Metaprogramme im Verkauf: Hin zu – weg von – motiviert

Allgemein

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 mit einer größeren Gelassenheit.

Heute haben wir das Thema Metaprogramme. Metaprogramme habe ich dir letzte Woche einen Überblick verschaffen, was es für Metaprogramme gibt beziehungsweise ich habe dir die wichtigsten rausgesucht, wo ich der Meinung bin, die passen fürs Verkaufen am besten. Hör‘ am besten noch einmal rein, um dir einen Überblick zu verschaffen, was dich in den nächsten Wochen so erwarten wird.

Nur mal so ein kurzer Umriss: Metaprogramme sind durch Lebensprägung entstanden und sind auch vom Kontext immer verschieden. Das heißt, dass du in der einen Situation mal so reagieren kannst und ein anderes Mal so reagieren kannst. Das heißt, dass es nicht immer zu hundert Prozent übereinstimmt, aber es kann sein, dass es mal ein bisschen abweicht.

Ich habe letzte Wochen einmal das Schuh- beziehungsweise das Auto-Beispiel gebracht, das du wenn du Schuhe kaufst, mit großer Wahrscheinlichkeit anders vorgehst als wenn du ein Auto kaufst. Hör‘ am besten einmal rein, um das besser zu verstehen.

Wir wollen uns heute auf das Metaprogramm „Hinzu – weg von“ konzentrieren.

Wir Menschen tun entweder Dinge, weil wir etwas erreichen wollen oder von etwas weg wollen. Schau‘, der eine geht ins Fitnessstudio, um einen nicht mehr so fetten Body zu haben, der will einfach weg von seinen vielen Kilos, und er möchte nicht mehr schnauben, wenn er in den dritten Stock gehen muss, weil der Fahrstuhl ausgefallen ist.

Der andere geht in das Fitnessstudio, weil er einen schönen athletischen Körper, der möchte durchtrainiert sein, der möchte mehr als 12 – 15 Klimmzüge am Stück schaffen und wie du schon hören kannst, der ist hinzumotiviert. Um dir noch ein weiteres Beispiel zu geben: Der eine bildet sich beruflich weiter, um in der Karriereleiter einfach ein Stück weiter nach oben zu kommen, der möchte mehr erreichen, der möchte mehr Geld verdienen, der möchte es im Job einfacher haben, deshalb besucht er eine Weiterbildung nach der anderen. Der andere besucht die Weiterbildung, weil er Angst hat nicht mehr mithalten zu können, dass andere Kollegen an ihn vorbeiziehen und dass er deshalb auf kurz oder lang seinen Job verlieren will. Der andere kauft ein Auto, weil er schnell von A nach B kommt, dass er ein gutes Äußeres hat, weil er ein tolles Auto hat, er möchte zeigen, was er hat. Da spielt natürlich Prestige eine Rolle, worauf ich jetzt hinaus will, der kauft ein Auto mit vielen, viel PS, damit er bei 140 auf der Autobahn, wenn er rechts noch einmal das Gaspedal durchdrückt, schwarze Streifen hinterlässt und noch einmal richtig Gas geben kann. Der Weg Kunde, der kauft ein Auto mit vielen PS, wenn er in einer Gefahrensituation kommt, dass er schnell wegfahren kann, dass er schnell ausweichen kann, dass er schnell aus dieser Situation kommt.

Wie du schon schnell festgestellt hast, tun die beiden unterschiedlichen Typen Dinge aus unterschiedlichsten Dingen heraus. Der eine will einen guten Körper haben, der andere will nicht mehr schnauben, wenn er den dritten Stock zu Fuß erklimmen muss. Die Frage ist jetzt, wie erfahre ich wie der Kunde tickt. Wie erfahre ich, was für ein Gegenüber ich habe. Wenn du diese Frage nicht stellst. Wenn du bei dieser Frage noch nicht genau zugehört hast, dann sage ich dir, tu das ab sofort. Ab jetzt höre bei dieser Frage noch viel, viel genauer hin. Denn A) wirst du es dir in Zukunft viele, viel einfacher machen deinem Kunden das Produkt in seiner Welt richtig zu präsentieren. Ich habe in einer der letzten Podcastfolgen die soziale Bewertheit gesprochen, höre da gern noch einmal rein, dass wir von Menschen gern kaufen, die ähnlich sind wie wir.

Der Link zur kompletten Episode:

https://podcasts.apple.com/de/podcast/metaprogramme-im-verkauf-hin-zu-weg-von-motiviert/id1273593558?i=1000397194376

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