Metaprogramm im Verkauf – Convincer Kanal


In der heutigen Folge verrate ich dir, was für Informationen dein Kunde braucht, um eine Entscheidung zu treffen. Hallo, in meinem Kanal „Mehr Umsatz mit Oliver Busch“. Hier geht es um die Themen Verkaufen, Verhandeln, Rhetorik und das dazugehörige Mindset, damit du in Zukunft deutlich mehr Umsatz machst und das mit einer größeren Gelassenheit.

Hallo, liebe Freunde, bevor wir ins eigentliche Thema einsteigen, lass‘ uns noch einmal Revue passieren, denn wir sind fast am Ende der Serie „Metaprogramme im Verkauf“. Heute habe ich noch einmal einen richtig geilen Schmankerl, und nächste Woche noch was richtig Cooles und dann sind wir auch schon am Ende.

In den letzten Wochen haben wir über die verschiedenen Metaprogramme gesprochen. Wir haben einmal über das Metaprogramm Hinzu-Weg-von gesprochen. Das hat dir gesagt, wie dein Kunde motiviert ist. Geht er ins Fitnessstudio, um groß, stark, schlank zu sein? Oder geht er ins Fitnessstudio, um nicht mehr so fett zu sein, um nicht mehr zu schwitzen, wenn er in den dritten Stock muss, wenn mal wieder der Fahrstuhl ausgefallen ist.

Wir haben von dem Bezugsrahmen gesprochen, ob er eine Entscheidung aus sich heraus trifft oder ob er von außen Informationen braucht, also Referenzen, um letztendlich ein Entscheidung zu treffen. Oder auch haben wir gesprochen, ob dein Kunde ein aktiver Typ ist, ob er die Sachen von selbst in die Hand nimmt und anfängt zu arbeiten oder ob er von dir einen Schubser braucht.

Dann haben wir noch das Metaprogramm unter die Lupe genommen, Detail/Global. Was war das gewesen? Das war das gewesen, dass wir die Informationsgröße… das heißt braucht dein Kunden viele Informationen, viele detailreiche Informationen, um eine Entscheidung zutreffen oder reichen ihm ein paar wenige Informationen, also um einfach einen groben Überblick zu haben, um eine Entscheidung zu treffen.

Und dann haben wir auch über die Art der Informationen gesprochen. Das heißt, es ist dem Kunden wichtig, dass das Produkt möglichst gleich ist, wie das Vorgängermodell zum Beispiel, dass du das hervorhebst? Oder ist es dem Kunden wichtig, dass du die Neuheiten, die Veränderungen hervorhebst.

Und zu jedem dieser Metaprogramme gibt es einzelne Fragen, wie du herausfindest, wie dein Kunde tickt. Hör einfach mal in die anderen Folgen rein. Es ist megaspannend allein diese Fragen zu stellen. Mit denen kriegst du dann raus, wie dein Kunde tickt und das spannende ist einfach.

Diese Fragen kannst du ganz direkt stellen, als ob es das normalste von der Welt ist oder man macht es ganz beiläufig und kriegst es so raus. Und hier kommt schon so ein Kernsatz, den ich dir auch heute an die Hand geben möchte: Stellst du die richtigen Fragen, dann weißt du wie dein Kunde kauft. Stellst du die richtigen Fragen und du weiß, wie dein Kunde kauft!

Das ist total geil. Denn deine Kunden erzählen dir doch alles. Stell eine Frage, halt die Klappe und hör‘ zu, was dein Kunde sagt. Ich sage das jetzt so salopp mit „halt die Klappe“, aber das ist doch so. Frage stellen, ruhig sein, zuhören und den Kunden reden lassen. Und der Kunde wird dir so viel erzählen. Und das sind Informationen, die Gold wert sind. Ich habe ja schon einmal eine Folge zum Zuhören und Paraphrasieren gemacht. Wenn du es noch nicht gehört hast, hör mal rein. Ist auch total geil, wenn du die Fragen stellst, kriegst du alles raus.

Du willst die komplette Episode hören? Hier der Link zur Folge.

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