator

18 July 2008
[ENG] De la bine la exceptional: 5 recomandari ca sa-ti impulsionezi cariera in vanzari
Go From Good To Great: Five Ways To Boost Your Sales Career - By Chip Eichelberger Many experienced sales professionals don't see the need for continuous improvement. They often think, "I've been selling for fifteen years, so I must be great." The number of years experience is not a measure of excellence - any honest golfer knows that. Such thinking can limit sales professionals from achieving a higher level of success. Just because you've been doing something for years doesn't mean you can't or don't need to improve. Oftentimes, people get satisfied at just being good at what they do. Then they stop doing all the little things that made them great, such as using a pre-call checklist, asking for referrals and testimonials, conducting timely follow-up, and sending thank-you notes. But these little things make the difference between good and great. In fact, a great chasm exists between good and great performance. Realize, however, that this

doesn't mean you have to work harder. Rather, you need the discipline to execute the little things in an extraordinary way every day. Consider U2 front man Bono's example of taking something good and making it great. "An early version of out first single Vertigo was massaged, hammered, tweaked, lubed, sailed through two mixes, and got U2's unanimous stamp of 'very good.' Very good is the enemy of great. You think great is right next door. It's not. It's in another country," Bono told USA Today. Instead of releasing the song at "very good," the band rearranged Vertigo with new melodies and rhythms. They soon discovered untapped reserves of ideas and fortitude, and the song went on to become a number one hit. Has your sales performance been "good" or "great"? Have you been on cruise control in your job? When was the last time you went back into your "studio" and reevaluated what you do and how you are doing it? If your performance could use improvement, consider the five following strategies. 1. Ask "What Can I Do Better?" When was the last time you asked a client what you could do to improve his or her experience with you? Years? Months? Never? If you want to continuously improve your sales skills, your clients and prospects will have the most valuable insight into how you can become better. So make it a priority to regularly ask them for their suggestions on how to improve and add more value. The same question is just as powerful with your family. When is the last time you asked your kids, "What can I do to be a better mommy or daddy?" How about asking your spouse? I guarantee they will have some feed back for you. It take courage to ask and really listen to the answers. What you often find is that is will be little things they want you to do more often that you did not know where that important. Although asking "What can I do better?" is an excellent way to continuously improve your performance, asking is really only the first step. The key is to listen when someone offers a suggestion. When a client starts talking, don't try to defend yourself or justify your actions, just listen to what he or she has to say. Take your client's suggestions seriously and follow up with the person later to ensure you make progress.

2. Set a Goal for Each Day What activities drive performance for your business? Is it number of contacts? Referrals? Phone calls? Appointments? Determine this factor and set a measurable goal for doing a certain number of these activities each day. Many sales professionals think in terms of a sales funnel, and they need to keep a specific number of people in that funnel at all times to remain successful. How many new prospects do you need to contact to keep your funnel full? As you do this, don't forget about past clients. Many sales professionals become so focused on acquisition that they forget about retention. Past clients are easier to sell because they already know you and love the service you provide. But your competition is constantly trying to take your past clients away, and they may succeed if you lose contact and show indifference. So, how many past clients are you going to call today? 3. Keep Track of Your Progress A good way to track your progress and ensure continuous improvement is to keep track of what you do. Create a scorecard to record your key performance numbers for each day, number of appointments, sales, referrals, etc. For example, if you want to make ten cold calls each day, then keep a record of the number of calls you make as well as the number of days you achieve your cold calling goal. Repeat this procedure for each goal or activity and post it where you can see it easily. This is the strategy I used when I managed the road teams for Tony Robbins, you can't mange what you can't measure. The quickest way to lose momentum is to stop tracking your results. 4. Tell an Effective Story Everyone has a success story, and you may notice that businesses and products often use their story as a marketing tool. Whatever your story is, it must be unique, solve the customer problem and be compelling. Real estate agents, for example, may take pictures of their clients in front of their new homes and then show these photos to their prospects. Even a bottle of wine or a consumer product can tell a story to differentiate it on the shelf. Consider how you can document your success with quotes, testimonials, case studies and pictures, and then creatively use your story to attract new business. 5. Record Yourself

