Herramientas básicas de la caja del vendedor

Herramienta 11: Deja que el cliente pinte su cuadro.

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¿Qué es?

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Nosotros:

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¿Cuál es su objetivo?

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DATO CURIOSO:

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Aplicaciones prácticas

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1. Explora sus preferencias haciendo preguntas abiertas Cuéntame:

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2. Invítalo a imaginar poniendo un referente previo conforme a lo que has detectado en sus conversaciones

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No pierdas más tiempo, ¡es momento de poner en práctica lo aprendido!

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Herramientas básicas de la caja del vendedor

Herramienta 11: Deja que el cliente pinte su cuadro.

¿Qué es?

Es una herramienta que consiste en promover que el cliente visualice y describa su experiencia de viaje ideal.

Nosotros:

No imponemos una visión.

Actuamos como guía para ayudar al cliente a definir su idea.

¿Cuál es su objetivo?

Comprender qué quiere el cliente a través de lo que expresa.

DATO CURIOSO:

De nuevo, esta herramienta tiene su raíz en la hermenéutica.

Como vendedor tengo que meterme en la cabeza del cliente para interpretar qué es lo que quiere.

Aplicaciones prácticas

1. Explora sus preferencias haciendo preguntas abiertas Cuéntame:

¿Cómo te imaginas tu viaje de ensueño? ¿Qué te gustaría hacer y ver?

.

.

2. Invítalo a imaginar poniendo un referente previo conforme a lo que has detectado en sus conversaciones

Hace poquito me comentaste que estás interesado en tener una escapada romántica, llena de aventuras, en un ambiente natural...

.

.

No pierdas más tiempo, ¡es momento de poner en práctica lo aprendido!