Sucht dein Kunde immer das Gleiche oder sucht dein Kunde immer den neuesten Hype, den du zu bieten hast.
Hallo und herzlich Willkommen 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 in einer größeren Gelassenheit.
Wir sind immer noch in der Serie „Metaprogramme im Verkauf“, und heute geht es um das Metaprogramm „Gleichheit, Ungleichheit oder Gleichheit mit Ausnahmen“.
Was soll das heißen? Schau, der eine liest ein Buch, um nach bewährten Techniken zu suchen. Der andere liest ein Buch, um immer etwas Neues zu lesen, neue Techniken zu erlernen. Und der eine liest ein Buch, ob es bewährte Techniken gibt und denkt darüber nach, ob man sie selbst verändern kann oder wie andere sie verbessert haben.
Und so sind Kunden auch. Der eine Kunde geht ins Autohaus, um zu schauen, ob das Auto sich nicht groß verändert hat, ob das Navi z. B. gleichgeblieben ist, ob das Fahrwerk und das Fahrgefühl dasselbe ist. Der mag keine großen Veränderungen. Wenn bei der Navigation zum Beispiel zu viel verändert worden ist, das mögen solche Kunden nicht.
Der andere geht ins Autohaus und schaut, ob das Auto eine neue Navigation hat, ob man es verbessert hat, ob das jetzt internetfähig ist, ob man jetzt TV schauen kann. Was auch immer! Er guckt, was für neue Veränderungen an dem Modell zu finden sind.
Und der andere Kunde geht ins Autohaus, ob im Großen und Ganzen alles gleichgeblieben ist und was man für Kleinigkeiten verbessert hat. Und je nachdem wie dein Kunde tickt, kannst du deine Argumentation und deine Präsentation darauf aufbauen und dem entsprechend präsentieren. Und hier ist es ja ganz einfach. Ist dein Kunde eher ein „Gleichheitsmensch“. Du siehst jetzt nicht, dass ich das in Anführungszeichen mach. Ich möchte das nicht so kategorisieren, aber hier geht es um Metaprogramme. Wenn du merkst, dein Kunden ist eher gleich gepolt, musst du deine Argumentation darauf ausrichten, dass alles gleich geblieben ist, dass es bewährt ist.
Hast du etwas mit einem Miss-Matcher, also einem „Ungleich“-Kunden zu tun, musst du deine Argumentation darauf richten, was alles verändert worden ist, was man alles verbessert hat. Deshalb ist das iPhone oder Smartphone so erfolgreich, wenn es ein neues gibt. Es gibt Leute, die kaufen sich jedes Jahr ein neues Smartphone, weil irgendetwas Neues da ist. Solche Kunden, die immer das Neueste suchen, kann man sowieso ganz geil ködern, weil man ihnen sinngemäß sagt: „Wissen Sie was! Ich habe hier ein Produkt, eine Dienstleistung, die kann nichts für sein, die hat so viele Neuerungen, das geht einfach nicht anders.“ Und darauf fahren solche Menschen total ab, die werden wissen wollen, was es Neues gibt und wenn man das dann cool präsentiert, hat man so einen Kunden schon im Sack.
Und bei dem letzten Kunden, der bei Gleichheit mit Ausnahmen schielt, da musst du einfach nur sagen: „Das hat sich bewährt und wir haben hier und da eine Kleinigkeit verbessert.“ Und wie bei jedem Metaprogramm gibt es hier auch eine Frage, die man stellen kann. Und die Frage lautet: Welche Beziehung besteht Ihrer jetzigen Lösung und der neuen Lösung?
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