Primeros pasos

Mini-curso: Prospección de clientes Microcápsula 3

Recordemos:

[{"selector":"#anim-52b7a4fc-17bc-4b7d-b8ee-411b2113e21a","keyframes":{"opacity":[0,1]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] [{"selector":"#anim-e61af027-fad0-4177-86b8-399fc0c562ee","keyframes":{"transform":["translate3d(-116.88742%, 0px, 0)","translate3d(0px, 0px, 0)"]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] [{"selector":"#anim-195bd866-cd17-4e62-a91d-2e349a33a212","keyframes":{"opacity":[0,1]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] [{"selector":"#anim-358a87cd-b6e7-45e6-9d4a-a10896967df4","keyframes":{"transform":["translate3d(-133.54431%, 0px, 0)","translate3d(0px, 0px, 0)"]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] [{"selector":"#anim-cfa74d20-e01c-4d7a-a9c1-164f0967eab4","keyframes":{"opacity":[0,1]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] [{"selector":"#anim-f6d31255-7062-4e25-bec2-05dbd572f177","keyframes":{"transform":["translate3d(-116.50485%, 0px, 0)","translate3d(0px, 0px, 0)"]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] [{"selector":"#anim-ea62e2ac-0f06-4d21-a2b4-c8fa65da9d0e","keyframes":{"opacity":[0,1]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] [{"selector":"#anim-a37def8b-73af-4a9d-9b14-3a805a75b5f7","keyframes":{"transform":["translate3d(-307.4073%, 0px, 0)","translate3d(0px, 0px, 0)"]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] [{"selector":"#anim-99044860-e96f-4675-bd9b-ca9e377f4889","keyframes":{"opacity":[0,1]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] [{"selector":"#anim-dd4cefd5-fc23-4ea9-b12d-62c42c422fd8","keyframes":{"transform":["translate3d(-117.28813%, 0px, 0)","translate3d(0px, 0px, 0)"]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] [{"selector":"#anim-e892e8f6-011e-4b26-885e-4e6a01a63e6c","keyframes":{"opacity":[0,1]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] [{"selector":"#anim-a85017d1-fb62-488a-a9b5-f1ca47ca72fa","keyframes":{"transform":["translate3d(-127.14285%, 0px, 0)","translate3d(0px, 0px, 0)"]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] [{"selector":"#anim-4b14d667-108a-4581-91fe-f7ba69971d18","keyframes":{"opacity":[0,1]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] [{"selector":"#anim-39e34c20-35e0-40b8-b486-30f6e435974e","keyframes":{"transform":["translate3d(-307.4073%, 0px, 0)","translate3d(0px, 0px, 0)"]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] [{"selector":"#anim-76e2d3bd-0e3c-42f9-9ce2-b8328eda94dc","keyframes":{"opacity":[0,1]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] [{"selector":"#anim-ba7bd55a-18f5-4a30-a0d8-58814718bc61","keyframes":{"transform":["translate3d(-307.4073%, 0px, 0)","translate3d(0px, 0px, 0)"]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] [{"selector":"#anim-e0cfd8cc-8953-4465-9f29-531cc5343a26","keyframes":{"opacity":[0,1]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] [{"selector":"#anim-220f2af2-3072-476e-8073-2010f0f36731","keyframes":{"transform":["translate3d(-307.4073%, 0px, 0)","translate3d(0px, 0px, 0)"]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] [{"selector":"#anim-20154d06-ff05-4271-980b-5bddf1ba8736","keyframes":{"opacity":[0,1]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] [{"selector":"#anim-2523ef52-a4d6-4078-b11a-1c03e51b1788","keyframes":{"transform":["translate3d(-307.4073%, 0px, 0)","translate3d(0px, 0px, 0)"]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] La importancia de la prospección de clientes radica en la posibilidad que abre para incrementar la cobertura del territorio, generar nuevas oportunidades de venta, reducir la dependencia de pocos clientes y fortalecer la fidelidad comercial. Para lograr este proceso, es importante que desarrolles algunas competencias como: Habilidades de comunicación: observación, escucha activa. Constancia y seguimiento. Empatía. Organización y estructura. Enfoque en el negocio (profesional).

