Metaprogramme im Verkauf – Intern – Extern

Allgemein

Hallo und herzlich willkommen auf meinem Kanal „Mehr Umsatz mit Oliver Busch“. Hier geht um die Themen Verkaufen, Verhandeln, Rhetorik und das dazugehörige Mindset, damit du in Zukunft deutlich mehr Umsatz machst und das mit einer größeren Gelassenheit.

Wir sind auf Mittwoch auf Sendung. Heute ist es eine neue Folge Metaprogramme im Verkauf. Letzten Montag habe ich über das Metaprogramm „Hinzu – weg von“ gesprochen. Nur mal kurz zur Erinnerung: Der eine geht ins Fitnessstudio, um einen schönen Körper zu haben, um etwas zu erreichen und der ist hinzumotiviert, und der andere Kunde ist eher weg von motiviert. Der will einfach nicht mehr tief durchatmen und tief schnauben und schwitzen, wenn er in den dritten Stock muss, weil der Fahrstuhl mal wieder ausgefallen ist, und wenn man so etwas weiß, wie der Kunde motiviert ist, kann man sich das Verkaufsgespräch wunderbar aufbauen, um dann die jeweiligen Trigger bei dem Kunden zu betonen. Hör‘ einfach mal rein, wenn du es nicht gehört hast. Es ist eine megageile Folge geworden, wo ich echt viel rausgehauen habe.

In der heutigen Folge geht es um den Referenzrahmen „intern – extern“. Was meine ich damit?

Vielleicht kennst du das? Du bist bemüht beim Kunden, legst ihm eine Referenz, einen Testbericht, ein Zertifikat nach dem anderen auf den Tisch, und der Kunde sagt immer wieder: „Ich weiß, was ich will.“ Wenn du das erlebst, dann ist diese Folge, mega für dich.

Schau, es gibt Menschen, die entscheiden aus sich heraus und der andere braucht immer ein wenig leichte Führung. Und das hat nichts mit Unsicherheit zu tun, das hat einfach damit etwas zu tun, dass der Kunde einen externen Bezugsrahmen hat.

Ich habe eben ein leicht überzeichnetes Beispiel dir gegeben. Aber letztendlich ist es doch so. Der eine entscheidet, weil er weiß, dass es das Beste für ihn ist und der andere braucht einfach noch eine Referenz, vielleicht eine zweite oder dritte Meinung, um eine fundierte Entscheidung zu treffen. Damit sind wir auch schon im Referenzrahmen. Der eine, der betont immer wieder, dass er die Entscheidung trifft, dass es seine eigene Entscheidung ist und der andere, der braucht mal von außen noch eine Entscheidung. Wenn man das weiß, dann kann man das Verkaufsgespräch ganz anders aufbauen und auch ganz anders argumentieren und seine Aussagen, die man im Verkaufsgespräch äußert, um dementsprechend drauf zu reagieren. Ich hab’s in der letzten Folge schon gesagt.

Es gibt in jedem Metaprogramm ein paar Fragen, die man stellen kann, um herauszuhören, wie der andere entscheidet. Wenn man weiß, wie der andere entscheidet, ich sage es noch einmal, kann man dementsprechend seine Argumentation draufaufbauen. Eine gute Frage ist, die man stellen kann: “Wie entscheiden Sie sich?“ Der der intern entscheidet, der wird immer sagen: „Ich mach das.“ oder „Ich weiß, was gut ist für mich.“ oder „Ich weiß, was gut ist für mein Unternehmen“. Der extern motiviert ist, wird sowas sagen, wie „Na ja, ich werde wahrscheinlich noch einmal meine Mitarbeiter fragen“ oder „Ich brauche noch ein Testbericht von Ihnen“. Eine gute Frage ist auch „Woher wissen Sie das xY gut ist?“ Ein interner wird sagen, du wirst es schon erraten: „“Ich weiß es einfach“. Ein Externer wird immer sagen, wie „Na ja, dazu muss ich erst einmal schauen, wie es bei anderen läuft“.

Das ist dann für dich als Verkäufer, Verkäuferin schon direkt ein Warnsignal Referenz raussuchen, gleiche Kundengröße, gleiche Branche, um dem Kunden zu zeigen, da läuft es. Eine gute Frage ist auch: „Mögen Sie Ihre Entscheidung davon abhängig machen, wie Sie die Dinge sehen oder was andere Leute darüber denken?“ Und das ist auch eine ganz klare Frage darauf, wie jemand intern oder extern seine Entscheidung trifft.

Lass uns doch jetzt einmal die einzelnen noch einmal kurz im Einzelnen beleuchten, damit du in Zukunft weißt, wie du es genau angehen kannst.

