Vertrauensbooster durch Zuhören und paraphrasieren

Allgemein

Heute möchte ich mit dir einen echten Vertrauensbooster sprechen. Mein Name ist Oliver Busch. Ich bin seit über 20 Jahren im Verkauf unterwegs, und meine Themen sind natürlich Verkaufen, Verhandeln, Rhetorik und Erfolg. Gib mir am Ende des Videos ein kurzes Feedback, wie’s dir gefallen hat, wie ich dir beim Verkaufen helfen kann und like und teile diesen Kanal.

Das Thema Zuhören und Paraphrasieren, meint man, sollte in allen Munde sein, aber in den meisten Fällen hört man gar nicht wirklich gar nicht zu, weil man gedanklich schon bei der Formulierung der Antwort ist, man ist gedanklich beim Mittagessen, man ist gedanklich beim Feierabend und hört dem Kunden nicht wirklich zu.

Aber in diesem Moment gehen so viele Signale verloren. Es geht verloren nonverbale Kaufsignale, verbale Kaufsignale und einfach ganz viele Informationen, die unbewusst mitschwingen. Das ist‘n Gedanke, den du dir mal auf der Zunge vergehen lassen solltest, dass wenn du beim Kunden bist, dass du dem Kunden wirklich zuhörst, guck ihn direkt an, mach dir Notizen. Und es ist so eine alte Binsenweisheit, aber der liebe Gott hat uns zwei Ohren und einen Mund gegeben, dass wir doppelt so viel zuhören als wie wir sprechen.

Und das ist … wenn du wirklich zuhörst, meine wirklich, kriegst du so viele Informationen, die sind Gold wert. Du kriegst echt viele Informationen mit.

Also, wenn du zuhörst, blende einfach alles aus und dein Kunde, der dir gegenübersitzt, ist die absolute Nummer 1. Dadurch hast du schon einmal einen immensen Vertrauensbooster und das merkt dein Gegenüber auch, ob du bei der Sache bist, halb bei der Sache oder total weg bist. Wenn dein Kunde spricht, lasse ihn zu Ende sprechen. Und wenn er zu Ende gesprochen hat, warte drei Sekunden … 21, 22, 23… Und erst dann fang anzusprechen, gebe deine Antwort, stell deine Frage. Erst dann, weil ganz häufig kommt nach dem letzten Satz des Kunden, selbst eine kurze Gedankenpause und er fügt noch etwas hinterher.

Und meist sind diese hinterher gefügten Informationen wahres Gold wert, denn da kommen viele Informationen, die dir helfen viel schneller und einfacher an den Abschluss heranzukommen. Oft sind das einfach versteckte Informationen, die du sonst nicht  bekommen hättest.

Wenn du dann anfängst zu sprechen, wenn wir das Paraphrasieren anfangen, man kennt es als Papageien-Quatschen, also das zu wiederholen, was der Gegenüber gesagt hat, nachquatschen, wie auch immer. Dabei ist wichtig, dass du das, was der Kunde gesagt hat, exakt in den Worten wiedergibst, wie der Kunde das gesagt hat, nicht wie du’s verstanden hast oder dass du‘s umformulierst, wie der Kunde es gesagt hat. Und das bringt noch einmal ein Riesenvertrauen, weil der Kunde merkt, „ah, da ist jemand, der mir zuhört, der auf meiner Seite ist“ und das bringt noch einmal ein größeres Vertrauen. Und um dem noch einmal eine Schippe draufzupacken. Wenn du paraphrasierst, also das wiederholst, was der Kunde gesagt hat, wiederhole nur das, was positiv ist.