No one likes to admit they aren't good at what they do. Even if a person fails, he or she won't likely admit that individual performance was to blame. But people are often mediocre or just plain bad at sales, and they don't even realize it. Have you ever recorded yourself while you're meeting with a client or prospect? Most people haven't. However, recording yourself is an excellent way to identify your strengths and weaknesses. How do you record a sales presentation? Explain to your client or prospect that you are consistently trying to improve the way you tell your story and your listening skills. Then ask if you can record the meeting for personal use. Most of the time, the prospect won't have any objections and they'll admire your professionalism. If you are speaking to a group, ask to use a video camera. If you are on the phone it is fairly easy. Many modern phone systems now have that capacity. Once you have the recording, the moment of truth arrives. Yes, it takes guts to review the tape! On your first review, takes notes on all the good things you do and write down all the questions you ask. Then go back, ideally with a more experienced peer, and review what you need to improve. The danger is the more you know, the more you tend to talk. So you'll often find that you need to ask more questions and talk less! Continuous Improvement in Your Future You may think that if you want to take your sales career to the next level of success, you just need to work harder. In reality, you need to work smarter. Start by asking your clients what you can do to improve. Then use their suggestions to set goals for yourself and track your progress. Know your success story and ensure that you communicate it effectively to your clients and prospects by recording yourself in a meeting. Most sales professionals use these strategies initially, but people tend to fall out of good habits quickly. They become satisfied with providing a mediocre experience to their clients, when they should really be trying to amaze them. Providing a superior experience means constantly improving and refreshing what you do. One of the best ways to gain momentum is to go back to these habits and start doing them again. When you do, you can achieve limitless success. About the Author:

A peak performance strategist and motivational dynamo, Chip is positively great at making your next convention unforgettable. Former Tony Robbins international point-man, Chip has a magical ability to generate enthusiasm, contagious energy and results that will last well beyond the presentation. His clients include Ernst & Young, Tommy Hilfiger, ADP, Century 21 and Bank of America. Toll Free 866-224-1393, Chip@GetSwitchedOn.com Sign up for his monthly ezine at www.GetSwitchedOn.com Posted by Mircea Enescu at Friday, July 18, 2008 0 comments Labels: Articole despre vanzari in limba engleza, Care sunt acele tehnici de vanzari de succes, Cum sa actionezi pentru dezvoltarea ta personala, Cum sa faci cariera in vanzari

15 July 2008
[RO] Cum sa fii permanent binedispus si sa gandesti pozitiv
Robie este intotdeauna bine dispus si are intotdeauna ceva pozitiv de spus. Daca cineva il intreaba cum ii merge, el raspunde: "Daca ar fi mai bine de atat, ar fi nevoi de doi oameni pentru atata bine!" E un optimist. Daca un coleg are o zi rea, Robie reuseste intotdeauna sa-l faca sa vada partea pozitiva a situatiei. Am devenit curios si intr-o zi l-am intrebat: "Nu inteleg, nu este cu putinta sa fii optimist in toate zilele. Cum reusesti?" Robie mi-a raspuns: "In fiecare zi cand ma trezesc, stiu ca am doua posibilitati: pot sa aleg sa fiu bine dispus sau pot sa aleg sa fiu rau dispus. Si aleg sa fiu bine dispus. Cand mi se intampla ceva rau pot sa aleg intre a fi o victima sau pot sa aleg sa invat din ceea ce mi s-a intamplat. Si eu aleg sa invat. De fiecare data cand cineva vine la mine sa mi se planga de ceva pot sa aleg intre a-i accepta plangerile sau pot alege sa-l ajut sa vada latura pozitiva a vietii. Si eu aleg intotdeauna partea buna a vietii. "Dar asta nu este intotdeauna asa de usor" i-am spus.

