Vuoi vendere di piu? Se il cliente dice un NO è fatta!

dI

Vendere di piu’ con un NO? Sembra una provocazione ma è proprio cosi…

Cerchiamo di capire come sfruttare al meglio un NO per vendere di più…

Oggi, vendere un prodotto, un servizio, un’idea o un progetto diventa sempre piu’ difficile…

Pero’, c’è una tecnica che puo’ davvero esserci d’aiuto.

Ce la insegna Chris Voss, autorità mondiale indiscussa della negoziazione.

Pensa che per anni è stato negoziatore capo dell’FBI ed ha negoziato le vite degli ostaggi con terroristi spietati, in

tutto il mondo!

Voss, che oggi è un formatore in tecniche avanzate di negoziazione, ci svela un segreto importantissimo.

Una chiave per la vendita è farsi dire NO dal cliente!

Ma come direte voi…invece di farci dire si’ dobbiamo farci dire No?

Voss, identifica 3 tipi di SI:

 

  1. SI CONTRAFFATTO: è il classico si fasullo di chi non ha alcuna intenzione di comprare e che non vede l’ora di toglierci di torno. A volte è il si furbo di chi vuole continuare a farci parlare per carpire qualche trucco o segreto.
  2. SI DI CONFERMA: spesso è la risposta un pò forzata ed automatica ad una domanda blindata da parte del venditore. Si tratta delle domande CHIUSE, tipo BIANCO O NERO.
  3. SI DI IMPEGNO: questo è il vero SI, quello che precede la firma di un contratto.

Sapete qual’è la fregatura? Che è difficilissimo distinguere un SI dall’altro e quindi spesso cadiamo nel tranello del potenziale acquirente.

Ci sentiamo carichi, soddisfatti del buon risultato portato a casa, ma spesso poi non concludiamo la vendita…

Stiamo poi li a chiederci come mai la cosa non è andata a buon fine!!!

Ecco allora che scatta la strategia del NO.

Perchè funziona?

Quando “forziamo” il cliente a dirci di si, in realtà lo stiamo un pò deprivando del suo potere personale e lo stiamo facendo uscire dalla sua “zona di comfort”.

Questa cosa non piace a nessuno di noi…

Quando invece il cliente pronuncia un bel NO…ha la sensazione di controllare il gioco e di essere pienamente nella sua “zona di comfort”.

Quando una persona pronuncia un NO, riusciamo a capire realmente quali siano le sue paure, dubbi ed esigenze.

Quando una persona pronuncia un NO, si sente piu’ padrona del gioco e della trattativa.

Quando una persona pronuncia un NO, è piu’ facile far partire una trattativa vincente.

Tutto chiaro direte….ma come facciamo nel concreto?

Il primo passo è etichettare in modo scorretto una sensazione del cliente:

Facciamo un esempio.

Ipotizzate che dobbiate proporre un Contratto di Consulenza ad un cliente:

Partiamo dall’approccio classico, che spesso non porta ad un bel niente:

Esempio classico (da non seguire):

Venditore: Salve, è d’accordo con me che un Contratto di Consulenza potrebbe supportarla meglio nel suo lavoro?

Acquirente: Si

Venditore: E’ al corrente del fatto che con un Contratto di Consulenza avrebbe un unico interlocutore, con risparmi di tempo e soldi?

Acquirente: Si

Venditore: Sa che i costi di un Contratto di Consulenza sono al 50% detraibili?

Acquirente: Si

Beh allora che ne dice di fissare un appuntamento per la firma del Contratto?

Purtroppo, come spesso accade, la vendita non va a buon fine…

 

Esempio innovativo (da seguire)

Venditore: Salve, da quanto mi dice non si è mai avvalso di un Contratto di Consulenza.

Acquirente: No, non ne ho mai sentito il bisogno…

Venditore: Capisco, dunque lei ritiene che al momento la sua azienda sia autosufficiente al 100%…

Acquirente: si

Venditore: Pertanto ritiene di poter gestire ogni imprevisto sempre e comunque al meglio…

Acquirente: No, non credo di poter gestire tutto compresi gli imprevisti…

Venditore: Mi dica allora quali sono le aree in cui pensa che gli imprevisti possono creare degli squilibri…

A questo punto, l’acquirente ha la sensazione di gestire la comunicazione, proprio grazie a quel NO che ha pronunciato!

Qualunque informazione venga ora fornita dallo stesso al Venditore, fornirà a questi indicazioni essenziali per chiudere la vendita.

Provate dunque a provocare un sonoro NO nella controparte, date a lei il pallino del gioco e vedrete che starete ponendo le basi per una negoziazione vincente!

 

 

 

 

 

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