Wenn der Kunde etwas geäußert hat, was negativ war und positiv, vielleicht zu deinem Produkt oder zu einer Situation, was deine Dienstleistung angeht, dann wiederhol nur das, was der Kunde positiv gesagt hat, damit sich das tiefer ins Bewusstsein des Kunden verankert und das Schlechte vergessen wird. Er hat es ausgesprochen, für ihn ist das okay, denn er wollte nur gesagt haben, was nicht gut läuft. Wenn du das wiederholst, trichtert sich das in sein Bewusstsein ein und es kann sein, dass dir das deinen Abschluss versaut. Also nur das wiederholen, was der Kunde positiv gesagt hat…

https://podcasts.apple.com/de/podcast/vertrauensbooster-durch-zuhoren-und-paraphrasieren-mp3/id1273593558?i=1000391576752

5.148 Gedanken zu „Vertrauensbooster durch Zuhören und paraphrasieren“

  90. It is appropriate 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 desire to suggest you some interesting things or tips.
    Perhaps you could write next articles referring to this article.
    I desire to read even more things about it!
    asmr 0mniartist

    Antworten

  93. Normally I don’t learn article on blogs, however I wish to say that this write-up very compelled me to check out
    and do it! Your writing taste has been amazed me.
    Thank you, very nice article. 0mniartist asmr

    Antworten

  96. I just like the helpful information you provide for
    your articles. I will bookmark your weblog and check again right here frequently.
    I’m reasonably sure I’ll be informed many new stuff proper
    right here! Best of luck for the next! asmr 0mniartist

    Antworten

  99. I was excited to uncover this website. I wanted to thank you for your time for this fantastic read!!
    I definitely really liked every bit of it
    and I have you saved as a favorite to check out new things on your
    site. 0mniartist asmr

    Antworten

  112. Hi, i think that i saw you visited my website so i came to “return the favor”.I am attempting to find things to improve my website!I suppose its ok to use some of your ideas!!

    Antworten

  113. Hi there, I discovered your web site by the use of Google whilst searching for a comparable topic, your site got
    here up, it seems to be great. I’ve bookmarked it in my google bookmarks.

    Hi there, just changed into aware of your weblog through
    Google, and located that it is really informative. I am gonna be careful for brussels.
    I’ll appreciate when you proceed this in future. Numerous folks will probably be benefited out of
    your writing. Cheers!

    Antworten

  119. you’re in reality a good webmaster. The site loading speed is incredible.
    It seems that you’re doing any distinctive trick. Furthermore, The contents are masterwork.
    you’ve performed a great activity on this matter!

    Antworten

  123. Hi! Do you know if they make any plugins to help
    with Search Engine Optimization? I’m trying to get my blog to rank for some targeted keywords but I’m not seeing very
    good results. If you know of any please share.

    Cheers!

    Antworten

  125. Do you mind if I quote a few of your posts as long as I provide credit and sources back to your site?
    My website is in the very same area of interest as yours and my visitors would truly benefit from
    a lot of the information you provide here. Please let me know if this okay with you.
    Thanks a lot!

    Antworten

  126. It is appropriate 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 wish to
    suggest you few interesting things or suggestions. Perhaps you can write next articles referring to this article.

    I want to read even more things about it!

    Antworten
  133. Pingback: tinder site

  142. scoliosis
    Someone necessarily help to make severely articles I’d state.
    That is the very first time I frequented your website page and thus far?
    I amazed with the research you made to create this actual publish extraordinary.
    Great process! scoliosis

    Antworten

  147. free dating sites
    Simply desire to say your article is as surprising.

    The clarity in your post is simply excellent
    and i can assume you’re an expert on this subject.
    Fine with your permission let me to grab your RSS feed to keep up to
    date with forthcoming post. Thanks a million and please continue the
    gratifying work. free dating sites

    Antworten

  148. scoliosis
    Hey just wanted to give you a quick heads up and let you know a few of the pictures aren’t
    loading correctly. I’m not sure why but I think its a linking issue.

    I’ve tried it in two different internet browsers and both show the
    same results. scoliosis

    Antworten

  192. Hi there! I know this is kinda off topic however I’d figured I’d ask.
    Would you be interested in exchanging links or maybe guest authoring a blog article or vice-versa?
    My blog goes over a lot of the same topics as yours and I
    believe we could greatly benefit from each other.