"Ba da, zise Robie, intreaga viata este o problema de optiuni. Cand indepartezi din viata tot ceea ce nu conteaza cu adevarat, totul devine o chestiune de optiuni. Depinde de tine sa alegi cum sa reactionezi la diverse situatii, tu trebuie sa decizi cum sa-i lasi pe altii sa-ti influenteze atitudinea fata de viata. Tu alegi sa fii bine sau rau dispus. Pana la sfarsit tu esti acela care decizi cum sa-ti traiesti viata". Dupa aceasta discutie am pierdut legatura cu Robie fiindca mi-am schimbat locul de munca. Dar adesea ma regaseam gandindu-ma la cuvintele lui. Apoi am aflat ca Robie a avut un accident groaznic la locul de munca, a cazut de la 18 metri inaltime si dupa o operatie de 8 ore si dupa o indelungata spitalizare a iesit avand o placa de otel in spate. M-am dus sa-l vad si l-am intrebat daca se simte tot atat de bine. "Vrei sa vezi cicatricile mele?" "Dar cum faci sa ramai pozitiv dupa ce ti s-a intamplat? "In timp ce cadeam, primul lucru care mi-a venit in minte a fost fetita mea. Apoi in timp ce zaceam pe pamant, mi-am zis ca pot sa aleg intre a muri si a trai. Si am ales sa traiesc" "Dar nu ti-a fost frica?" "Atunci cand m-au dus la spital si am vazut expresiile fetelor surorilor si doctorilor, mi-a fost frica fiindca aratau asa de parca se uitau la un om mort. Apoi un infirmier m-a intrebat daca am alergie si am raspuns: DA! Toti m-au privit si atunci am urlat: sunt alergic la gravitatie! Toti au izbucnit in ras, si eu le-am spus: acum operati-ma ca un om viu, nu ca pe unul care e deja mort!" Robie m-a invatat ca este inutil sa fim mereu ingrijorati si ca in fiecare zi trebuie sa alegem sa ne traim viata din plin! (Povestioara culeasa de prin e-mailuri ... :) Posted by Mircea Enescu at Tuesday, July 15, 2008 0 comments

Labels: Articole despre vanzari in limba romana, Cum sa actionezi pentru dezvoltarea ta personala, Cum sa fii optimist, Cum sa fii un invingator

12 May 2008
[ENG] Un studiu despre ce-i ajuta pe intreprinzatori sa devina miliardari
Wealth and Wealthy People - By Michael Masterson "Study well what the billionaire does. It may make you a millionaire."- John Emmerling There is no shortage of billionaires today. In 1985, there were fewer than 20 of them. Today, there are more than one thousand. Wealth is gradually moving away from the United States. In 2003, eight Americans made the top 10 in Forbes' annual list of billionaires. This year, only two (Warren Buffett and Bill Gates) made the list. And less than half of the entire list is made up of Americans. Still, 443 American billionaires is nothing to sneeze at. Nor is their collective net worth of around $1.6 trillion. At least for the moment, the U.S. still has the world's largest and most profitable economy. But India and China are catching up. Their economies are growing fast. And they are not wasting trillions of dollars on foreign wars. With the dollar falling and our economy on the brink of a depression, it's highly likely that Americans will continue to get poorer in the next few years. It's also quite possible that the U.S. will be passed by China or India and become a second-tier economy. Even if that doesn't happen, Americans will have to take quick and drastic action to protect themselves and preserve the wealth they have. One of the best ways you can create and maintain wealth is by following the lead of people who've already done it. About 33 percent of the very rich got their money through inheritance. The Waltons, for instance. The rest - two out of three - created their wealth through business. About half of those mega-entrepreneurs started with family money, and the other half started from scratch. These are the people - like Bill Gates, Warren Buffett, Sergey Brin, and Larry Page - who earned the wealth they have. These are the people I'd listen to if I wanted advice on how to succeed today. I don't know any of these billionaire entrepreneurs (BEs) personally, but I've done a lot of reading about them. I figured you might want to know what makes them tick and how they got where they are. Here is what I've discovered: Formal education matters - but not always. The great majority of BEs - about 90 percent - have a college degree. But it's not necessary for success. Among the world's super-rich today, Bill Gates, Steve Jobs, Fred DeLuca, David Geffen, and Andrei Melnichenko didn't graduate from college. And David Murdock (Dole

