Earth-Kind Rose Trials – Identifying the World's Strongest, Most
It is not the strongest of the species that survive, nor the most intelligent, but the one most...
Transcript of It is not the strongest of the species that survive, nor the most intelligent, but the one most...
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It is not the strongest of the species that survive, nor the most intelligent, but the one most responsive to change.
- Charles Darwin
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OTIMISMO!CRIATIVIDADE!COMPETÊNCIA!
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MKT DIRETOQUAL O RESULTADO DE UMA MALA DIRETA???
O CASE RICHARDS:
ENVIARAM 3.000 MALAS DIRETAS Personalizadas
Assinadas uma a uma pela equipe de vendas Endereços escritos a mão
Selos de verdade no lugar de carimbos Mensagens personalizadas
Gastaram com Correio, envelopes e papel = R$ 1.125,00
O resultado:
438 clientes vieram e gastaram R$ 313.000,00 Uh! Uh!
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Três atitudes:Chegar antes – Estudo - Coragem
Três atitudes:Chegar antes – Estudo - Coragem
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Um canil em Nova Jersey que trabalha com hospedagem para cães:
Abordagem: Teremos o maior prazer do mundo em ir pegar sua cachorrinha aí e entregá-la quando vocês
retornarem
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Um pequeno restaurante em Itápolis interior de SP. Faz muitas empresas se sentirem pequenas...
UM SHOW DE RESTAURANTE
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PRÊMIO MELHOR LANCHE E MILK SHAKE DE SÃO PAULO
HAMBURGINHO LANCHES
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TRABALHO PRÁTICO
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AJUDANDO A CLIENTE A VENDER MAIS!
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VOCÊ QUER AUMENTAR SUAS VENDAS EM 500%?
Essa idéia fez um vendedor passar do 92º para o 1º lugar !!!
Quando ele alcançou o sucesso e deixou de praticá-la, ele voltou a não
vender
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DATA VISITA ENTREVISTA PENDENTE SEM INT.QUANT.
CONTRATOSVALOR DIA R$
VALOR MÉDIO
1/10
2/10
3/10
Resumo 13 7 2 2 3 1.800,00 600,00
463
21
1
11-
-
1
12-
1.000,00800,00-
1.000,00400,00-
4
O PODER DAS ANOTAÇÕES EM VENDAS
“CADERNINHO”
POR CONTRATO+ ou –
50%+ ou – 50%
Imagine se você tiver os dados daSemana, mês, ano...
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Você, sempre causa uma das duas imagens:
a) Tirador de pedidos
b) Orientador
“Você nunca terá uma 2º chance de causar uma 1ª boa impressão”
“O mundo trata e paga melhor quem se veste bem”
“O traje não faz o homem, mas faz 90% do que se pensa sobre ele”
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R$ 1.300.000,00 extras no faturamento da empresa.
Negativa: Vai quanto hoje chefe?
Positiva: Completo o tanque?
$ Rendeu 13% de aumento nas vendas
X 48 postos de combustível =
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“Contra fatos não há argumentos” Sabedoria popular
“Os fatos provam, mas o ENTUSIASMO convence” César Frazão
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Fato: Muitos ítensProblema:Venda de poucos ítens e no máximo em 10 min.Solução: Entrar já com o pedido adiantado (baseado nas compras anteriores). O tempo de venda caiu para 5min. Sobrando ainda 5min. Para vender outros ítens!!!Resultado: Aumento de 15 para 18 ítens em médiaResultado global: O vendedor produzia R$ 80.000,00 aumento seu faturamento em R$ 6.700,00 que multiplicado por 70 vendedores que aderiram, representou um aumento de R$ 5.600.000,00 ao ano!
Empresa do ramo bebidas
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Empresa Produto-Serviço
Kopenhagen Chocolates PRESENTESVictor Hugo Bolsas SUCESSONestlé Alimentos TRADIÇÃO
Unimed Planos Saúde CONFIANÇA Black e Decker Ferramentas RAPIDEZ Semp Toshiba Televisores CREDIBILIDADEPatriani Eventos Palestras FUTURO,…
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E DAÍ?
ISSOSIGNIFICA
QUE...
CARACTERÍSTICAS BENEFÍCIOS
A MELHOR TÉCNICA DE APRESENTAÇÃO DO MUNDO:
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Divisão: agrícola e veterinária
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$?
CARACTERÍSTICAS BENEFÍCIOS
• -• -• -• -• -• -
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Duas perguntas mais importantes do mundo
para superar objeções:
Se eu encontrar uma solução...
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2 segredos dos campeões!
1-Ouvir atentamente
2-Ter empatia
3-Devolver em pergunta
4-Responder *
5-Ir para o fechamento
I- Praticar exercício com
objeções e respostas
II- Estudar até dominar
todas elas
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É CARO!
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A GRANDE DIFERENÇA ENTRE
VALOR X PREÇO
Cuidado com a guerrade preços!!!
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PREÇOS BAIXOS
VALOR AGREGADO
POSICIONAMENTO
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Preço baixo muitas vezes é
entendido como:
baixa qualidade.