    If you might be interested feel free to shoot me an email.
    I look forward to hearing from you! Great blog by the way!

    Antworten

  193. I do not know whether it’s just me or if everybody else encountering issues with your site.
    It appears like some of the text on your content are running off the screen. Can somebody else please comment and
    let me know if this is happening to them as well? This may be a issue with my browser because I’ve had
    this happen previously. Many thanks

    Antworten

  235. I think that is one of the most significant info for me.
    And i’m satisfied reading your article. However want to
    commentary on some normal issues, The web site taste is
    wonderful, the articles is in reality excellent : D.
    Just right task, cheers

    Antworten

  240. Admiring the time and effort you put into your blog and detailed information you offer.
    It’s great to come across a blog every once
    in a while that isn’t the same unwanted rehashed
    material. Excellent read! I’ve bookmarked your site
    and I’m adding your RSS feeds to my Google account.

    Antworten

  257. TAKipçi SATIN AL
    Organik takipçi satın al işlemi ile instagram sayfalarınızı büyütebilirsiniz.
    Bunun için size sunulan instagram takipçi satın al seçeneklerini incelemenizi tavsiye ederiz.
    Seçenekler arasında Türk takipçi veya instagram düşmeyen takipçi satın al imkanı
    mevcuttur.

    Sayfanızı büyütebilmek için en iyi seçenek TAKipçi SATIN AL işlemidir.

    Antworten
  337. Pingback: cialis india price
  340. Pingback: viagra and dapoxetine

  344. Hi, I do think this is an excellent web site. I stumbledupon it 😉
    I may revisit once again since i have book-marked it.
    Money and freedom is the best way to change, may you
    be rich and continue to help others.

    Antworten

  352. I have been browsing online more than three hours today, yet I never found any
    interesting article like yours. It is pretty worth enough for me.

    In my view, if all web owners and bloggers made good content as you did, the internet will be a
    lot more useful than ever before.

    Antworten

  355. It is 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 few interesting things or suggestions.
    Perhaps you could write next articles referring to this article.
    I wish to read even more things about it!

    Antworten

  357. It is appropriate time to make a few plans for the future
    and it is time to be happy. I’ve read this publish and if I may just I wish to recommend you few fascinating things or suggestions.
    Perhaps you could write next articles relating to this article.
    I wish to read more things approximately it!

    Antworten

  369. I will right away take hold of your rss as I can’t in finding
    your email subscription link or e-newsletter service. Do you have any?
    Please let me know so that I may just subscribe.

    Thanks.

    Antworten

  370. Hello! I’ve been reading your web site for some time now and finally got the bravery to go ahead and give you a shout out from Kingwood Tx!
    Just wanted to say keep up the good job!

    Antworten

  372. I’ve been surfing on-line more than 3 hours these
    days, yet I never found any attention-grabbing article like yours.
    It is beautiful worth sufficient for me. Personally, if all website owners and bloggers made excellent content as you
    did, the net will likely be much more useful than ever
    before.

    Antworten

  373. I’ve been surfing on-line greater than 3 hours lately,
    yet I by no means discovered any fascinating article like yours.
    It’s beautiful worth sufficient for me.

    Personally, if all webmasters and bloggers
    made just right content as you did, the web shall be a lot more helpful than ever
    before.

    Antworten

  378. I will immediately snatch your rss as I can not find your email subscription link or e-newsletter service.
    Do you have any? Kindly let me understand so that I could
    subscribe. Thanks.

    Antworten

  381. It is perfect time to make some plans for the long run and it’s time to be happy.

    I’ve learn this put up and if I could I want to counsel you
    some fascinating issues or tips. Maybe you could write subsequent articles referring to this article.
    I desire to learn even more issues about it!

