Ethos

¿Qué es?

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Porque es la parte medular donde se define si el proceso verdaderamente puede continuar o no.

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¿Qué necesito hacer al respecto?

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Retoma las pathos encontradas

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El objetivo de este paso es que tu cliente no olvide su necesidad para poder hablar de cómo resolverla.

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Habla de su presupuesto.

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¿Me podrías decir qué presupuesto tienen destinado para este viaje?

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Darle rangos de precio y preguntarle cuáles se ajustan a lo que él busca.

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Revisa que el presupuesto del cliente se alinee con el tuyo

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¿El presupuesto es lógico respecto a lo que desea?

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¿Qué alternativas puedo brindarle para seguir cumpliendo la idea central?

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Si no podemos empatar presupuestos porque el precio no está alineado con lo que vale el viaje y las emociones que le evitaremos, este no es cliente para mí.

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Si el precio está alineado, tenemos un ethos y estamos dentro.

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Y una vez que el cliente ha decidido la compra, debo ayudarlo a justificarla.

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Ethos

El precio que debe ser asignado según el presupuesto.

¿Qué es?

Su presupuesto.

Las emociones que le evitaremos.

El valor del viaje.

El precio que debe ser designado según:

.

.

.

Porque es la parte medular donde se define si el proceso verdaderamente puede continuar o no.

¿Por qué es importante?

¿Qué necesito hacer al respecto?

Retoma las pathos encontradas

1

Recuerda: Una vez que identifiques la emoción, mantenla a la vista durante todo el proceso.

Preguntas clave:

El objetivo de este paso es que tu cliente no olvide su necesidad para poder hablar de cómo resolverla.

Habla de su presupuesto.

2

Pregunta cuál es la cantidad de dinero que tienen destinada para el viaje.

¿Me podrías decir qué presupuesto tienen destinado para este viaje?

Puedes preguntar cosas como:

¿Tienes pensado cuánto planeas invertir en este viaje completamente libre de estrés?

Darle rangos de precio y preguntarle cuáles se ajustan a lo que él busca.

Si no tienen o no te lo quieren dar, puedes:

Revisa que el presupuesto del cliente se alinee con el tuyo

3

Para conseguir el ethos, necesitamos alinear el presupuesto del cliente, el valor del viaje y las pathos que resuelve.

¿El presupuesto es lógico respecto a lo que desea?

¿Qué pasa si nuestros presupuestos no se alinean?

¿Qué opciones de mi servicio se asemejan a lo que el cliente busca?

Considera:

¿Qué alternativas puedo brindarle para seguir cumpliendo la idea central?

Si no podemos empatar presupuestos porque el precio no está alineado con lo que vale el viaje y las emociones que le evitaremos, este no es cliente para mí.

Si el precio está alineado, tenemos un ethos y estamos dentro.

Y una vez que el cliente ha decidido la compra, debo ayudarlo a justificarla.