Der Link zur Episode:

https://podcasts.apple.com/de/podcast/metaprogramme-im-verkauf-intern-extern/id1273593558?i=1000397850307

1.346 Gedanken zu „Metaprogramme im Verkauf – Intern – Extern“

  170. Does Clomid fertility numb honestly work? clomid sunrise is effective at inducing ovulation in women. In incident, when a woman’s only enigma is a lack of time-honoured ovulation then many form professionals habitually endorse the detest Clomid. When old correctly, it is believed that you’ll get pregnant within four to six months of birth your treatment.

    Antworten

  172. How can I become involved in hard quick without viagra prescription cost pills. Have a bite more fruits, vegetables, healthy grains, and legumes. The nutrients in various fruits, vegetables, viagra without a doctor prescription buy sildenafil without prescription everything grains, and legumes stop rally blood whirl during your hull — including your penis. And blood flow to the penis is one of the keys to healthful, constant erections.

    Antworten

  202. Can I occupied in viagra buy to come a meal. Conclusions: No valued loss of efficacy occurs when sildenafil is entranced in a little while sooner than or with a meal. The duration of action as a service to viagra without doctor prescription viagra pills for men 100mg for sex may pass 10 hours.

    Antworten

  207. How yearn does it take for sperm to assemble vanquish up after buy cialis online us. Your testicles are constantly producing new sperm in spermatogenesis. The solid development takes hither 64 days. During spermatogenesis, your testicles become discrete million sperm per broad daylight — approximately 1,500 per second. Alongside the objective of a full sperm forming circle, you can regenerate up to 8 billion sperm best website to buy cialis.

    Antworten

  221. Hi there! This post could not be written any better! Looking through this post reminds me
    of my previous roommate! He continually kept preaching about this.
    I am going to send this article to him. Pretty sure he’s going to have a great read.
    I appreciate you for sharing! asmr 0mniartist

    Antworten

  231. Hmm is anyone else encountering problems with the images on this blog loading?

    I’m trying to find out if its a problem on my end or if it’s the
    blog. Any suggestions would be greatly appreciated. 0mniartist asmr

    Antworten
  233. Pingback: kate england nude viagra
  234. Pingback: viagra reviews reddit south africa
  236. Pingback: sildenafil 25 mg mexico
  237. Pingback: online pharmacy cialis australia
  238. Pingback: cheap levitra australia
  241. Pingback: where to buy cialis online uk

  245. I will right away snatch your rss feed as I can’t find your e-mail subscription hyperlink or newsletter service.
    Do you have any? Please permit me recognize so that I may just subscribe.
    Thanks.

    Antworten

  246. I’ve been surfing online more than three hours today, yet I
    never found any interesting article like yours.
    It is pretty worth enough for me. Personally, if all site owners and bloggers made good content
    as you did, the internet will be a lot more useful than ever before.

    Antworten

  251. Howdy, i read your blog from time to time and i own a similar one and i was just curious if you get a lot of spam remarks?

    If so how do you prevent it, any plugin or anything you can suggest?
    I get so much lately it’s driving me mad so any help is very much appreciated.

    Antworten

  254. Hi there, i read your blog occasionally and
    i own a similar one and i was just wondering if you get a lot of spam
    remarks? If so how do you reduce it, any plugin or anything you can suggest?
    I get so much lately it’s driving me crazy so any support is very much appreciated.

    Antworten

  255. Thanks for revealing your ideas. I’d also like to state that video games have been actually evolving. Modern technology and inventions have helped create reasonable and active games. All these entertainment video games were not as sensible when the concept was being tried. Just like other kinds of electronics, video games also have had to grow via many generations. This is testimony for the fast growth of video games.

    Antworten

  257. Hello there! This is kind of off topic but I need some advice from an established blog.
    Is it very hard to set up your own blog? I’m not very techincal but I can figure things out pretty quick.
    I’m thinking about making my own but I’m not sure where to begin. Do you have any points or suggestions?
    With thanks

    Antworten

  258. I leave a response whenever I like a article on a site or if I have something to
    valuable to contribute to the conversation. It’s
    caused by the sincerness displayed in the post I read.

    And after this article The Growing Trends in Content Theft: Image Theft, Feed Scraping, and Website Hijacking ?

    Lorelle on WordPress. I was actually moved enough to drop a leave a responsea response 😛 I actually do have 2 questions for you if it’s allright.

    Is it only me or do some of these comments look
    like they are left by brain dead individuals?
    😛 And, if you are posting at other online sites, I’d like to keep up with
    anything new you have to post. Could you make a list every one
    of all your communal sites like your twitter feed, Facebook page or linkedin profile?

    Antworten

  261. Hi would you mind letting me know which hosting
    company you’re using? I’ve loaded your blog in 3 different
    browsers and I must say this blog loads a lot quicker then most.

    Can you suggest a good web hosting provider at a reasonable price?

    Many thanks, I appreciate it!

