Metaprogramme im Verkauf – Proaktiv – reaktiv

Allgemein

Hast es eher mit einem dynamischen Kunden zu tun, der schnell alles erledigt haben will, der immer sofort starten will oder hast du eher mit dem langsamen Kunden zu tun, der erst einmal überlegen muss, der etwas analytischer ist. Darum, um diese beiden Typen soll es in dieser Episode gehen. Hallo und herzlich willkommen in meinem Podcast „Mehr Umsatz mit Oliver Busch“. Hier geht es um die Themen Verkaufen, Verhandeln, Rhetorik und das dazugehörige Mindset, damit du beim Verkaufen hast und mehr Umsatz generierst.

Herzlich willkommen in der Episode. Wir sind noch in der Serie Metaprogramme im Verkauf und heute habe ich die beiden Typen für dich mitgebracht: proaktiv und reaktiv.

Der proaktive Typ ist der Typ, der schnell ist, eine schnelle Entscheidung treffen will, der ungeduldig ist, der immer in Bewegung ist. Der reaktive Typ ist eher der langsame Typ, der sehr viel überlegt, der dreimal eine Unterlage anschauen muss, der dreimal analysieren muss, bevor der eine Entscheidung trifft. Je nachdem du gepolt bist, wenn du so ein proaktiver Typ bist, das sind wir im Vertrieb eher, die dynamisch sind, die etwas erreichen wollen, gerade, wenn wir auf so einen reaktiven Kunden treffen, das ist für uns unwahrscheinlich schwer, weil wir das Gefühl haben, das geht einfach nicht voran. Wir wollen den immer schieben, schieben, schieben. Und möglicherweise verursachen wir genau das Gegenteiligen, nämlich durch unseren massiven Druck, erzeugt der Gegenüber Gegendruck und Gegendruck ist immer stärker und man hat verloren. Da muss man eher einen sanften Druck machen. Es gibt so zwei Möglichkeiten, um herauszufinden, was der Gegenüber für ein Metaprogramm, was für ein Typ er ist, entweder man achtet ganz genau auf sein Handeln. Ist er einfach so ein Sprechdenker, der ungeduldig ist, der einfach schon durch sein Handeln signalisiert, dass er proaktiv ist. Beim Reaktiven kriegt man das einfach schnell mit, wenn er einfach sehr „langsam“ ist und viel überlegt, bevor er zu einer Entscheidung trifft. Das andere ist, wie bei den meisten Metaprogrammen gibt es auch hier die eine oder andere Frage, die man stellen kann, um herauszufinden, was derjenige für ein Typ ist. Die einfachste Frage ist: Möchten Sie denn starten oder möchten Sie noch überlegen? Das kannst du dir denken: Der Proaktive sagt dir: Na klar, lassen Sei uns starten. Der Reaktive: Na ja, ich möchte erst einmal in die Unterlagen schauen.

Es ist die einfachste Art und Weise herauszufinden, was der andere für ein T<p ist. Was man auch tun könnte ist eine Frage zu stellen, wie: Was tun Sie normalerweise, wenn Sie xy tun? Oder wenn Sie XY kaufen? Und je nachdem wie er antwortet und das hört man dann ja raus, kriegst du auch raus, was der andere für ein Typ ist. Als Verkaufsstrategie empfehle ich dir hier bei den Proaktiven Wartezeiten vermeiden, es kurz und einfach wie möglich machen, damit er ins Handeln kommt. Gib ihm Testangebote, lass ihn das Produkt selber testen. Einfach ihn tun lassen! Und ihm signalisieren, dass man jeder Zeit loslegen und starten kann. Das macht es ihm einfacher, dir ein ja zu geben, mit dir zu starten.

Bei den Reaktiven musst du bisschen langsamer vorgehen. Auch das ist es wichtig spontane Aktionen vermeiden. Und vor allem das Gefühl vermitteln, dass er in Ruhe für sich entscheiden kann. Gebe ihm Material in die Hand, gebe ihm etwas zum Analysieren und das hilft ihm eine Entscheidung zu treffen. Und dann darfst du nur sanften, leichten Druck aufbauen, damit er eine Entscheidung trifft. Nimm ihn an die Hand, sprichwörtlich und führe ihn ein stückweit durch das Verkaufsgespräch. Und sei dir hier bewusste, dass du hier ein stückweit länger brauchst. Auch wenn es dir unter den Fingernägeln brennt und am liebsten den Sack schon zumachen willst.

Du willst mehr wissen? Hier der Link zur kompletten Episode

https://podcasts.apple.com/de/podcast/metaprogramme-im-verkauf-proaktiv-reaktiv/id1273593558?i=1000400028726

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