Heute möchte ich euch einen sehr guten Tipp an die Hand geben.
Damit du deinen Fokus auf deine Stärken im Verkaufsgespräch mit Kunden, in deinen Präsentationen vor einem Einkaufsgremium und den Verhandlungen mit deinem Geschäftspartner setzt.
Damit du immer super motiviert bist neue Abschlüsse zu tätigen
Damit du immer den Mut behältst weiter Neukundenakquise zu betreiben
Das Gute an diesem Tipp ist, dass du dich darauf fokussiert, was du schon gut in deinem Verkaufsgespräch umsetzt.
Das Gute ist, du denkst bei dem Tipp darüber nach wie und was du verbessern kannst, um mehr Abschlüsse zu generieren.
Somit kannst du dein Verkaufsniveau massiv erhöhen.
Doch, wie läuft es im Alltag ab?
Die meisten Verkäufer sehen, dass was im Verkaufsgespräch schlecht gelaufen ist.
Die meisten Verkäufer gehen aus dem Verkaufsgespräch heraus und führen einen inneren Dialog wie etwa folgender:
„Ich habe schlecht präsentiert.“
„Ich habe zu viel Rabatt gegeben.“
„Ich habe mit zu wenig Nachdruck verhandelt.“
Eine schöne, richtige Selbstzerstörung! Demotivation pur……
Diese Liste würde sich endlos fortführen lassen, du hättest mit Sicherheit auch einige gute Beispiele, die man hinzufügen könnte.
Damit ist die Negativspirale in Gang gesetzt und der Fokus des Verkäufers auf seine Schwächen und all das was nicht so gut funktioniert.
Findest du dich da in einer Form auch wieder?
Wenn du nach so einem oder mehreren inneren Dialogen noch die Wende bekommst um dich selbst zu motivieren finde ich das beachtlich.
Doch in der Realität sieht es anders aus
Was sollte ich jetzt tun?
Ich bin kein Fan davon jetzt an seinen Schwächen zuarbeiten. Das bringt in meinen Augen überhaupt nix.
Um es kurz zu sagen: Viel zu aufwendig und kostet viel zu Kraft.
Dann eher seine „Stärken stärken“ und darauf fokussieren was man besser machen kann.
Ich habe den Tipp selber von einem Trainer bekommen, ich glaube es war von der Ikone „Brian Tracy“ und ich finde ihn Gold wert.
Er funktioniert folgendermaßen:
Du besorgst dir ein schönes Notizbuch. Zur Not tut es auch dein Smartphone.
Nach jedem Gespräch, jeder Präsentation, jeden Kundentermin beantwortest du dir zwei Fragen.
1.) Was war gut?
Super simpel, aber super effektiv. Du richtest damit deinen Fokus auf all das was gut gelaufen ist. Du richtest damit deinen Blick auf deine Stärken im Verkauf, vielleicht das du das Produkt in den Vorteilen präsentiert hast oder das weniger Rabatt gegeben hast.
Hier schlage dir auch vor, dass du es zusätzlich mit Argumenten untermauerst. Damit es sich noch tiefer in dein unbewusste brennt
Z.B. bei der Produktpräsentation, dass du die Vorteile des Produktes genannt hast, die dem Kunden aus der Bedarfsanalyse wichtig sind, er diese auch erkannt und zugestimmt hat das diese Punkte erfüllt sind.
2.) Was muss ich besser machen?
Die Frage richtet sich auf das was du verbessern möchtest und vor allem kannst.
Das macht sie so extrem Lösungsorientiert. Du hast damit einen ganz anderen Focus.
Du bist schon gedanklich dabei zu überlegen wie du es beim nächsten besser machen kannst.
Du bist auch dabei zu sortieren was du alles benötigst um es besser
Was mich einfach so daran fasziniert ist, dass man dadurch kurz- und langfristig seine Verkäuferischen Fähigkeiten auf ein ganz anderes Niveau hebt.
Allein nur deswegen das man sich regelmäßig fragt, was muss besser gemacht werden muss.
Wie baue ich jetzt mein Notizbuch auf?
Am besten baust du es im Notizbuch folgendermaßen auf:
Datum, Gesprächspartner und in Stichworten um was es in dem Termin mit dem Kunden ging.
Zum Beispiel die Platzierung von neuen Produkten oder das die Preise sich ab dem nächsten Quartal erhöhen. Damit auch später immer genau weißt was für ein Verkaufsgespräch es gewesen ist.
Anschließend, ganz klar die beiden Fragen. „Was war gut?“ und Was muss ich besser machen.“
Jetzt, schaue regelmäßig deine Notizen an……
….etwa ein bis zweimal im Monat
- a) freue dich über deine Erfolge und Ergebnisse, die du erzielt hast (eignet sich auch super wenn man mal ein Tief im Verkauf hat) und
- b) reflektiere was du noch verbessern kannst.
Suche anschließend gezielt nach Informationen im Internet, lese ein Buch zu dem Thema was dich beschäftigt oder besuche ein Seminar.
Was du auch tun kannst ist, sich mit anderen Verkäufern treffen um eine Mastermind – Gruppe zu gründen um sich gegenseitig zu neuen Erfolgen zubringen.
https://m.youtube.com/watch?v=HytNIMeHTA8
Probiere es einfach und gebe mir ein Feedback und folge meinem Youtubekanal :
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