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Você acredita no poder de seu discurso de vendas

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Será que você está usando o seu discurso de vendas da melhor maneira possível? Faça um teste...

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Você acredita no poder de seu discurso de vendas

  1. 1. www.agendor.com.br
  2. 2. Será que você está usando o seu discurso de vendas da melhor maneira possível? Faça um teste…
  3. 3. Quando as pessoas perguntam o que você faz, você sente vergonha do que diz a elas? Ou você tem orgulho do seu discurso de vendas e começa a gaguejar? Infelizmente, tem muita gente falhando no discurso de vendas e isso atrapalha na concretização do negócio.
  4. 4. O que o seu discurso de vendas precisa estabelecer?
  5. 5. 1 Deixar claro o diferencial da sua marca
  6. 6. 2 Mostrar quais resultados pode entregar ao cliente
  7. 7. 3 Deixar o ouvinte com a pulga atrás da orelha
  8. 8. O papel do discurso de vendas
  9. 9. Alguns vendedores acham que o discurso de venda precisa ser o mais detalhado possível para que o potencial cliente se interesse realmente. O discurso de vendas serve para captar a curiosidade do seu interlocutor que, muitas vezes, não tem tempo para uma apresentação completa da sua empresa.
  10. 10. 1 Comece com um gancho
  11. 11. Quando alguém pergunta o que você faz, comece com uma pequena declaração projetada para atrair a curiosidade do interlocutor. Nesse momento, você não deve incluir detalhes sobre como você faz o que você faz.
  12. 12. 2 Pare de falar
  13. 13. Depois de deixar o seu gancho é muito importante se calar. Fique parado e dê ao ouvinte tempo para contemplar o que você disse, se confundir e querer saber mais. Quando elas perguntarem o que você realmente quer dizer, elas estão investindo na conversa e lhe deram permissão para dar-lhes mais detalhes.
  14. 14. 3 Insira as pessoas no contexto
  15. 15. Depois de um gancho bem sucedido, não lance mão de um argumento de vendas. A próxima parte do discurso é o que podemos chamar de história. Comece a contar como você faz o que você faz, mas não faça nenhum show. Quando as pessoas voltarem a perguntar o que isso quer dizer, você pode dar mais detalhes.
  16. 16. 4 Sirva, não venda
  17. 17. Se você conseguiu criar um bom gancho e um bom suspense você já vai conseguir uma maneira de ter a atenção das pessoas no meio da conversa. No entanto, sempre é preciso ter a percepção de como podemos servir as pessoas, e não como podemos vender para elas.
  18. 18. O que muitos vendedores fazem?
  19. 19. Eles começam gaguejado. Quando esboçam dizer alguma coisa, o elevador chegou ao andar do ouvinte. Ele irá se despedir e dizer que vocês marcam uma data para conversar sem ao menos trocarem cartões e vai sair do elevador com a impressão de que aquele vendedor está totalmente despreparado.
  20. 20. Crie uma maneira de ganhar a curiosidade do ouvinte
  21. 21. Essa é uma maneira de ganhar a curiosidade do ouvinte e instiga-lo. Antes de querer que seu discurso de vendas faça mágicas, lembre-se que esse não é o papel dele. As pessoas não têm que comprar de você apenas por conta do seu discurso de vendas.
  22. 22. O discurso é o início de um relacionamento
  23. 23. O medo que todo vendedor tem de fazer um discurso padrão existe porque ele não tem um discurso impressionante, que mostre as vantagens de se fazer negócios com a sua empresa. O discurso é a história que a sua empresa tem pra contar: qual o problema do cliente vocês ajudam a resolver?
  24. 24. O discurso é apenas o começo
  25. 25. E quando falo sobre o início de alguma coisa, estou dizendo que pode ser o início de um negócio, o início de uma relação de parceria, o início de uma possibilidade de networking. Por mais que você se frustre quando o seu discurso de vendas não resulta em vendas, você tem oportunidades com ele.
  26. 26. 1 Fazer com que as pessoas conheçam você
  27. 27. 2 Fazer com que as pessoas saibam como você pode ajudar
  28. 28. 3 Despertar a curiosidade no que você faz
  29. 29. 4 Ajudar as pessoas a venderem você
  30. 30. 5 Fazer com que o seu trabalho chegue ao maior número de pessoas
  31. 31. O resultado disso tudo é que a sua reputação vai se espalhando, as pessoas vão entendendo o que você faz e, conseguem, mesmo sem querer, vender você. Ter um discurso poderoso ajuda a abrir portas, fazer com que você seja reconhecido e comece a criar reputação em seu mercado.
  32. 32. Gostou da apresentação? Compartilhe e espalhe a ideia! + conteúdo em: agendor.com.br/blog

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