    Antworten

  385. Hello! This is kind of off topic but I need some guidance
    from an established blog. Is it hard to set up your own blog?
    I’m not very techincal but I can figure things out pretty fast.
    I’m thinking about making my own but I’m not sure where to start.
    Do you have any ideas or suggestions? Appreciate it

    Antworten

  386. Hello, i read your blog occasionally and i own a similar one
    and i was just curious if you get a lot of
    spam responses? If so how do you reduce it, any plugin or
    anything you can advise? I get so much lately it’s
    driving me mad so any support is very much appreciated.

    Antworten

  398. I have been browsing online more than 2 hours today, yet I never found any
    interesting article like yours. It’s pretty
    worth enough for me. In my view, if all webmasters and bloggers made good content as
    you did, the web will be a lot more useful than ever before.

    Antworten

  400. It is perfect time to make some plans for the future and it’s time to be happy.
    I have read this post and if I could I wish to suggest
    you some interesting things or suggestions. Perhaps you could write next articles referring to this article.
    I desire to read more things about it!

    Antworten

  401. Woah! I’m really enjoying the template/theme of this blog.
    It’s simple, yet effective. A lot of times it’s very difficult to get
    that „perfect balance“ between usability and visual appearance.

    I must say that you’ve done a amazing job with this.
    In addition, the blog loads very fast for me on Opera.

    Superb Blog!

    Antworten

  416. I’ve been surfing on-line more than three hours lately, but I by no means found any
    interesting article like yours. It’s pretty worth
    sufficient for me. In my opinion, if all website owners and
    bloggers made just right content as you probably did, the web shall
    be much more useful than ever before.

    Antworten

  417. It’s the best 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 advice. Perhaps you could write next articles referring to this article.
    I desire to read even more things about it!

    Antworten

  424. I’ll immediately seize your rss as I can’t to find your email subscription hyperlink or e-newsletter service.
    Do you have any? Kindly allow me understand in order that
    I may subscribe. Thanks.

    Antworten

  435. Hey! Someone in my Facebook group shared this site with us so I came to take a look.
    I’m definitely loving the information. I’m bookmarking and will be tweeting this to my followers!
    Excellent blog and wonderful design and style.

    Antworten

  442. Greetings, I do think your web site could possibly be having browser compatibility problems.
    When I look at your web site in Safari, it looks fine but when opening in Internet Explorer,
    it has some overlapping issues. I simply wanted to provide you with a
    quick heads up! Aside from that, great site!

    Antworten

  443. Thank you a bunch for sharing this with all of us you really realize what you’re talking approximately!
    Bookmarked. Kindly also visit my website =). We may have
    a hyperlink change contract among us

    Antworten

  449. Greetings! I’ve been following your web site for some time now and finally got the courage to go ahead and give you a shout
    out from Huffman Tx! Just wanted to say keep up the fantastic job!

    Antworten

  450. Thanks for your publication on the traveling industry. I will also like to include that if your senior considering traveling, it can be absolutely essential that you buy travel cover for seniors. When traveling, elderly people are at greatest risk of experiencing a health care emergency. Obtaining the right insurance policy package for your age group can safeguard your health and provide you with peace of mind.

    Antworten

  452. Its like you read my thoughts! You appear to know a lot approximately this,
    like you wrote the book in it or something. I believe that
    you simply could do with some % to power
    the message home a little bit, however other than that,
    that is excellent blog. A great read. I will certainly be back.

    Antworten
  457. Pingback: voltaren gel side effects

  468. Have you ever considered publishing an ebook or guest
    authoring on other websites? I have a blog based upon on the same topics you discuss and would really like to have you share some stories/information. I know my visitors would enjoy your work.
    If you are even remotely interested, feel free to send me an email.

    Antworten

  470. Hi would you mind sharing which blog platform you’re using?
    I’m going to start my own blog in the near future but I’m having a hard time choosing between BlogEngine/Wordpress/B2evolution and Drupal.
    The reason I ask is because your design and style
    seems different then most blogs and I’m looking for something
    unique. P.S Apologies for getting off-topic but I
    had to ask!

