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Palestra Vendas

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Vendas

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Palestra Vendas

  1. 1. Como Vender Mais Em Tempos De Crise Professor Pós-Doutor Eduardo Maróstica Cursos, Workshops e Palestras Santo André, 18/01/2016
  2. 2. • Graduado em Administração de Empresas com ênfase em Comércio Exterior, Pós-Graduado em Gestão Estratégica de Organizações, MBA em Negociação, Mestrado em Administração e Negócios; Doutor em Administração, Comunicação e Educação e PHD em Business Administration na FCU/USA. • Em meu histórico profissional, conto com passagens na área estratégica empresarial em diversas organizações nacionais e internacionais. Atualmente é Sócio- Diretor em uma empresa de consultoria e treinamento empresarial. Atuo como consultor, autor, colunista e palestrante em empresas no Brasil e no Exterior. • Na área acadêmica lecionando para alunos de MBA, Pós-MBA e Mestrado, eleito o melhor professor do Brasil nos cursos de MBA da FGV entre 2010 e 2015.
  3. 3. 11 982490054
  4. 4. Agenda Crise? Cenários e Tendências; Mercado; Consumidor; Concorrência; Vendas e Pós-Vendas; Modelos em Vendas.
  5. 5. “Estamos viajando por um território desconhecido, onde os velhos mapas e bússolas são inadequados e possivelmente perigosos” Peter Drucker
  6. 6. Crise, Vendas e a Oportunidade! Enquanto uns choram… … outros vendem lenços!
  7. 7. "OlharOlhar é uma coisa, verver o que se olha é outra, entenderentender o que se vê é uma outra, aprenderaprender o que você entende é uma coisa a mais, mas agiragir sobre o que você aprende, é tudo que realmente importa." (Winston Churchill)
  8. 8. MERCADO FICOU MAIS VELOZ
  9. 9. Em 50 Anos - Das 500 maiores e melhores empresas, apenas 20% estão lá. 50% dos produtos ou serviços lançados nos últimos 50 anos não existem mais.
  10. 10. Hoje em dia existe um excesso de empresas similares, empregando pessoas similares, que tiveram uma educação similar, exercendo funções similares, tendo ideias similares, produzindo coisas similares, com preços similares e com qualidade similar.
  11. 11. 27 “Antes de iniciares a tarefa de mudar o mundo, dá três voltas na tua própria casa.” (Provérbio Chinês) “Antes de iniciares a tarefa de mudar o mundo, dá três voltas na tua própria casa.” (Provérbio Chinês)
  12. 12. © 2015 Professor PHD Eduardo Maróstica Tendências de Mercado
  13. 13. Mulheres vão mandar em tudo!
  14. 14. Satisfação x Expectativa © 2015 Professor PHD Eduardo Maróstica 15,00
  15. 15. 18% do tempo esperando ou viajando 25% do tempo no telefone 31% do tempo Venda Pessoal Desafios 46,9 horas semanais 11% do tempo Visitando 15% do tempo em tarefas administrativas Como melhorar a performance de vendas? Estratégia em Vendas: Tempo Investido
  16. 16. © 2015 Professor PHD Eduardo Maróstica A realidade é que vendas morreu. Nos dias de hoje o vendedor tem que ser especialista em produtividade de clientes.
  17. 17. 18/01/16 40 CONSTRUTOR
  18. 18. SEU CLIENTE VOCÊ SEU CONCORRENTE SEU PROBLEMA
  19. 19. Cliente é tudo! Cliente é Deus? © 2015 Professor PHD Eduardo Maróstica
  20. 20. É o fim das vendas como nós conhecemos?
  21. 21. 98 30 12 Com a idade, desaprendemos a ser criativos %% IdadeIdade %dePessoas MuitoCriativas 55 anosanos 1010 anosanos 1515 anosanos + 25+ 25 anosanos 2
  22. 22. Mitos Da Criatividade...
  23. 23. Inteligência de Mercado Segundo Marostica (2014), a Inteligência de Mercado é um conjunto de inteligências equivalentes, cujo qual a soma das partes é que trará a visão do todo. Ainda de acordo o autor, as oito inteligências são:
  24. 24. Tem que fazer de tudo isso?
  25. 25. DesconhecimentoDesconhecimento ConhecimentoConhecimento DúvidasDúvidas EscolhaEscolha CompraCompra FechouFechou InformaInforma ExplicaExplica InfluenciaInfluencia DemonstraDemonstra EncantaEncanta AcompanhaAcompanha Vender é... Cliente Vendedor
  26. 26. © 2015 Professor PHD Eduardo Maróstica
  27. 27. © 2015 Professor PHD Eduardo Maróstica
  28. 28. © 2015 Professor PHD Eduardo Maróstica Vendas: Projetos
  29. 29. © 2015 Professor PHD Eduardo Maróstica
  30. 30. © 2015 Professor PHD Eduardo Maróstica Vendas Simples e Complexas
  31. 31. Chave na mão, ou turn key, é um tipo de operação empregada em processos licitatórios no qual a empresa contratada fica obrigada a entregar a obra em condições de pleno funcionamento. Tanto o preço do serviço quanto o prazo para entrega são definidos no próprio processo.
  32. 32. Vendas no Comércio Eletrônico © 2015 Professor PHD Eduardo Maróstica
  33. 33. Vendas Diretas © 2015 Professor PHD Eduardo Maróstica
  34. 34. Atualizado: Vendedores que são campeões porque estudam várias técnicas de vendas e fazem de tudo para experimentá-las e testá-las. Vendedor Estratégico é…
  35. 35. Presente: Vendedores que se dedicam em manter contatos contínuos com seus clientes. Através de visitas, internet, telefone ou propaganda. Vendedor Estratégico é…
  36. 36. Conveniente: Vendedores que facilitam a vida de seus clientes. Vendedor Estratégico é…
  37. 37. Ativo: Vendedores que são mais rápidos em procurar os clientes, mais rápidos em atender, mais rápidos em retornar contatos! Vendedor Estratégico é…
  38. 38. Exclusivo: Vendedores que são os únicos que atendem determinadas regiões, ou únicos que vendem determinado produto ou serviço, sempre estabelecem vantagem competitiva. Vendedor Estratégico é…
  39. 39. ©Professor Doutor Eduardo Maróstica 10 Mandamentos para 2016
  40. 40. ©Professor Doutor Eduardo Maróstica 10 Mandamentos para 2016
  41. 41. ©Professor Doutor Eduardo Maróstica 10 Mandamentos para 2016
  42. 42. “Onde outros vêem CRISE, PROBLEMAS, CAOS, CONFUSÃO... Enxergamos OPORTUNIDADES!”
  43. 43. “Mesmo que você esteja no caminho certo, você será ultrapassado se ficar sentado. Para o infinito e além!" Buzz Lightyear
  44. 44. www.corebusinesssolutions.com.br

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