Metaprogramm im Verkauf – optional -prozedural

Allgemein

Hast du eher einen sprunghaften Kunden vor dir oder einen sehr, sehr strukturierten Kunden. Diese Frage werden wir in dieser Folge klären. Hallo, 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 noch in der Serie „Metaprogramm im Verkauf“. Heute geht es um den optionalen oder prozeduralen Menschen.

Der eine optionale, das ist der etwas sehr sprunghafte Typ. Vielleicht hast du einen Freund/eine Freundin, wenn du dich mit der unterhältst über das letzte Wochenende und fragst: „Na, wie war dein Wochenende?“ Dann wird derjenige/diejenige sagen: „Du, Freitag war ich Tanzen, Sonntag war ich brunchen und Samstagabend war ich im Kino. Und Sonntagabend habe ich auf dem Sofa verbracht.“ Und so ist der eine oder andere Kunde auch. Mit dem sprichst du und der sagt: „Na ja, ich möchte das Produkt in rot und geliefert werden soll zum 15. Und sagen Sie, ist dieses Produkt…, gibt es das auch in doppelter Ausführung und wie zahle ich überhaupt.“ Das sind die Optionalen. Die springen hin und her. Man kommt, wenn man als Strukturierter unterwegs ist oft gar nicht hinterher. So sprunghaft sind sie.

Der andere Typ, der prozedurale. Der muss erst A1 geklärt haben, bevor der überhaupt über A1 Punkt 2 spricht oder A1 Punkt 3. Bevor der über B spricht. Der will erst wissen, wie die Farbe des Produktes ist, dann will er wissen wie die Ausstattung des Produktes ist, dann will er möglicherweise wissen, wie wir verfahren, wenn wir liefern, wie die Zahlungsmodalitäten sind usw. Für den gibt es eine ganz klare Struktur, wie er kauft, wie er vorgeht. Und je nachdem wie dein Kunde drauf ist … ist das falsche Wort… wie dein Kunde strukturiert ist, musst du auch deine Präsentation halten. Einer der sehr optional ist, der sehr sprunghaft ist, den musst du viele Alternativen geben, viele Möglichkeiten vorlegen aus denen er wählen kann. Und auch immer wieder betonen, dass es viele Möglichkeiten bei dem Produkt gibt und auch bei der Ausstattung. Natürlich musst du so einen Typen durch ein bisschen fragen zum Abschluss führen. Das macht es ihm leichter, aber biete so einem Menschen ganz viele Möglichkeiten.

Der strukturierte Typ, der braucht einen Prozess. Das musst du immer wieder betonen, dass man hier sehr, sehr prozessorientiert vorgeht. Das man sagt: „Na, wichtig ist, dass wir heute über 1, 2 und 3 sprechen. Das ist so eine Formulierung, die man tun kann. Und da ist es einfach immens wichtig, dass man dem Kunden immer wieder sagt, dass man eine Struktur hat, dass man Regeln und dass man interne Prozesse hat. Darauf fahren solche Menschen ab.

Ich bin selber ein bisschen durcheinander, weil ab und zu bin ich selber ein bisschen optional. Das hast du wahrscheinlich schon an der einen oder anderen Folge erkannt. Da schießt mir ein Gedanke rein und haue ihn direkt raus. Wichtig ist bei strukturierten Kunden, dass man die immer wieder auf die Struktur hinweist und selber auch eine Struktur hat. Wie zu jedem Metaprogramm gibt es auch zu diesem Metaprogramm eine Frage, die du stellen kannst, beziehungsweise mehrere Fragen. Und die Frage zu diesem Metaprogramm ist: Warum haben Sie sich für Ihren jetzigen Lieferanten entschieden? Oder man fragt: Warum haben Sie damals XY gekauft?

Der Link zur kompletten Episode:

https://podcasts.apple.com/de/podcast/metaprogramm-im-verkauf-optional-prozedural/id1273593558?i=1000398468116

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