    Antworten

  471. I’ve been browsing online more than 2 hours today, yet I never found any interesting article like
    yours. It’s pretty worth enough for me. Personally,
    if all site owners and bloggers made good content as you did,
    the web will be a lot more useful than ever before.

    Antworten

  473. I’ve been surfing online more than three
    hours nowadays, yet I by no means found any attention-grabbing article like
    yours. It’s beautiful worth enough for
    me. In my view, if all webmasters and bloggers made excellent content material as you did, the web might be a lot more useful than ever before.

    Antworten

  476. Hi, Neat post. There is a problem together with
    your website in web explorer, would test this?
    IE still is the marketplace leader and a good part of folks will omit your great writing because of this problem.

    Antworten

  498. I’ve been surfing on-line more than 3 hours these days,
    but I by no means discovered any attention-grabbing article like yours.

    It’s beautiful price sufficient for me. Personally, if all web owners and bloggers made good content material as you did, the web can be
    much more helpful than ever before.

    Antworten

  509. Hey there just wanted to give you a quick heads
    up. The words in your article seem to be running off the screen in Internet explorer.
    I’m not sure if this is a format issue or something to
    do with internet browser compatibility but I thought I’d post to let you know.
    The design and style look great though! Hope you get the issue solved soon. Thanks

    Antworten

  512. I really love your website.. Pleasant colors & theme. Did you make this amazing site yourself?
    Please reply back as I’m planning to create my very own website and would like to know where you got this from or
    what the theme is called. Cheers!

    Antworten

  514. Somebody necessarily help to make critically posts I might state.
    That is the first time I frequented your web page and up to now?
    I amazed with the research you made to make this actual
    submit amazing. Great job!

    Antworten
  515. Pingback: acyclovir 400 mg cost
  519. Pingback: erythromycin ointment eye

  525. I simply could not go away your site before suggesting that I really loved
    the usual info an individual supply on your guests?

    Is going to be again steadily in order to check up on new posts

    Antworten

  530. Hi there! This blog post could not be written any better!
    Going through this post reminds me of my previous roommate!
    He continually kept talking about this. I will forward this information to him.
    Pretty sure he will have a good read. I appreciate you for sharing!

    Antworten

  534. Greetings from Ohio! I’m bored to tears at work so I decided
    to check out your site on my iphone during lunch break.
    I enjoy the information you present here and can’t
    wait to take a look when I get home. I’m shocked at how quick
    your blog loaded on my cell phone .. I’m not even using WIFI, just 3G ..
    Anyways, very good blog!

    Antworten

  539. Hello, Neat post. There is a problem together with your website in web explorer, would test this… IE still is the marketplace leader and a good section of folks will pass over your great writing because of this problem.

    Antworten

  540. Howdy! Someone in my Myspace group shared this
    site with us so I came to take a look. I’m definitely loving the information. I’m book-marking and will
    be tweeting this to my followers! Fantastic blog and excellent style and design.

    Antworten

  550. It is perfect time to make a few plans for the long run and it is time to
    be happy. I’ve learn this put up and if I could I wish to recommend you some attention-grabbing issues or tips.
    Perhaps you can write subsequent articles regarding this article.

    I desire to read more things approximately it!

    Antworten

  554. Woah! I’m really loving the template/theme of this
    website. It’s simple, yet effective. A lot of times it’s very difficult to get that „perfect balance“ between superb usability and appearance.
    I must say you have done a amazing job with this. Also,
    the blog loads super quick for me on Firefox. Excellent Blog!

    Antworten

  565. It’s 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

  566. Hello would you mind sharing which blog platform you’re using?
    I’m looking to start my own blog soon but I’m having a difficult time deciding between BlogEngine/Wordpress/B2evolution and Drupal.
    The reason I ask is because your layout seems different then most blogs
    and I’m looking for something completely unique. P.S Apologies for getting
    off-topic but I had to ask!

    Antworten

  569. I just couldn’t leave your site prior to suggesting that
    I really enjoyed the usual information a person provide to your guests?
    Is going to be again incessantly to check up on new posts

    Antworten
  573. <