Foods), S. Truett Cathy (Chick-fil-A), and Richard Desmond (British publishing magnate) never finished high school. Billionaire entrepreneurs work harder and longer than the people who work for them. Most say they work 50 to 55 hours a week. Some, like centibillionaire Canadian communication mogul Ted Rogers, work 12 hours a day. And some, like Bill Gates (when he worked at Microsoft) and eBay founder Jeff Skoll, took no vacations for years while their businesses were growing. Billionaire entrepreneurs are constantly looking for profit opportunities. When they hear about an economic or business development, they think, "How could I profit from that?" Billionaire entrepreneurs don't dwell on mistakes. They view problems as learning opportunities. "I don't remember any mistakes," the late pharmaceutical billionaire James Sorenson told Forbes, "only the opportunity to overcome problems." Billionaire entrepreneurs think neither completely positively or negatively, but strategically. Instead of thinking, "That's impossible" or "I can do anything," they think, "Is that possible?" and "If it is, how could I do it?" Billionaire entrepreneurs don't believe in luck. In a recent Forbes poll of the 400 richest people in the world, none said they had become wealthy entirely by luck. Some said they considered luck to be a minor factor. Most, like Oprah Winfrey, consider luck an outsider's way of describing someone who works hard and seizes opportunity. "Luck," Winfrey says, "is preparation meeting a moment of opportunity." Billionaire entrepreneurs are not driven primarily by money. "Studies show that the desire for financial success is no stronger among entrepreneurs than among those not starting a company," says entrepreneur expert Kelly Shaver. Wharton School management professor Raphael Amit agrees: "No one is saying they don't like their wealth; but what matters more is the innovation, the intense commitment they have to an idea and the difference it can make. Money is a byproduct." If you want to survive and prosper in the first decade of 21st century, emulate the habits of the world's richest people. Educate yourself about money. Make conservative investments. And seize opportunities to start and/or invest in entrepreneurial businesses. [Ed. Note: Michael Masterson has said it before: One of the very best ways to get wealthy is to start your own business. At ETR's upcoming 5 Days in July Internet Business Building Conference, you'll learn how to build your own Internet business from the ground up. Check out the details here: www.5daysinjuly.com] Posted by Mircea Enescu at Monday, May 12, 2008 0 comments Labels: Articole despre vanzari in limba engleza, Cum sa actionezi pentru dezvoltarea ta personala

12 April 2008
[RO] Cum sa faci cariera in vanzari
(Acest articol a aparut acum 4 ani intr-o publicatie destinata intreprinzatorilor. Cum oamenii de vanzari se aseamana foarte mult cu cei care fac afaceri, cred ca este oportuna publicarea articolului de mai jos si pe acest blog.) Meseria de vanzator va poate aduce mult mai multe satisfactii materiale si profesionale decat majoritatea celorlalte indeletniciri umane. Spre exemplu: * veniturile dvs. depind doar de cat munciti, * intalniti in fiecare luna noi si noi oameni, * locuri de munca foarte bine platite exista mereu, * nu va puteti plange ca va plictisiti la serviciu pentru ca in fiecare zi se intampla altceva Daca intentionati sa ajungeti rapid in topul celor mai buni vanzatori, atunci este indicat sa respectati urmatoarele recomandari: # 1 # Daca v-ati apucat de vanzari, tineti-va de aceasta meserie. Nu e una dintre cele mai usoare si, ca orice alt lucru, daca munciti doar pe jumatate, la fel vor fi si rezultatele. # 2 # Nu vindeti un produs sau un serviciu in care nu aveti incredere, nu va place si nici nu va este la indemana sa il cunoasteti foarte bine. # 3 # Respectati-va fiecare client si procedati intotdeauna corect pentru ca valoarea unui client nu vine din profitul realizat de pe urma unei singure vanzari. # 4 # Incercati sa va castigati clientii pe viata. De aici se castiga profiturile cele mai mari si mai sigure. # 5 # Nu trisati pentru ca adevarul iese intotdeauna la suprafata. # 6 # Deveniti un expert in domeniul in care lucrati si abordati-va clientii ca un consultant gata sa-si ajute clientul sa-si rezolve usor problemele si sa obtina rezultate mai bune. # 7 # Testati permanent noi modalitati de abordare a clientilor, noi modalitati de convingere, noi oferte. Aflati astfel ce tehnici sunt profitabile acum. # 8 # Urmariti-i pe cei care vand foarte mult, descoperiti cheia succesului lor si apoi aplicati-o si dvs.

