Was verstehst du unter…. – sogenannte Weltfragen!

Allgemein

Was verstehst du unter einer guten Lage?
Hi, lieber Freund des Verkaufs, ich bin’s wieder Oliver.
Heute mal aus dem heimischen Wohnzimmer und leicht belegter Stimme. Die Stimme liegt einfach daran, dass mein Sohn vor ein paar Tagen einen kleinen Schnupfen hatte. Den hatte er exakt einen Tag, hat sich gesund geschlafen und war danach wieder topfit. Und ich habe jetzt seit ein paar Tagen eine schlechte Stimme. Ich glaube, die wird mich noch ein wenig begleiten. Nichtsdestotrotz: Heute möchte ich mit dir über sogenannte Weltfragen sprechen. Was sind Weltfragen? Das sind Fragen, wo du Dinge hinterfragst, die für dich nicht ganz bestimmt sind. Das sind sogenannte nicht bestimmte Hauptwörter. Gute Lage beziehungsweise das Wort Lage ist ein Wort, was du nicht greifen kannst. Hingegen kannst du das Wort Tisch greifen, das ist ein bestimmtes Hauptwort. Da weiß gleich jeder, was gemeint ist: ein Tisch, vier Beine, Platte drauf fertig.
Die Lage, die gute Lage kann nicht jeder greifen. Wenn ich dich jetzt fragen würde, was du mit guter Lage meinst, wirst du mit Sicherheit etwas ganz anderes sagen, als wie ich es meine. Für mich ist zum Beispiel eine gute Lage Stadtmitte, ein bisschen Grün drum herum, am besten ein Park, gute Einkaufsmöglichkeiten, das eine oder andere Café um die Ecke, Kita in der Nähe und muss gute Einkaufsmöglichkeiten haben. Wenn ich dich jetzt Frage wirst du vielleicht sagen, sollte Stadtrand sein, Grün gelegen, nicht so viel Nachbarschaft, das mag ich nicht, weil es macht oft ärger und sollte einen Supermarkt in der Nähe haben.
Wie du siehst, du hast total unterschiedliche Antworten bekommen und so ist auch die Bandbreite, wenn du über unbestimmte Hauptwörter fragst. Jedes Mal, wenn du ein unbestimmtes Hauptwort, also ein nicht greifbares Wort von deinem Kunden hörst, hinterfrage das. Du solltest bei dir so eine Alarmleuchte installieren. Jedes Mal, wenn du so ein unbestimmtes Hauptwort hörst, dass du nachfragst.
„Jetzt haben Sie mir gesagt, lieber Kunde, dass Sie wichtig finden, dass das Objekt eine gute Lage hat, was meinen Sie mit guter Lage?“ Oder wenn du Finanzen verkaufst, wenn dein Kunde dir sagt, es sollte eine gute Rendite haben. „Was ist eine gute Rendite?“ Da versteht jeder etwas anderes drunter. Jeder … der eine sagt, eine gute Rendite ist, wenn ich 4 % oder 5 % habe. Der nächste meint, 4 %, 5 % sind wenig, ich brauche mindestens 8 % oder 10 %. Und der nächste sagt, ich brauche 12 % oder 14 % für eine gute Rendite. Und so ist die Bandbreite dieser unbestimmten Hauptwörter immens.
Also, mache dir zur Aufgabe, jedes Mal, wenn du ein unbestimmtes Hauptwort hörst, das zu hinterfragen, weil dann weißt du ganz genau, was dein Kunde meint und es macht dir es ja auch einfacher, anschließend dein Produkt anzubieten und dann auch zu verkaufen, weil du dann etwas anderes anbietest, als wie dein Kunde meint und dein Kunde ist hier… kommt ihr nicht zusammen. Also, hinterfrage unbestimmte Hauptwörter, um schneller und leichter ans Ziel zu kommen.
Gebe mir ein Feedback zu, wie es dir gefallen hat, sage mir auch, wie ich dir beim Verkaufen, beim Verhandeln helfen kann, like und teile diesen Kanal und wünsche dir viel Spaß beim Verkaufen.

Der Link zum Podcast
https://podcasts.apple.com/de/podcast/der-nicht-verk%C3%A4ufer-mit-oliver-busch/id1273593558?i=1000391531069

13.184 Gedanken zu „Was verstehst du unter…. – sogenannte Weltfragen!“

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