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Blog do Coach - Inteligência para seguir vendendo em tempos difíceis
Brasília,
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23 d fevereiro d 2019

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Inteligência para seguir vendendo em tempos difíceis


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02 de fevereiro, 2015 | Autor: Marcelo Ortega | Tópicos: Estratégia
Tags: , ,


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Vivemos um momento crítico no Brasil. Uma demanda reprimida pela instabilidade na economia. O dinheiro sumiu ou está represado? O empresariado reclama de 2015 como há tempos não reclamavam de outro ano. 2008 e 2009 forma tempos difíceis, dada a crise internacional, mas em 10 anos, nunca tivemos tanta inflação, tanto imposto, tanta incerteza no futuro.

Aposto que após as eleições, os negócios voltem a crescer e claro, o Brasil volte ao prumo. Mas acredito que algumas ações devam ser consideradas por empreendedores, profissionais que lideram equipes comerciais, representantes de vendas e todos que fazer o mercado girar.

Como sempre digo: “se parou de ventar é preciso remar!”

Para remar e aproveitar ao máximo os negócios nesta reta final do ano, decidi escrever este artigo contendo 6 poderosas ferramentas estratégicas para aumentar seu volume de vendas.

1. Remodelagem em vendas: é algo essencial quando estamos numa crise. Tire o “s” desta palavra e crie novos processos, produtos, pacotes de serviços que permitam uma acessibilidade maior ao cliente inseguro. O esforço extra do vendedor conta muito na hora de forçar uma decisão do cliente em antecipar a compra. A hora é de rever o modelo de vendas, abandonando velhos processos, burocracias, pensamentos estratégicos ultrapassados.

2. Treinamento avançado: as pessoas estão cada dia mais em cena na diferenciação empresarial. Por mais que tenhamos uma marca forte, um produto competitivo e inovador, sempre passará pelo componente humano a decisão do cliente. Senso de urgência é criado por pessoas, não pelo google ou facebook. Influenciar de forma ética, criar oportunidades nos clientes existentes, alavancar as vendas com uma boa dose de cortesia e privilegio ao cliente habitué. Treinamento é algo incessante, pois as pessoas esquecem aquilo que aprenderam. Há quanto tempo você não se recicla em vendas, fazendo um bom treinamento?

3. Organização: os negócios precisam de controles, que não são bem-vindos entre vendedores em sua maioria. Aprender olhando o passado e assim projetar o futuro, metas feitas com a pressão e necessidade de faturamento, não são congruentes com o potencial do mercado e da carteira de clientes que muitas vezes a empresa tem. Por isso, organizar bem os dados, investigando o que fizemos este ano e o que ainda podemos fazer, especialmente valorizando o cliente estratégico, parceiro e que percebe mais valor no seu negócio. É um caminho muito efetivo!

4. Pesquisa de mercado: quem nunca fez, não sabe o seu valor. A maioria das empresas que lideram as competições nos negócios, entendem antes de atender o cliente. Ouvir o que seu cliente quer, como ele quer, quando e onde, determina a estratégia que dará as suas vendas. Pare de empurrar produtos sem apelo comercial, e pare de forçar a venda do MIX sem ter um argumento que influencie o seu cliente final.

5. Marketing, não apenas promocional: desconto é bom, mas eu não gosto de dar. Se desconto virou seu principal apelo de marketing, pare tudo. A venda por preço baixo só depõe contra do seu poder de influência em vendas e valor de suas soluções no mercado. Desespero leva a inibição da propaganda, por que custa caro investir em marketing, mas ao mesmo tempo, nos impede de ver o que realmente importa na venda: qualificação do contato (pesquisa) seguida de propostas de valor (delivery)

6. Motivação: você pode estar desmotivado e nem saber. O líder é o tom da sua equipe e o vendedor não vive muito sem entusiasmo continuo. As pessoas se motivam por desafios e responsabilidades, não apenas pelo dinheiro. É na perspectiva, na competição e na cooperação que uma equipe de vendas se revela campeã.

Fui vendedor por 15 anos em minha curta carreira. Tenho 40 anos de vida, dou palestras e treinamento desde a época que atuava em multinacionais, e tinha que vender muito.

Acredito que este ano é apenas mais um daqueles que teremos que converter as perdas em aprendizagens. Tem muita gente vendendo bem, e sabe por que? Por que decidiram alavancar seus negócios antes da copa, antes das eleições, antes do réveillon. Ainda dá tempo, e se Deus quiser, o nome eleito será capaz de reverter a queda de fluxo na economia fatídica em tantos mercados.

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