# 9 # Invatati mereu, cititi tot ce va cade in mana despre vanzari, mergeti la seminarii, instruiti-va permanent. Nu va "culcati pe-o ureche", cei care ajung in top si se mentin acolo muncesc cu seriozitate toata viata. Posted by Mircea Enescu at Saturday, April 12, 2008 0 comments Labels: Articole despre vanzari in limba romana, Articole proprii despre vanzari, Cum sa actionezi pentru dezvoltarea ta personala, Cum sa faci cariera in vanzari

11 April 2008
[RO] 6 adevaruri despre entuziasmul necesar atingerii succesului
(Acest articol a aparut acum 4 ani intr-o publicatie destinata intreprinzatorilor. Cum oamenii de vanzari se aseamana foarte mult cu cei care fac afaceri, cred ca este oportuna publicarea articolului de mai jos si pe acest blog.) Daca vreti sa ajungeti in topul oamenilor de afaceri, trebuie sa va dezvoltati si sa va imbunatatiti entuziasmul, atitudinea si perseverenta. Un multimilionar om de afaceri spunea candva ca "entuziasmul in munca este cel mai nepretuit ingredient al retetei succesului". Pentru a va dezvolta un entuziasm debordant, respectati aceste 6 lucruri esentiale: 1. Fiti pasionat de ceea ce faceti. 2. Cunoasteti-va produsul perfect si fiti incantat de ceea ce vindeti. 3. Folositi ceea ce vindeti. 4. Autoentuziasmati-va permanent. 5. Notati-va progresul spre scopurile dvs. 6. Rasplatiti-va pentru fiecare succes obtinut. Iata acum prezentate mai pe larg fiecare dintre aceste 6 recomandari. 1. Fiti pasionat de ceea ce faceti! Daca nu va place ce faceti, apucati-va de o alta afacere. Trebuie sa fiti incintat de ceea ce faceti, pentru ca altfel nu veti atinge niciodata adevaratul dvs. potential. 2. Cunoasteti-va produsul perfect si fiti incantat de ceea ce vindeti. Aveti incredere in dvs. si produsul pe care-l vindeti. La fel ca agentii de vanzari de succes, si

dvs., ca intreprinzator, trebuie sa deveniti un expert in domeniul dvs. de activitate. Cunoasterea produsului nu inseamna sa va coplesiti clientul cu date si statistici care nu il intereseaza catusi de putin. Trebuie doar sa cunoasteti nevoile clientului si cum poate produsul dvs. sa ii aduca beneficii. Apoi folositi aceste beneficii pentru a le da acestora motive sa cumpere produsul dvs. Daca doriti sa fiti un intreprinzator de succes si cu o mare incredere in fortele proprii, inarmativa cu un intreg arsenal de beneficii pentru fiecare client sau situatie in parte. In timp, veti realiza ca deseori folositi mai mereu aceleasi beneficii. Dar e foarte util sa aveti la indemana mai multa munitie decat aveti nevoie. Faceti chiar acum o lista cu 25 de beneficii pe care le ofera produsul dvs. Memorati toate cele 25 de beneficii pe care le-ati notat. Daca nu ati gasit 25, mai incercati o data. Ele exista cu siguranta. 3. Folositi ceea ce vindeti. Daca vindeti avioane cu reactie, sunt sanse mari sa nu puteti avea sau folosi produsele pe care le vindeti. Dar daca vindeti autoturisme Dacia, cu siguranta nu trebuie sa va deplasati cu o Toyota. Daca nu folositi produsele pe care le vindeti, creati un sentiment de neincredere in produsul dvs. 4. Autoentuziasmati-va permanent. Pastrati pe peretii biroului dvs. si in agenda zilnica scrisori cu marturiile clientilor satisfacuti. Uitati-va des peste ele, in special cind aveti de-a face cu cineva care nu va apreciaza eforturile sau cind sunteti cu moralul la pamant. Cititi zilnic cel putin 3 pagini dintr-o carte de motivare. Recititi-le apoi pentru ca mintea omului uita foarte usor. Deconectati-va ori de cite ori puteti si rideti din toate inima. Pe scurt, faceti tot ce puteti ca sa va antrenati singur si sa va pastrati atitudinea, entuziasmul si motivatia la cote maxime. 5 si 6. Stabiliti-va propriile obiective, notati-va progresele facute si rasplatiti-va. De fiecare data cand atingeti un obiectiv pe termen scurt, acordati-va o calatorie de un weekend la munte sau la mare. Corelati in minte munca de zi cu zi cu rasplata pe care o va aduce si veti deveni mai motivat. Posted by Mircea Enescu at Friday, April 11, 2008 0 comments

Daca vrei te dezvolti, trebuie sa te schimbi Cum sa am o cariera de succes?

