Unbestimmte Hauptwörter

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NLP im Verkauf – Metamodell der Sprache – unbestimmte Hauptwörter

Heute geht es um unbestimmte Hauptwörter. 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.

Herzlich willkommen in dieser Episode. Wir sind ja noch in der Serie „Metamodell der Sprache“, und heute habe ich für dich die unbestimmten Hauptwörter.

Ich hatte es, glaube ich, an der einen oder anderen Stelle gesagt. Ich bin mir eigentlich ziemlich sicher, gerade in dieser Episode die wohl wichtigste Frage, im Verkaufsgespräch. Aber der Vollständigkeit halber möchte ich diese Episode in dieser Serie, dir das nahe zu bringen. Was sind unbestimmte Hauptwörter? Oder die Frage ist doch erst einmal: was sind die bestimmten Hauptwörter? Wenn ich jetzt sage Haus, wirst du wahrscheinlich an ein Haus denken; vier Wände und ein Dach drauf. Da sind wir uns wahrscheinlich einig: Das ist ein Haus. Du wirst wahrscheinlich eine andere Vorstellung von einem Haus haben als ich, aber das ist jetzt erst einmal sekundär. Das ist jetzt ein bestimmtes Haus. Wenn ich jetzt sage Auto: Vier Reifen, Karosserie, vier Sitze: Auto. Für die Cabriolet-Liebhaber natürlich zwei Sitze, beim Roadster, keine Frage.

Aber all die Worte, die nicht bestimmbar sind, wie Liebe, wirst du mit Sicherheit anders beschreiben als ich, als dein Nachbar, als deine Freundin oder wie sonst wer. Jeder hat dazu eine andere Definition. Freiheit ist dasselbe. Ich verstehe anderes unter Freiheit wie du, wie dein Nachbar, dein Partner, Partnerin.

Wenn man das aufs Business überträgt, wenn der Kunde sagt „Schnelle Lieferung“. Was meint er damit? Ein Tag? Zwei Tage? Reicht eine Woche? Und gerade bei so unbestimmten Hauptwörtern sollte ich das hinterfragen. Wenn der Kunde solche Aussagen trifft, wie schnelle Lieferung, sollte eine gute Qualität haben, hinterfrage das, was er damit meint. Das kann man ja sinngemäß tun. Wie: Damit wir beide vom Gleichen sprechen: Was verstehen Sie unter schneller Lieferung? Was meinen Sie mit guter Qualität?

Das kannst du natürlich auch bei bestimmten Hauptwörtern machen. Ich bin nur der Meinung, bei unbestimmten Hauptwörtern haben wir den größten Knackfuß, weil jeder versteht etwas anderes darunter, wenn du ein betimmtest Produkt verkaufst, wenn du Haus- oder Immobilienmakler bist, da kannst du das natürlich hinterfragen, noch einmal eine genaue Definition vom Kunden anfordern oder hinterfragen. Gar keine Frage.

Aber mir geht es heute darum diese unbestimmten Sachen zu hinterfragen. Also all die Fragen, die man nicht anfassen kann. Wenn du das hinterfragst und einfach deinen Blick dafür schärfst, wirst du viel mehr Informationen kriegen als du bis jetzt geglaubt hast.

Probiere es einfach mal aus bei den nächsten Gesprächen, einfach mal zu hinterfragen all die Dinge, die dein Kunde so unbestimmt ausdrückt. Ich sage vielen Dank fürs Zuhören. Eine relativ kurze Episode, schnell erklärt, schneller Input. Ich wünsche dir fette Beute.

Möchtest Du die Folge unterwegs mit Deinem Smartphone hören? Hier der Link:

https://podcasts.apple.com/de/podcast/der-nicht-verk%C3%A4ufer-mit-oliver-busch/id1273593558?i=1000403184939

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