    Antworten

  262. Have you ever thought about including a little bit more than just your articles?
    I mean, what you say is valuable and everything.
    Nevertheless think of if you added some great images or
    video clips to give your posts more, „pop“! Your content
    is excellent but with images and clips, this site could undeniably be one of the
    greatest in its field. Superb blog! 0mniartist
    asmr

    Antworten

  263. It’s the best time to make a few plans for the longer term and it’s time
    to be happy. I have learn this put up and if I could I want to counsel you some fascinating issues or advice.

    Maybe you can write next articles referring to this article.
    I desire to read more things about it!

    Antworten
  266. Pingback: amoxicillin 500mg dosage
  267. Pingback: amoxicillin for strep
  271. Pingback: zithromax vs cipro
  273. Pingback: celecoxib 200 mg
  274. Pingback: celecoxib side effect
  275. Pingback: cephalexin oral infection
  276. Pingback: is keflex a cephalosporin
  280. Pingback: duloxetine and o
  282. Pingback: cymbalta and pregnancy
  284. Pingback: viagra foods australia

  285. It’s appropriate time to make a few plans for the future and it’s time to be happy.

    I’ve learn this submit and if I may just I want to suggest you few attention-grabbing things or tips.
    Maybe you could write subsequent articles regarding this
    article. I wish to read more things about it!

    Antworten

  286. Hello would you mind stating which blog platform you’re working with?
    I’m planning to start my own blog soon but I’m having a
    tough time selecting between BlogEngine/Wordpress/B2evolution and Drupal.

    The reason I ask is because your design seems different
    then most blogs and I’m looking for something unique.
    P.S My apologies for being off-topic but I had to ask!

    Antworten
  288. Pingback: sildenafil dosage 200 mg

  289. I’ll right away clutch your rss feed as I can not find your email subscription hyperlink or
    newsletter service. Do you have any? Kindly permit me realize in order that
    I could subscribe. Thanks.

    Antworten
  293. Pingback: viagra generico 25 mg

  295. Hi! Someone in my Myspace group shared this website with us so I came
    to look it over. I’m definitely enjoying the information. I’m book-marking and will be tweeting this to my followers!
    Exceptional blog and fantastic design.

    Antworten
  297. Pingback: tadalafil 20mg otc
  298. Pingback: generic viagra blue pill 100 australia

  299. It’s perfect time to make some plans for the future and it’s time to be happy.
    I’ve read this post and if I could I wish
    to suggest you few interesting things or suggestions.
    Maybe you can write next articles referring to this article.
    I want to read more things about it!

    Antworten

  300. It’s appropeiate tikme to make somee plaans forr tthe fuyture and it’s tijme tto be happy.
    I have leaqrn this post annd iff I may just
    I desore too cunsel yoou feww attention-grabbing thinmgs orr suggestions.
    Perhhaps yoou caan wrkte next artgicles referrring tto this article.
    I ddesire too leartn moree thinggs approximately it!

    Antworten
  301. Pingback: buy viagra 50mg uk
  303. Pingback: comprar sildenafil
  305. Pingback: cialis gratuito
  307. Pingback: buy cialis next day delivery
  310. Pingback: roma downey viagra

  311. It is perfect time to make some plans for the
    longer term and it’s time to be happy. I’ve learn this
    post and if I may I wish to recommend you few attention-grabbing things or tips.
    Maybe you can write subsequent articles regarding this article.
    I want to read more things about it!

    Antworten
  312. Pingback: buy cialis online mexico

  314. It is appropriate time to make some plans for
    the future and it is time to be happy. I’ve read this post and if I could I want to
    suggest you few interesting things or suggestions.
    Perhaps you can write next articles referring to this article.
    I wish to read more things about it!

    Antworten
  315. Pingback: is tadalafil as good as cialis
  317. Pingback: dog ate viagra australia

  318. I’ve been surfing on-line greater than 3 hours nowadays, but I by no means discovered any interesting article like yours.
    It is lovely price sufficient for me. In my opinion, if all web owners and bloggers made good content material as you did, the internet shall
    be a lot more useful than ever before.

    Antworten

  319. It is the best time to make some plans for the future and it is time
    to be happy. I have read this post and if
    I could I want to suggest you some interesting things or advice.
    Perhaps you could write next articles referring to this article.
    I desire to read even more things about it!

    Antworten
  320. Pingback: viagra acheter amazon

  321. I cling on to listening to the news update speak about receiving boundless online grant applications so I have been looking around for the most excellent site to get one. Could you tell me please, where could i acquire some?

    Antworten

  322. I’ll immediately clutch your rss feed as I can’t find your email subscription hyperlink or e-newsletter service.
    Do you have any? Please permit me recognize in order that I may subscribe.
    Thanks.

