Ndaphefumlelwe ukuba ndibhale eli nqaku emva kweeseshoni ezimbalwa zokuqeqesha kunye nomthengi ogama linguMichael, othengisa isisombululo sekhnoloji. UMichael wayenengxaki yokukhusela ingqalelo kwizinto zokuthengisa eziqhelekileyo ezicinga ukuba wayefundile ekuthengiseni i-"gurus" yesikolo esidala.
Uyazi ukuba ngubani. Unokufumana ezinye zeencwadi okanye amateyibhile. Kwaye uyayazi imilayezo yabo yokuthengisa kwakhona: "Njalo uvale," Cinga ukuba, kwaye uya kunqoba yonke inkohlakalo yakho yokubanda , "Yonke into ofuna ukukhulisa ngayo ukuthengisa kwakho yindlela embalwa yokuthengisa."
Kodwa yonke le miyalezo yokuthengisa engapheliyo iphumelele ukujongana nombandela oyintloko wendlela esicinga ngayo ngokuthengisa. Yaye ngaphandle kokuba sifinyelele kuloo mbandela, kwaye siyitshintshe kanye kunye nayo yonke, siya kuqhubeka sinzima neendlela ezifanayo zokuziphatha zokuthengisa. Siza kuqhubeka nokufumana ubunzima obufanayo kunye noxinzelelo. Kwaye siza kuqhubeka sikholelwa ukuba sisoloko sisinye isicatshulwa esitsha sokuthengisa ngaphandle kwenkqubela esiyifunayo.
Ukucinga Okutsha = Iziphumo ezintsha
Mhlawumbi lixesha lokuthatha indlela eyahlukileyo. Mhlawumbi sifuna ukuhlalutya ngokucokisekileyo ukucinga kwethu okuthengisa ukuze sikwazi ukubona ukuba kutheni singenzi ukuthengisa okungakumbi. Jonga kwitheyibhile engezantsi uze ucinge ngeengcinga zakho zokuthengisa ngoku.
Ukuthengisa kwakho ukuziphatha kunokutshintsha njani ukuba utshintshe ukucinga kwakho?
- I-Sales Mindset yeMveli: Yisoloko ihambisa i-sales pitch eqinile.
I-Sales Mindset entsha: Yeka i-sales pitch - kwaye uqale ingxoxo. - I-Sales Mindset yeMveli: Injongo yakho ephambili ihlala ivala ukuthengisa.
I-Sales Mindset entsha: Iinjongo zakho eziphambili zihlala zifumanisa ukuba wena kunye nabathengi bakho abanokuba ngabafanelekileyo.
- I-Sales Mindset yeMveli: Xa ulahlekelwa ngentengiso, ngokuqhelekileyo ekupheleni kwenkqubo yokuthengisa.
I-Sales Mindset entsha: Xa ulahlekelwa ngentengiso, ngokuqhelekileyo kulungile ekuqaleni kwenkqubo yokuthengisa. - I-Sales Mindset yeMveli: Ukulahlwa kuyinto eqhelekileyo yokuthengisa.
I-Sales Mindset entsha: Uxinzelelo lwezentengiso kuphela yeso sizathu sokwenqatshwa. Ukugatywa akufanele kwenzeke. - I-Sales Mindset yeMveli: Hlalani nilitshutshisa bonke abaxhamli bezakhono uze ufumane ewe okanye akukho.
I-Mindset entsha yokuthengisa: Ungalokothi uxoshe umxhasi-oza kuqhuba kuphela uxinzelelo lokuthengisa. - I-Sales Mindset yeMveli: Xa ithuba libonelela ukuchasa, umngeni kunye / okanye ukuphikisa.
I-Sales Mindset entsha: Xa umxhasi unokuba neenkcaso, vula inyaniso emva kwabo. - I-Sales Mindset yeMveli: Ukuba umthengi onokuba ngumngcipheko wexabiso lemveliso okanye inkonzo yakho, kufuneka uzikhusele kwaye uchaze ixabiso.
I-Sales Mindset entsha: Ungalokothi uzivikele okanye oko kufuneka uzinikezele - kudala nje ukudala uxinzelelo lokuthengisa.
Qalisa ukuvula ukucinga kwakho kwangoku kwaye usebenze ngakumbi kwimisebenzi yakho yokuthengisa:
- Yeka i-pitch yokuthengisa - uze uqale incoko.
Xa ubiza umntu, gwema ukwenza umboniso omncinci malunga nawe, inkampani yakho, kunye nento oza kuyenza. Qala ngegama lokuqala lokuthetha elijolise kwingxaki ethile apho umkhiqizo okanye inkonzo yakho isombulula. Ukuba awukwazi ukuba yintoni le, cela amakhasimende akho awangoku ukuba athenge ntoni isisombululo sakho. Omnye umzekelo wesigcaziso sokuqala unokuthi, "Ndiza nje ukuba ndibone ukuba ngaba uya kuvuleka kwiimbono ezahlukeneyo ezinxulumene nokunciphisa umngcipheko weyiphi na i -timetimetime yekhompyutheni onokuyenza yakho kwinkampani?" Qaphela ukuba awuyikuphendula isisombululo sakho ngeli binzana lokuqala.
- Injongo yakho ephambili isoloko ifumanisa ukuba wena kunye nabaxhasi bakho abanokuba ngabafanelekileyo.