Para hacer una prospección adecuada, es esencial seguir los primeros pasos:

[{"selector":"#anim-97cfb033-4850-409a-b735-545253f84e23","keyframes":{"opacity":[0,1]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] [{"selector":"#anim-9960a1e0-f0b8-4ba5-bec0-2b9aa93b4de2","keyframes":{"transform":["translate3d(-116.88312%, 0px, 0)","translate3d(0px, 0px, 0)"]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] Arrow

Observa

[{"selector":"#anim-b3ebb5bb-cc1c-45da-b172-c2c579aecfb5","keyframes":{"opacity":[0,1]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] [{"selector":"#anim-2263c8f9-8ff1-4a08-afcc-c20fd836ac47","keyframes":{"transform":["translate3d(-122.60537%, 0px, 0)","translate3d(0px, 0px, 0)"]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] [{"selector":"#anim-a381314c-98f2-49ab-835e-8c88295088c5","keyframes":{"opacity":[0,1]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] [{"selector":"#anim-0c0d3aeb-0af7-4320-b0d4-99188ca0037b","keyframes":{"transform":["translate3d(-121.07143%, 0px, 0)","translate3d(0px, 0px, 0)"]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] [{"selector":"#anim-fd88aaaa-2b3b-4498-b634-e5bf26c85028","keyframes":{"opacity":[0,1]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] [{"selector":"#anim-277bbd3f-3655-4486-8b71-661a4ed0a549","keyframes":{"transform":["translate3d(-119.34426%, 0px, 0)","translate3d(0px, 0px, 0)"]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] [{"selector":"#anim-80c43ea5-269a-4f85-a648-0a51a8761ff5","keyframes":{"opacity":[0,1]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] [{"selector":"#anim-250245cd-2d25-4411-9006-b8befa5709bf","keyframes":{"transform":["translate3d(-192.18751%, 0px, 0)","translate3d(0px, 0px, 0)"]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] Antes de ofrecer, observa. Analiza el tipo de cliente, el flujo de clientes o pacientes, la exhibición y la competencia presente.

Identifica

[{"selector":"#anim-9a1a1001-93f3-4340-ac11-112c2f9b967e","keyframes":{"opacity":[0,1]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] [{"selector":"#anim-6d7d73e4-2f26-478e-8d09-aec91eed0c59","keyframes":{"transform":["translate3d(-122.60537%, 0px, 0)","translate3d(0px, 0px, 0)"]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] [{"selector":"#anim-07499270-9f48-4991-b30d-334e81498776","keyframes":{"opacity":[0,1]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] [{"selector":"#anim-475bcb50-61d1-4807-a6c5-78d163134023","keyframes":{"transform":["translate3d(-121.07143%, 0px, 0)","translate3d(0px, 0px, 0)"]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] [{"selector":"#anim-863af4ef-5ef0-4422-b9c8-8c0fff93ead1","keyframes":{"opacity":[0,1]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] [{"selector":"#anim-4d189f4b-83aa-48c3-9ae4-f0b7fdd7a31a","keyframes":{"transform":["translate3d(-119.09385%, 0px, 0)","translate3d(0px, 0px, 0)"]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] [{"selector":"#anim-dd46ecbe-c33b-4e24-bb33-19cb2f0d3f43","keyframes":{"opacity":[0,1]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] [{"selector":"#anim-6f608b9f-5624-4d4a-aa11-f7c0c3adf2b2","keyframes":{"transform":["translate3d(-192.18751%, 0px, 0)","translate3d(0px, 0px, 0)"]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] Ubica a la persona que toma decisiones. Hablar con el responsable adecuado facilita acuerdos y optimiza el tiempo.