Daca te framanta raspunsul la intrebarea de mai sus, iata in continuare cateva recomandari: 1. Alege-ti o meserie care-ti place, nu una care iti aduce bani acum. Devino un profesionist si banii vor veni cu certitudine. Daca nu mergi de placere la serviciu, apucate de altceva. E cel mai bine si pentru tine, si pentru angajatorul tau. 2. Defineste-ti clar obiectivele. Peste 7 ani vreau sa fiu recunoscut drept unul dintre cei mai buni oameni de vanzari din domeniul auto!" Simplu, clar si la obiect. 3. Citeste cel putin 30 de minute pe zi o carte de dezvoltare personala, mergi la cel putin 2 cursuri pe an. Nu astepta ca angajatorul tau sa investeasca in tine, fii tu primul care face asta. 4. Implica-te in cat mai multe proiecte si fii deschis la nou. 5. Iesi in fata, preia initiativa si asumati responsabilitati. 6. Tine-te de cuvant. 7. Mentine si cultiva relatii puternice de amicitie cu cat mai multi dintre cunoscutii tai. 8. Evita sa vorbesti oamenii de rau, mai ales in public. 9. Imbraca-te elegant si fii grijuliu cu aspectul tau fizic.

6 adevaruri si recomandari pentru a sti cum sa vinzi ca sa ai succes in vanzari

1. Clientii nu vor sa le faci prezentari, sunt satui de reclame si pliante, nu vor sa le povestesti despre cat de minunat este produsul/serviciul pe care-l vinzi. Clientilor nu le pasa nici de tine, nici de ceea ce vinzi, nici de compania pe care o reprezinti. Clientii sunt la fel de egoisti ca si tine! De aceea, clientii vor sa fie intrebati despre problemele si nevoile lor, vor sa fie asculati pana la capat atunci cand vorbesc despre ceea ce-i doare, vor sa descopere cu ajutorul tau solutii cat mai ieftine si cat mai usor de implementat la problemele lor. 2. Clientii nu vor sa stea de vorba cu agenti de vanzari care nu sunt profesionisti in domeniul lor de activitate. Daca vinzi creditul de nevoi personale al bancii X, atunci trebuie sa stii totul despre credite si leasing, despre cat mai multe tipuri de credite si de leasing-uri. Daca vinzi autovehicule marca Y, atunci trebuie sa cunosti cat mai multe despre autovehicule in general, despre cum sa le prelungesti durata de viata, cum sa diminuezi costurile de intretinere etc.

3. Nu conteaza ce zice clientul, ci ceea ce gandeste clientul! Cand clientii spun propozitii/fraze gen lasa-ma sa ma mai gandesc!, te sun eu cand ma hotarasc, te mai caut eu, nu prea folosesc telefonul mobil/nu prea raspund la telefonul mobil etc, clientii gandesc agentul acesta de vanzari ma minte in fata, e scump, e de proasta calitate, agentul acesta de vanzari nu stie sa vorbeasca etc. 4. Zambeste! Un vechi proverb chinezesc spune ca Cine nu stie sa zambeasca, nu trebuie sa-si deschida pravalie. 5. Nu discuta niciodata in contradictoriu cu clientii. Chiar si atunci cand este evident ca gresesc. In astfel de situatii propune clientului sa descoperiti impreuna dintr-o sursa autorizata adevarul cu privire la afirmatia sa. 6. Cand esti intr-una din zilele in care nu ai chef sa te intalnesti cu clientii, iesi la cumparaturi fara bani in buzunar! Du-te si "cumpara" in primul rand produsele concurentilor directi si indirecti. Descopera astfel cum mai sta piata si remarca ce-ti place in comportamentul / limbajul oamenilor de vanzari pe care ii intalnesti. Tot ce-ai invatat astfel, aplica apoi in relatiile cu clientii.