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1- Você gostaria de ser operado por um médico que oferece descontos?
2- Você usa a roupa mais barata que existe?3- Caro comparado a que?4- Quer um barato ou um que funcione?5- Quanto vale sua empresa? Seu futuro? Uma vida mais
feliz?6- O sr. me venderia o seu por……?7- As coisas baratas raramente são boas e as boas não são
baratas...8- Sr. Não existe mágica, se for barato demais desconfie9- Quem compra o mais barato acaba pagando mais caro…10- Não é o mais barato nem o mais caro é o valor justo pela
qualidade
10 AÇÕES PARA VENDER SEM DESCONTOS
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Livro:“Seu cliente pode pagar mais”Editora: Fundamento
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COMPORTAMENTO DO CONSUMIDOR FATORES QUE O CLIENTE LEVA EM CONSIDERAÇÃO NO MOMENTO DA
COMPRA:1- VOCÊ2- MARCA3- ESTILO/BENEFÍCIO4- QUALIDADE5- RAPIDEZ/CONVENIÊNCIA ***6- PREÇO
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4 PALAVRAS QUE AJUDARÃO A VENDER SEM DAR DESCONTOS
MAS RARAMENTE SÃO UTILIZADAS...
1º OBRIGADO2º COM LICENÇA 3º POR FAVOR4º DESCULPA
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ENERGIA ELÉTRICA NA Nova Zelandia
Energia elétrica é tudo igual…Mas o nosso 0800 funciona quando o sr. liga!
A solução é inovar e não ser criativo…
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•Quando o cliente disser:
_ O seu custa mais…
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_NÃO CUSTA MAIS,
VALE MAIS!!!
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COMO VENDER UM PRODUTO PARECIDO COM O DO
CONCORRENTE POR UM PREÇO MAIS ALTO???
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na sua empresa é assim?
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VOU DAR UMA VOLTINHA E JÁ
VOLTO…
VOU PENSAR ME LIGA AMANHÃ…
O vendedor…O cliente diz:
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Lição doespetacular
vendedor ambulante
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“Para os campeões em vendas não
existe o amanhã”
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=14 =59
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UMA TÉCNICA POTENTE, A ARMA MAIS IMPORTANTE QUE NÃO PODE FALTAR NO
ARSENAL DE UM VENDEDOR.
Nada vende mais que um caso, uma história verdadeira.1/14
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$2/14
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O que você vende
?
?
Prazer de ganhar
Medo de perder3/14
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VANTAGENS VANTAGENS EM COMPRAR EM NÃO COMPRAR
4/14
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6/14
--------------------
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8/14
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Qualidade
Inadimplência
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Aos 35 anos de idade verdadeiro fracassado, tendo sido demitido de mais de 40 empregos
O segredo:*Forte
relacionamento com muita disposição
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Fica 5 vezes mais barato fidelizar do que sair à procura
de novos Clientes.
Peter Drucker
Cuide de seu cliente!
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PENSAMENTO COMPORTAMENTOSENTIMENTO RESULTADO
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QUADROS DE VENDAS
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COMO AUMENTAR DE 34% PARA MAIS DE 60% A
QUANTIDADE DE VENDEDORES QUE
ATIGEM METAS?
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RESULTADO:Pulou de 34%
para 65% o número de vendedores que atingiram metas!
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…É PRECISO ESTAR COMPROMETIDO COM A
CAUSA!
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Resultados Bons
Valores Positivos
Resultados Bons
Valores Podres
Resultados Ruins
Valores Ruins
Resultados Ruins
Valores Positivos
O Vendedor / Funcionário que não se encaixa mais…
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Verdades, Mitos & Mentiras em Vendas
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NÃO EXISTE MAIS ESPAÇO PARA ESTES DOIS ERROS COMUNS HOJE EM DIA...
Encontrar desculpas para os fracassos
Vergonha de ser vendedor:“Ser ou Estar vendedor...”
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Antes de finalizar...Uma das primeiras coisas para o Sucesso
em vendas é o conhecimento!!!!
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... AINDA HÁ ESPERANÇA???
É POSSÍVEL FICAR RICO VENDENDO???
Poupar R$ 155,00 mês = R$ 4,90 dia
x 35 anos = R$ 64.540,00
Juros R$ 435.460,00
Total R$ 500.000,00
“
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Lembre-se:O que garantirá o seu SUCESSO, será
você colocar o conhecimento em prática.
VOCÊ PODE TER ACESSO A ESTES E OUTROS ASSUNTOS:
a) Nos meus livros e vídeos
b) Em sua empresa!
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Agora é a Vez de vocês darem um Agora é a Vez de vocês darem um
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Não desista, se as coisas derem errado. Tente fazer mais uma vez, só que de uma maneira diferente, até alcançar o resultado desejado! Thomas Edison
Se você pensa que pode ou pensa que não pode de qualquer maneira, você está certo, pois só depende de você!
Henry Ford
Tá esperando o que? Vamos lá… Uh!Uh! César Frazão
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NOSSO GRITO DE GUERRA...