acercamiento

[{"selector":"#anim-5925674b-1a2c-41b0-8029-b45943a0e8cb","keyframes":{"opacity":[0,1]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] [{"selector":"#anim-aafa1c4d-5b15-4119-82d8-1dbc9e746cf3","keyframes":{"transform":["translate3d(-122.60537%, 0px, 0)","translate3d(0px, 0px, 0)"]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] [{"selector":"#anim-3ee7b6bd-5b2c-48df-84d0-0f7b87216ce2","keyframes":{"opacity":[0,1]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] [{"selector":"#anim-da019c38-2460-41e5-a3df-5e686d2ce6db","keyframes":{"transform":["translate3d(-121.07143%, 0px, 0)","translate3d(0px, 0px, 0)"]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] [{"selector":"#anim-b484fd82-8bf0-43d6-aded-8a8c044b88d2","keyframes":{"opacity":[0,1]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] [{"selector":"#anim-3397646c-c160-4bfe-a13f-6a0b1e670ced","keyframes":{"transform":["translate3d(-192.18751%, 0px, 0)","translate3d(0px, 0px, 0)"]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] Preséntate de manera profesional. El objetivo es generar confianza y abrir el diálogo.

4.

[{"selector":"#anim-bf40649b-38cf-43a2-8688-09582fc47fea","keyframes":{"opacity":[0,1]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] [{"selector":"#anim-8d0ece7e-33e2-4013-a67d-7e98009c8b41","keyframes":{"transform":["translate3d(-192.18751%, 0px, 0)","translate3d(0px, 0px, 0)"]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] [{"selector":"#anim-89e60307-da8f-4b35-be4b-210eff956beb","keyframes":{"opacity":[0,1]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] [{"selector":"#anim-f70e18ed-517c-4459-b697-b28edae68229","keyframes":{"transform":["translate3d(-122.60537%, 0px, 0)","translate3d(0px, 0px, 0)"]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] [{"selector":"#anim-0fbb2b03-774a-4a99-9ee1-6c43325dfb2a","keyframes":{"opacity":[0,1]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] [{"selector":"#anim-2b081136-aec4-47c1-95c5-3187575458ef","keyframes":{"transform":["translate3d(-121.07143%, 0px, 0)","translate3d(0px, 0px, 0)"]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] [{"selector":"#anim-53676a5e-a666-4894-9fef-bd10ccdc732c","keyframes":{"opacity":[0,1]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] [{"selector":"#anim-5d764b17-17d9-455b-bb62-bd910ca36cbb","keyframes":{"transform":["translate3d(-135%, 0px, 0)","translate3d(0px, 0px, 0)"]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] [{"selector":"#anim-479ded07-e44d-421f-870b-5b1062d80ae6","keyframes":{"opacity":[0,1]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] [{"selector":"#anim-4aa3d03e-f0a6-48ea-a266-db994ed4f4c9","keyframes":{"transform":["translate3d(-431.81799%, 0px, 0)","translate3d(0px, 0px, 0)"]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] [{"selector":"#anim-e360664f-3d61-4dde-b10c-776a4a433b3c","keyframes":{"opacity":[0,1]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] [{"selector":"#anim-afeff916-689f-41e0-8720-bfc4269e4db8","keyframes":{"transform":["translate3d(-431.81799%, 0px, 0)","translate3d(0px, 0px, 0)"]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] [{"selector":"#anim-00455dd9-09f2-4709-b14a-cd9059abcced","keyframes":{"opacity":[0,1]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] [{"selector":"#anim-5818ddba-49ba-4c58-a194-0f18f1d07ac8","keyframes":{"transform":["translate3d(-431.81799%, 0px, 0)","translate3d(0px, 0px, 0)"]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] [{"selector":"#anim-3e90fe04-ea28-49e8-8f06-51ec9160a218","keyframes":{"opacity":[0,1]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] [{"selector":"#anim-45c5a022-0ce4-4706-93ee-7c48f5f8b505","keyframes":{"transform":["translate3d(-431.81799%, 0px, 0)","translate3d(0px, 0px, 0)"]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] Haz preguntas estratégicas para entender el negocio: ¿Qué productos se mueven más? ¿Qué marcas sustituyen con frecuencia? ¿Qué necesita para mejorar su rotación? ¿Qué productos se encuentran en faltante?

