Aplicación práctica

Recuerda: El posicionamiento que toma tu cliente al relacionarse y conducirse contigo, puede decirte qué tipo de dinámica estás generando. Existen 3 tipos:

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¿Sabes cómo posicionarte correctamente?

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La respuesta larga es: Eso depende de tu cliente. Pero, para tener un proceso de ventas exitoso, debes moverte con los estadios según las necesidades de tu dinámica.

[{"selector":"#anim-add5f57a-13c7-4095-ae01-accd280814c9","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}]

Como vendedor debo actuar:

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1)","fill":"both"}] [{"selector":"#anim-5698d439-4685-4eb3-9edd-b6469be6bc35","keyframes":{"opacity":[0,1]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-382c99f4-8fbc-4c3b-ac4f-16dc43000dbe","keyframes":{"transform":["scale(0.15)","scale(1)"]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"forwards"}] [{"selector":"#anim-e088a008-059a-4667-ba69-cb676fea0ee0","keyframes":{"transform":["translate3d(-294.01709%, 0px, 0)","translate3d(0px, 0px, 0)"]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-a62fb6a8-d07a-46ba-9a31-69a86e017001","keyframes":{"opacity":[0,1]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-06c028b2-3e13-47e6-a4d2-c92f17a3b6c6","keyframes":{"transform":["scale(0.15)","scale(1)"]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"forwards"}] [{"selector":"#anim-354f8d02-c739-4280-8b74-5f39761811de","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-ae2ca518-2637-4d7b-9657-33a130060fb5","keyframes":{"transform":["translate3d(-358.18191%, 0px, 0)","translate3d(0px, 0px, 0)"]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-c52fa6f2-3387-46be-b529-951a4dbfceeb","keyframes":{"opacity":[0,1]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-6eebd281-59b3-4133-9eb6-5a9e201987bb","keyframes":{"transform":["scale(0.15)","scale(1)"]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"forwards"}] [{"selector":"#anim-1731d5b7-e0aa-4235-8cac-926e58e7b7f4","keyframes":{"transform":["translate3d(-174.72525%, 0px, 0)","translate3d(0px, 0px, 0)"]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-62b80bcf-587d-4250-b4ef-7c5027061460","keyframes":{"opacity":[0,1]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-1e605670-b0c9-4432-9e94-71c268461de7","keyframes":{"transform":["scale(0.15)","scale(1)"]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"forwards"}] [{"selector":"#anim-d3e7e370-d495-46d8-888a-c719d16840c4","keyframes":{"transform":["translate3d(-168%, 0px, 0)","translate3d(0px, 0px, 0)"]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-b5f5517b-12e6-4c3b-8642-20500077abf4","keyframes":{"opacity":[0,1]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-5a761360-8a5e-4060-81f4-34b59a71939c","keyframes":{"transform":["scale(0.15)","scale(1)"]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"forwards"}] [{"selector":"#anim-30765b08-3479-4641-9e13-beef3da2d70b","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] En general, comenzar posicionándote en esta dinámica te será muy útil. Proveedor

¿Por qué así?

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¿Cómo puedo hacerlo?

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1. Posiciónate como Padre (proveedor)

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2. Posiciónate como Adulto

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2. 1 Centra al Niño en el problema

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Son las 3 a.m., tu cliente perdió el último vuelo del día:

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Necesitamos analizar la situación:

[{"selector":"#anim-e855a4ae-c2f7-415f-bdcf-b89f6bdcd5f6","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-cb9b9ad8-cdd9-4645-8ee4-1f9a43efc65a","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-a9355ea1-f226-429f-a1e3-ac50bbb81f3e","keyframes":{"transform":["translate3d(-542.85723%, 0px, 0)","translate3d(0px, 0px, 0)"]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-1361d768-95c5-43ff-91bc-caaae48a20e5","keyframes":{"opacity":[0,1]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-eafbd66a-cbd9-4888-aa77-6bf01020104a","keyframes":{"transform":["scale(0.15)","scale(1)"]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"forwards"}] [{"selector":"#anim-06cdf4f6-e231-47e4-a7e6-a22de888c66e","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-5c4d225b-c7a9-48c4-b7e2-b560f308c6a8","keyframes":{"transform":["translate3d(-886.66699%, 0px, 0)","translate3d(0px, 0px, 0)"]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-62e76320-c918-4b70-9c6a-22f3d5f66483","keyframes":{"opacity":[0,1]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-a05f389f-96e9-4ffa-87c2-739cd3acc3ea","keyframes":{"transform":["scale(0.15)","scale(1)"]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"forwards"}] [{"selector":"#anim-1e824d44-d8a4-4ea7-a60b-2de0a30892db","keyframes":{"transform":["translate3d(-587.8047%, 0px, 0)","translate3d(0px, 0px, 0)"]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-5406f9eb-2bf8-4d56-a093-4890d225d2b1","keyframes":{"opacity":[0,1]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-1b3ad410-7ba7-407c-aac2-212fc0e7ea10","keyframes":{"transform":["scale(0.15)","scale(1)"]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"forwards"}] [{"selector":"#anim-5aece045-810e-4b2c-8ddf-054c1f2ec2da","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-dc512501-93b7-4ddf-a490-3fb8ef5aa47b","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-27d10a94-e2fe-4e6c-8d36-f288c0fd3b61","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-cc89ba55-5125-4738-8f2c-c8c48dbd175e","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-52f6bcd8-a159-4bec-a8fd-03fe14de255c","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] ¿Qué pasa?: Perdió su vuelo. ¿Qué necesita? Llegar a las 7 a.m. a Monterrey. Por tanto, un nuevo vuelo. ¿Está en mi poder hacer algo al respecto? No. Es jurisprudencia del aeropuerto. ¿Qué solución puedo ofrecer? Contratar un avión privado. Adulto 25%

A

[{"selector":"#anim-09a498be-8629-42d1-a3cd-cbb5ac1f41a2","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-3bf83aea-149e-48f3-a79a-558cb0efb181","keyframes":{"transform":["translate3d(-542.85723%, 0px, 0)","translate3d(0px, 0px, 0)"]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-454f7e37-c9b9-465c-bedb-66c5fe0dcc46","keyframes":{"opacity":[0,1]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-a864c2d2-4fdc-4b98-9745-7c37fbf670a0","keyframes":{"transform":["scale(0.15)","scale(1)"]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"forwards"}] [{"selector":"#anim-dd2b31ab-1575-4682-bffd-14b1d279830f","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-f6c26843-3b2f-4ed4-b9d7-c1e4d6935dfe","keyframes":{"transform":["translate3d(-886.66699%, 0px, 0)","translate3d(0px, 0px, 0)"]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-8a2d5c6f-4582-4876-a965-ce7d632e70bb","keyframes":{"opacity":[0,1]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-1b18f90c-daeb-465b-8e28-e8a648cc40a4","keyframes":{"transform":["scale(0.15)","scale(1)"]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"forwards"}] [{"selector":"#anim-63efc66c-ce18-4987-a104-6d38e1d9803b","keyframes":{"transform":["translate3d(-587.8047%, 0px, 0)","translate3d(0px, 0px, 0)"]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-59dd5e4d-e949-43a7-ab09-0ab7265ff757","keyframes":{"opacity":[0,1]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-1778436c-5271-48b1-a8ba-8ad294d33fe3","keyframes":{"transform":["scale(0.15)","scale(1)"]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"forwards"}] [{"selector":"#anim-5e7f61fc-b1ce-49fa-9072-4e3c55235e7e","keyframes":{"transform":["translate3d(-284.61545%, 0px, 0)","translate3d(0px, 0px, 0)"]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-250db8c3-55f6-494c-8ad3-f0e9a6b7aa2e","keyframes":{"opacity":[0,1]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-58af32c4-7de1-461a-bcb0-42731e7488da","keyframes":{"transform":["scale(0.15)","scale(1)"]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"forwards"}] [{"selector":"#anim-ce65d3fd-21a9-46d0-b8c5-d2649f086ec0","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-bc099495-ed1b-49a3-aeb3-b4b4ce48f7f0","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] Hola, Ismael. Si ya te lo dijeron, es verdad: son las 3 a.m. y ya no hay más vuelos comerciales. La única solución que se me ocurre es que te consiga un avión privado. ¿Quieres pagar un avión privado? Adulto 25% Con tono amable pero firme: Arrow

Se generarán dos posibles reacciones:

[{"selector":"#anim-d16eef09-2c21-469e-b4a4-a05653ac7b14","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-f722fe60-0600-40ea-991c-9acbbe7e33b2","keyframes":{"transform":["translate3d(-542.85723%, 0px, 0)","translate3d(0px, 0px, 0)"]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-b4525fc9-b216-45d6-9eea-03b6c1409578","keyframes":{"opacity":[0,1]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-6c5d0c7c-a14c-4651-a927-b1dcffe9133b","keyframes":{"transform":["scale(0.15)","scale(1)"]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"forwards"}] [{"selector":"#anim-d9094b32-7344-418c-848d-e96db7f43ba6","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-8e290a15-fef7-460d-93f3-1b2cf7cdd2fc","keyframes":{"transform":["translate3d(-886.66699%, 0px, 0)","translate3d(0px, 0px, 0)"]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-69bd6471-c65c-4a85-a885-02050001e53e","keyframes":{"opacity":[0,1]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-8f865e76-8231-42f3-9b6d-793f997ba066","keyframes":{"transform":["scale(0.15)","scale(1)"]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"forwards"}] [{"selector":"#anim-ba263cba-0ea4-4dca-a7c9-6dc637563535","keyframes":{"transform":["translate3d(-587.8047%, 0px, 0)","translate3d(0px, 0px, 0)"]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-ad6f807b-dd3d-4f6f-897a-1ad6a62beb91","keyframes":{"opacity":[0,1]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-47515c6d-f171-44dc-b7bd-d2a9869e3818","keyframes":{"transform":["scale(0.15)","scale(1)"]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"forwards"}] [{"selector":"#anim-eaae8ccd-5195-462f-ad24-9c34b67d5d8f","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-fbf003f4-7bec-4711-937a-ebd27e6745ed","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-8bd9a5a1-9fcd-4658-9b3a-315dfe2b6cd9","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-35e728fc-3659-4d25-8c3a-e7ec5ed5af96","keyframes":{"transform":["translate3d(-284.61545%, 0px, 0)","translate3d(0px, 0px, 0)"]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-08534f73-e550-45db-97ff-e536a2bf191e","keyframes":{"opacity":[0,1]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-bbda21b1-d30b-461b-86c6-ada7ce43cb1d","keyframes":{"transform":["scale(0.15)","scale(1)"]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"forwards"}] [{"selector":"#anim-8c081216-6cb3-427f-bd27-c2878562e504","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-a87aa992-9924-410a-8cdc-22b08a2e9dd2","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-b866e571-f796-4559-9858-372a6083e4dc","keyframes":{"transform":["translate3d(-284.61545%, 0px, 0)","translate3d(0px, 0px, 0)"]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-0d197ce2-4be3-4741-8f11-b9a96fd00e03","keyframes":{"opacity":[0,1]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-2f1c1276-d0d4-4ee0-974b-9ae3d5b85926","keyframes":{"transform":["scale(0.15)","scale(1)"]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"forwards"}] [{"selector":"#anim-e702c068-2bed-4157-a0d5-839866968fcc","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] Adulto 25% No digas tonterías, Mario. No puedo pagar eso. Necesito un vuelo comercial ahora mismo... Sumamente molesto: No, Mario. ¿Podrías darme alguna otra sugerencia?, ¿de verdad no hay posibilidades? Frustrado, pero comprensivo: Arrow

A

[{"selector":"#anim-160a086e-0eaf-4028-a1a7-987e1fa16077","keyframes":{"transform":["translate3d(-542.85723%, 0px, 0)","translate3d(0px, 0px, 0)"]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-6705c1b7-31f6-4502-ac06-3e1cf64487f5","keyframes":{"opacity":[0,1]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-48696c79-22df-449e-b323-e4d32e59431c","keyframes":{"transform":["scale(0.15)","scale(1)"]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"forwards"}] [{"selector":"#anim-0ab198ea-ea5b-4265-94c2-5301cfdfd901","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-df5a00e0-93f4-4b78-ac22-1f44852f3e0c","keyframes":{"transform":["translate3d(-886.66699%, 0px, 0)","translate3d(0px, 0px, 0)"]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-bdb09118-b865-40c2-b254-14c0c8aa3180","keyframes":{"opacity":[0,1]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-d7773975-62b2-4906-8773-76f25090c9ad","keyframes":{"transform":["scale(0.15)","scale(1)"]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"forwards"}] [{"selector":"#anim-a57a25ee-ac28-448a-8cce-1ae8e4ebb652","keyframes":{"transform":["translate3d(-587.8047%, 0px, 0)","translate3d(0px, 0px, 0)"]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-50fc8003-ea40-4d08-9b54-aae1d71d577b","keyframes":{"opacity":[0,1]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-a33b5af2-7e39-4f13-b31f-ef87753fbec2","keyframes":{"transform":["scale(0.15)","scale(1)"]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"forwards"}] [{"selector":"#anim-3ec9441f-9864-4e2a-8ac6-6988707c9c5b","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] Adulto 25% Arrow