    Antworten
  323. Pingback: sildenafil buy online canada
  325. Pingback: viagra online purchase reviews
  330. Pingback: sildenafil 20 mg tablet cost

  331. Howdy! This post couldn’t be written much better! Going through
    this article reminds me of my previous roommate! He
    continually kept preaching about this. I will send this information to him.
    Fairly certain he will have a great read. I appreciate you for
    sharing!

    Antworten
  332. Pingback: sildenafil citrate tablets ip 100 mg
  334. Pingback: buy viagra low cost

  335. I’ll right away seize your rss as I can’t in finding your email subscription link or e-newsletter service.
    Do you have any? Kindly allow me understand in order
    that I may subscribe. Thanks.

    Antworten

  336. It’s perfect time to make some plans for the future and it’s time to be happy.

    I’ve read this post and if I could I want to suggest you
    some interesting things or tips. Maybe you can write next articles referring to this article.
    I want to read more things about it!

    Antworten
  337. Pingback: cialis original 50 mg francais

  340. It is perfect time to make some plans for the long run and it’s time to be happy.
    I’ve read this put up and if I could I wish to recommend you some interesting issues or tips.
    Maybe you could write next articles regarding this article.

    I wish to read more issues approximately it!

    Antworten
  342. Pingback: acheter generic viagra online france
  343. Pingback: sildenafil coupon 50 mg
  344. Pingback: cialis online sicure
  346. Pingback: cheapest price for generic viagra
  348. Pingback: compra online levitra
  349. Pingback: generic viagra 100mg price in india
  350. Pingback: walmart tadalafil otc

  354. I’m really enjoying the design and layout of your website.
    It’s a very easy on the eyes which makes it much more pleasant for me
    to come here and visit more often. Did you hire out a developer to create your
    theme? Superb work!

    Antworten

  356. Write more, thats all I have to say. Literally, it seems as though you relied
    on the video to make your point. You definitely know what youre talking about, why throw away your intelligence on just posting
    videos to your weblog when you could be giving us something informative to read?

    Antworten

  357. I’m extremely pleased to discover this web site.

    I wanted to thank you for ones time just for this fantastic read!!
    I definitely loved every little bit of it and I
    have you saved to fav to see new stuff on your blog.

    Antworten

  362. GO!!!
    This phrase was said by the first cosmonaut on Earth – Yuri Gagarin. (Yuri Gagarin)
    He was the first astronaut on Earth. He was Russian! …
    Now Russia is becoming a strong country, gas pipelines, a vaccine against COVID-19, an army.
    Is this very reminiscent of the communist Soviet Union?
    How do you think?
    Now we have total control in our country. I am interested in the opinion of foreigners.

    Албонумисматико

    ПОЕХАЛИ!!

    Antworten

  365. GO!!!
    This phrase was said by the first cosmonaut on Earth – Yuri Gagarin. (Yuri Gagarin)
    He was the first astronaut on Earth. He was Russian! …
    Now Russia is becoming a strong country, gas pipelines, a vaccine against COVID-19, an army.
    Is this very reminiscent of the communist Soviet Union?
    How do you think?
    Now we have total control in our country. I am interested in the opinion of foreigners.

    Албонумисматико

    ПОЕХАЛИ!!

    Antworten

  368. My brother recommended I might like this website. He was totally right.
    This post truly made my day. You can not imagine just how much time I had spent for this information! Thanks!

    Antworten
  439. Pingback: http://tinderentrar.com/
  441. Pingback: tinder not compatible with my device
  444. Pingback: women viagra pills
  459. Pingback: cialis copay savings card
  460. Pingback: how do i get a prescription for cialis
  465. Pingback: cialis online free shipping

  467. Excellent article. Keep posting such kind of information on your blog.
    Im really impressed by it.
    Hi there, You’ve done an excellent job. I’ll definitely digg it and for my part suggest to
    my friends. I’m confident they will be benefited from this web site.

    Antworten
  469. Pingback: top online pharmacy india
  475. Pingback: canada drugs online reviews
  476. Pingback: can you take cialis with food
  477. Pingback: canadian drug pharmacy review

  480. We are a group of volunteers and starting a new scheme in our community.

    Your web site provided us with valuable information to work on. You have done a formidable job and our entire community will be grateful
    to you.

    Antworten
  481. Pingback: purchase viagra cialis paypal

  489. I have been surfing online more than 3 hours today, yet I never found any interesting article
    like yours. It’s pretty worth enough for me. Personally, if
    all webmasters and bloggers made good content as you did, the net will be
    much more useful than ever before.

    Antworten
  512. Pingback: tadalafil dosage
  522. Pingback: viagra from canada
  551. Pingback: tadalafil tablets india
  558. Pingback: sildenafil medicine
  574. Pingback: cialis india price
  575. Pingback: canadian pharmacy viagra
  589. Pingback: online drugstore cialis
  592. Pingback: viagra 100mg
  616. Pingback: cialis pills