registro y seguimiento

[{"selector":"#anim-dd22c409-9170-4e90-b958-1255c02fa427","keyframes":{"opacity":[0,1]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] [{"selector":"#anim-d75677b5-188a-4f13-a251-9f2fccf204c4","keyframes":{"transform":["translate3d(-121.93309%, 0px, 0)","translate3d(0px, 0px, 0)"]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] [{"selector":"#anim-8fb2cc29-4ed8-4f13-a68f-d15082b7c224","keyframes":{"opacity":[0,1]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] [{"selector":"#anim-2d728d66-bc85-4448-bf19-a7762f2c42cb","keyframes":{"transform":["translate3d(-121.07143%, 0px, 0)","translate3d(0px, 0px, 0)"]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] [{"selector":"#anim-20969435-503b-4370-83b2-ac3cd88a8b4d","keyframes":{"opacity":[0,1]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] [{"selector":"#anim-86981c86-d011-48b4-9d82-f3d52034b01a","keyframes":{"transform":["translate3d(-192.18751%, 0px, 0)","translate3d(0px, 0px, 0)"]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] Documenta la información obtenida y da seguimiento oportuno. El seguimiento es clave para concretar oportunidades.

Lo has hecho muy bien.

[{"selector":"#anim-84bd098a-f72e-4b7c-b828-71404fb064c2","keyframes":[{"offset":0,"transform":"translate3d(0, -629.81068%, 0)","easing":"cubic-bezier(.5, 0, 1, 1)"},{"offset":0.29,"transform":"translate3d(0, 0%, 0)","easing":"cubic-bezier(0, 0, .5, 1)"},{"offset":0.45,"transform":"translate3d(0, -177.10276321600003%, 0)","easing":"cubic-bezier(.5, 0, 1, 1)"},{"offset":0.61,"transform":"translate3d(0, 0%, 0)","easing":"cubic-bezier(0, 0, .5, 1)"},{"offset":0.71,"transform":"translate3d(0, -60.20990100800001%, 0)","easing":"cubic-bezier(.5, 0, 1, 1)"},{"offset":0.8,"transform":"translate3d(0, 0%, 0)","easing":"cubic-bezier(0, 0, .5, 1)"},{"offset":0.85,"transform":"translate3d(0, -22.610203412000004%, 0)","easing":"cubic-bezier(.5, 0, 1, 1)"},{"offset":0.92,"transform":"translate3d(0, 0%, 0)","easing":"cubic-bezier(0, 0, .5, 1)"},{"offset":0.96,"transform":"translate3d(0, -9.825046608000001%, 0)","easing":"cubic-bezier(.5, 0, 1, 1)"},{"offset":1,"transform":"translate3d(0, 0%, 0)","easing":"cubic-bezier(0, 0, .5, 1)"}],"delay":0,"duration":600,"fill":"both"}] [{"selector":"#anim-d4a7a8e8-2669-4a93-a9de-bbcb97b3bc0f","keyframes":{"opacity":[0,1]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] [{"selector":"#anim-3cb10443-9c87-4377-87dd-94fd430798cc","keyframes":{"transform":["translate3d(-119.59459%, 0px, 0)","translate3d(0px, 0px, 0)"]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] [{"selector":"#anim-3ba683e9-476a-4616-9c7a-8116190ea173","keyframes":{"opacity":[0,1]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] [{"selector":"#anim-3b972e2f-ee57-4dd1-9381-cc0e22be1291","keyframes":{"transform":["translate3d(114.82649%, 0px, 0)","translate3d(0px, 0px, 0)"]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] [{"selector":"#anim-f4110d1b-e86f-437d-a590-d3eed127c23a","keyframes":{"opacity":[0,1]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}] [{"selector":"#anim-0268e6e2-d0d4-47f0-92f4-d1bfcc57aad1","keyframes":{"transform":["translate3d(0px, 97.34811%, 0)","translate3d(0px, 0px, 0)"]},"delay":0,"duration":600,"easing":"cubic-bezier(0.2, 0.6, 0.0, 1)","fill":"both"}]

Primeros pasos

de la prospección

Recordemos:

.

Competencias de ventas

.

.

.

.

Para hacer una prospección adecuada, es esencial seguir los primeros pasos:

Observa

el entorno de negocio

1.

Identifica

al/los responsable/s

2.

acercamiento

Haz el primer

3.

4.

Detecta

las necesidades

.

.

.

.

registro y seguimiento

Lleva un

5.

Lo has hecho muy bien.

¡Hemos terminado!