Vumela ukuzama ukuvala "ukuthengiswa" okanye "ukufumana uqeshiso" - kwaye uya kufumanisa ukuba awunanto ukuthatha uxanduva lokuhambisa inkqubo yokuthengisa phambili. Ukuba uthe wagxininisa ingxoxo yakho kwiingxaki onokukunceda abanokuthi bazisombulule iingxaki, kwaye ukuba ungagxumi umpu ngokuzama ukuhambisa inkqubo yokuthengisa phambili, uya kufumana ukuba abaxhasi banokuthi bangenise kwinkqubo yabo yokuthenga.
- Xa ulahlekelwa ukuthengiswa, kudla ngokufanelekileyo ekuqaleni kwenkqubo yokuthengisa.
Ukuba ukholelwa ukuba ulahlekelwa ukuthengisa ngenxa yokwenza iphutha ekupheleni kwenkqubo, jonga emva kwendlela oqale ngayo ubudlelwane. Ngaba uqale ngeentetho? Ngaba usebenzise ulwimi lokuthengisa lwendabuko njengokuthi, "Sinesisombululo endiyakholwayo ukuba uyayifuna ngokwenene" okanye "Abanye abashishino lwakho bathe bathenga isisombululo sethu, ngoko kufuneka ujonge kwakhona"?
Xa usebenzisa ulwimi lwezentengiso, abaxhasi abanakho ukukunceda kodwa bakubhalele i-negative attitude "ye-salesperson". Oku kwenza ukuba akunakwenzeka ukuba baxhomekeke kuwe ukusuka kwindawo yokuthembela. Yaye ukuba ithembekile ayilunganga ekuqaleni, ukuthetha ngokunyanisekileyo malunga neengxaki abazama ukuyixazulula, kunye nendlela okwazi ukubanceda ngayo, akunakwenzeka.
- Uxinzelelo lwezentengiso kuphela yimbangela yokwenqatshwa. Ukugatywa akufanele kwenzeke.
Ukukhanyela kwenzeka ngenxa yesinye sezizathu: Into othethileyo, njengengqiqweni njengoko kwakunokwenzeka, yenza ukuba kubekho ukuphendula okukhuselayo kumxhasi wakho. Ewe, into oyithethile. Ukuphelisa ukuchaswa, vele uguqule i-mindset yakho ukuze ulahle i-ajenda efihlekileyo enethemba lokuthengisa. Kunoko, yonke into oyithethayo nokwenzayo kufuneka ivela kwingqondo engundoqo yokuba ukhona ukunceda abathengi abanakho. Oku kukukwenza ukwazi ukubuza, "Ngaba uya kuvuleka ukuthetha ngezinto ezinokuthi zichaphazele ishishini lakho?"
- Ungalokothi uxoshe umxhasi - unokubangela ukuba uxinzelelo oluthe xaxa lokuthengisa.
"Ukuxoshelwa" abathengi abanokuhlala bebhekwa njengento eqhelekileyo kwaye kuyimfuneko, kodwa ixhomekeke kumfanekiso wokuthengiswa kwempahla othi, "Ukuba awuyikugijima, kuthetha ukuba uyashiya-kwaye oko kuthetha ukuba uyaphumelela. "U Oku kulungile! Endaweni yokuxhathisa abathengi abanokuthi, baxelele ukuba unqwenela ukuphepha into efana nomdlalo omdala wokukhangela ikati-kunye-mouse ngokucwangcisa ixesha lokuxoxa nawe.
- Xa umxhasi unokwenza izikhalazo, ufumanise inyaniso emva kwabo.
Uninzi lweenkqubo zentengiso zendwendwe zichitha ixesha elininzi lijolise " ekunqobeni izichaso ." Ezi ziqhinga zibeka nje uxinzelelo oluthe xaxa lokuthengiswa kwabathengi kwaye zikwazi ukuyihlolisisa okanye ukuqonda inyaniso emva kokuba umthengi athetha ntoni. Xa uva, "Asinalo uhlahlo lwabiwo-mali," "Ndithumelele ulwazi," okanye "Ndibize ngeenyanga ezimbalwa," ucinga ukuba uva inyaniso, okanye uyakrokrela ukuba ezi zinto zihlaselwe ukuphelisa incoko?
Kunokuba uzame ukumelana nezichaso, ungazifumanisa inyaniso ngokuphendula, "Ayiyinkxalabo" - kungakhathaliseki ukuba ngabaphi abaxhasi 'bayayiphikisa' kwaye - besebenzisa ulwimi oluhloniphekileyo olumema ukuba baveze inyaniso malunga imeko.
- Ungalokothi uzikhusele okanye oko kufuneka uzinikezele - kudala nje ukudala uxinzelelo lokuthengisa.
Xa umthengi onokuthi, "Kutheni ndifanele ndikhethe ukhetho lwakho ?," ukuphendula kwakho okokuqala kukuqala ukukhusela imveliso okanye inkonzo yakho ngenxa yokuba ufuna ukubenza baqinisekise ukuba bathenge. Kodwa ucinga ukuba uhamba njani ngengqondo yomxhasi wakho kumxhasi?
Into efana nale, "Lo mthengisi 'uzama ukundithengisa ngenxa yoko kutheni bafanele banikezele, kodwa ndiyayivutha ingqondo ngathi ndithengiswa." Esikhundleni sokuzivikela, zama ukusikisela ukuba awuyi kuzama ukubanceda nantoni na ngenxa yokuba loo nto yayiza kudala uxinzelelo lwentengiso. Kunoko, babuze malunga neengxaki eziphambili abazizama ukuzisombulula, baze bahlole indlela imveliso okanye inkonzo enokusombulula ngayo loo ngxaki - ngaphandle kokuzama ukukhohlisa. Makuvumele ukuba abathengi banokuthi banokukhetha ngaphandle kokuziva "bathengiswe. "U