A

[{"selector":"#anim-3b117851-a426-45ff-9f3a-0f48323a3f20","keyframes":{"transform":["translate3d(-542.85723%, 0px, 0)","translate3d(0px, 0px, 0)"]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-d07d6486-b86c-4100-aa4e-bae3425923c9","keyframes":{"opacity":[0,1]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-0b32e640-ff1c-4737-8ab7-2ae4ce872ca1","keyframes":{"transform":["scale(0.15)","scale(1)"]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"forwards"}] [{"selector":"#anim-d644a4a2-5ce7-40ad-8548-d2cf99396dff","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-6b04e9fc-6c51-4b1c-b993-417b767deaab","keyframes":{"transform":["translate3d(-886.66699%, 0px, 0)","translate3d(0px, 0px, 0)"]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-73ca7e2e-e374-44b3-837b-47e6c173e91a","keyframes":{"opacity":[0,1]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-64c10754-36c3-499b-88d7-264e5d428d72","keyframes":{"transform":["scale(0.15)","scale(1)"]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"forwards"}] [{"selector":"#anim-8085cf96-bd96-4663-8e18-cf107cd4da43","keyframes":{"transform":["translate3d(-587.8047%, 0px, 0)","translate3d(0px, 0px, 0)"]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-ee9d0a8b-ff54-4e23-8ca7-7c47add95b86","keyframes":{"opacity":[0,1]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-9e68b3e1-efb9-4cb0-b437-09f4d5e96fd7","keyframes":{"transform":["scale(0.15)","scale(1)"]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"forwards"}] [{"selector":"#anim-6bcd85be-cd4d-4432-921e-33685e3ac161","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-27f06e34-29a7-4b18-b052-fea40bff2371","keyframes":{"transform":["translate3d(-292.30764%, 0px, 0)","translate3d(0px, 0px, 0)"]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-852f64e6-f84e-430d-abf3-12162a50a235","keyframes":{"opacity":[0,1]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-6aa60e98-5255-4397-9910-f69b16205a10","keyframes":{"transform":["scale(0.15)","scale(1)"]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"forwards"}] [{"selector":"#anim-114970d5-dec9-4772-9808-8fff3c5b77fa","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-0443d7f8-cd3b-4bdb-8137-4ccac94d262a","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-cc79db5f-a962-4795-bed1-db82fffcfc9d","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] Adulto 25% Veo que estás muy molesto Ismael. Son las 3 a.m. y de acuerdo al funcionamiento del aeropuerto, no puedo hacer nada por ahora. Cortaré la comunicación contigo. Voy a buscarte opciones y me reporto contigo en 2 o 3 horas. De nuevo, amable pero firme: Para una pelea se necesitan 2. No pelees, serías otro Niño.

A

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¿Lo tienes claro? Nunca había sido tan sencillo.

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Aplicación práctica

Cómo actuar en los estereotipos en la comunicación

Recuerda: El posicionamiento que toma tu cliente al relacionarse y conducirse contigo, puede decirte qué tipo de dinámica estás generando. Existen 3 tipos:

Padre Adulto Niño

P

A

N

¿Sabes cómo posicionarte correctamente?

¡Veamos!

La respuesta larga es: Eso depende de tu cliente. Pero, para tener un proceso de ventas exitoso, debes moverte con los estadios según las necesidades de tu dinámica.

Como vendedor debo actuar:

Padre

P

Adulto

A

25%

75%

La respuesta genérica es:

¿Por qué así?

Porque para una pelea se necesitan dos.

¿Cómo puedo hacerlo?

1. Posiciónate como Padre (proveedor)

.

.

2. Posiciónate como Adulto

Busca y brinda soluciones racionales.

A

2. 1 Centra al Niño en el problema

Él es egocéntrico, cerrado, no quiere oír ni entender razones. Necesitamos poner al centro el problema y las soluciones y mantenernos firmes, amables y resolutivos.

A

Son las 3 a.m., tu cliente perdió el último vuelo del día:

A

-

Necesitamos analizar la situación:

A

.

.

.

.

¿Qué puedo sugerir?

A

-

Necesitamos hablar con claridad, centrándolo, enfocándonos en el problema y las soluciones:

Se generarán dos posibles reacciones:

A

1. Natural:

2. Adaptada:

-

-

A

De nuevo necesitaremos centrarlo y actuar dando contención a su reacción:

A

-

2. Respuesta a la natural:

A

-

2. Respuesta a la adaptada:

-

¿Lo tienes claro? Nunca había sido tan sencillo.