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Saludo y Rompimiento del Hielo
22 Mar 11 - 20:06
SALUDO
Actualmente en las ventas se piensa que vender es intercambiar un producto por dinero, si bien esto es cierto debemos comprender que vender es todo un arte que solo quien lo domine correctamente se puede decir VENDEDOR.
Todos quieren vender pero para ser un experto vendedor se debe practicar la técnica y volverla suya hasta que forma parte de su personalidad.
Uno puede ser un levanta-pedidos, un buen vendedor, un experto en ventas y por que no un maestro en cierres de venta, en otro modulo hablaremos de cada uno de ellos pero pasemos a nuestro tema principal.
El saludo identifica al vendedor con el cliente.
Dentro del saludo no hay reglas lo que si debe llevar primeramente es:
1.- ¿Quien soy? … mencionando el nombre de la forma mas clara para que de ser posible el cliente se lo grave
2.- ¿De donde vengo?... mencionar mi empresa para que no desconfíe
3-.- ¿Qué le voy a mostrar?... menciono mi producto o servicio
4.- ¿En que le va a beneficiar?... esto es muy importante que se haga con dos o tres ventajas del producto que impacten.
Entonces quedaría mas o menos así:
Hola que tal soy….. vengo de la empresa…… le vengo a dar a conocer el producto….
Que le ayudara a …..
Bien como entrada casi nadie nos enseña de forma detallada, si te das cuenta esto no es nada complicado, pero porque nos cuesta tanto trabajo el armar un saludo correcto?.... es porque solo escuchamos como lo hace el compañero que tiene mas tiempo y solo lo repetimos pensando que así funciona.
Este saludo es algo básico pero seguro te sacara de apuros cuando no tienes una presentación mas elaborada o cuando te toque presentar en frio.
El momento en que has captado la atención de tu cliente en esos primeros 15 segundos podrás pasar entonces a lo que llamamos “rompimiento del hielo”.
Las ventas no son tan difíciles si aprendemos ciertos trucos, esto es lo mismo que un mago… ¿los magos hacen magia?... claro que no … es solo que saben hacer trucos y los practican una y otra vez hasta que le salen por inercia, solo aprendieron y perfeccionaron la técnica.
Con el vendedor pasa lo mismo, si mas practicas tu saludo después saldrá como algo natural.
El hacerlo natural da confianza a un cliente, a nadie nos gusta hacer un importante trato con principiantes por lo que tu aspecto debe ser de un profesional en ventas.
En el saludo el cliente se da cuenta si estas nervioso y claro que lo detectan, entonces.... “no es malo sentir nervios… lo es fatal es que se te noten”.
He conocido expertos vendedores que confiesan que aun sienten nervios de una entrevista después de 15 o 20 años en ventas, sin embargo no se pueden dar el lujo de que el cliente lo sepa.
Es por esto que el saludo es tan importante como cualquier otro ingrediente de la venta, es el momento en que te adueñas de la platica, de eso depende que el cliente te escuche la presentación completa y te ganes su respeto, el piensa que “hay algo importante que vas a decirle” y todo esto se da en los primeros 15 segundos de tu presentación.
Una vez que ya domines tu saludo básico puedes realizar uno mas elaborado incrementando palabras de impacto para que facilites mas tu presentación y el cliente ponga mas atención, pero si este saludo básico lo llevas correctamente no tendrás problemas hasta aquí.
ROMPIMIENTO DEL HIELO;
Rompimiento del hielo es la parte donde el vendedor utiliza todo su tacto, esto es para hacer alguna observación que de primera instancia pueda alagar al cliente mediante una pregunta o frase que apele al ego de la persona, con la que se tiene la entrevista, claro se debe tener un sutil tacto para que esto no suene burdo, estudiado, simple o arrastrado.
La pregunta o comentario debe sonar lo mas espontaneo y sincero posible, ya que si el cliente se da cuenta que esto es una técnica para caer bien, lo único que se lograra será lo contrario.
Es importante comentar que todos los trucos, tips y técnicas que se explican han sido probados una y otra vez, por lo que si los sigues y practicas constantemente te adueñaras de ellos y tu mente se condicionara de tal modo que posteriormente saldrán de la forma mas espontánea, por lo que formara parte de tu estilo y se escucharan muy natural.
El rompimiento del hielo donde se enlaza la parte emotiva del cliente y el vendedor, donde por primera vez sin conocerse se conectan en un punto de conversación.
Los temas pueden ser cualesquiera, siempre apelando al ego del cliente, por ejemplo:
*que bonita fuente tiene en su jardín Sra.….
*ya comieron sus perros… porque no me gustaría ser su desayuno
*le gusta el fut boll por que veo que tiene barios trofeos…
Los ejemplo son muchos pero no esta mal que tengas una lista de ellos en mente, y cuando los necesites sean lo mas elocuentes para cada ocasión.
FZ
Vínculos
Muestra tu opinion y se mejorara esta pagina
Anónimo
30 Jul 2011 - 08:58 pm
pongas mas ejemplos
Horacio
02 Sep 2012 - 01:36 pm
la verdad?... muy buena la explicación con respecto al "rompimiento del hielo". espero que sigan aportando y ayudando a muchos tambien con otros temas relacionados con vendedor-cliente.
Horacio
02 Sep 2012 - 01:42 pm
y con respecto al SALUDO no dije nada?... para mi, Excelente aporte, Bue-ni-ssi-mo!...
Hector
12 Jun 2017 - 11:10 pm
en el saludo hay que verlos,a,los,ojos,para que el cliente se sienta tranquilo y con oxígeno limpio de un buen vendedor.
Pablo
28 Mar 2018 - 05:32 pm
Gracias a todos sus comentarios ... después de un largo tiempo perdido ... ya regresamos con novedades y mucho mayor contenido... vamos adelante...
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29 Sep 2020 - 01:12 pm
Yo quiero vender mis saludos
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