Logos

Compramos emocionalmente, justificamos la compra racionalmente.

[{"selector":"#anim-4bbb2e47-5ab9-414e-9501-3d9e89e569a5","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-6e00b280-29eb-4fdd-b260-a3378a0693f3","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}]

¿Qué es?

[{"selector":"#anim-832eb6d0-3d79-4425-9294-5426317a6835","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-672b0235-f31d-4db0-bb7d-8d591be9cb64","keyframes":{"opacity":[0,1]},"delay":0,"duration":600,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-24fe149a-446d-49b3-8c4d-aa418448c809","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}]

Porque esta construcción lo/les ayudará a tomar una decisión.

[{"selector":"#anim-9182bce4-51bd-40a7-9c3e-fab5fb7e3f77","keyframes":{"opacity":[0,1]},"delay":0,"duration":600,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-d4c0f5a4-f2e4-47e9-807b-597c9915c60a","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-89baa9c9-3aeb-482a-83c9-9b0ca073cc6d","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}]

Conocer el logos para la toma de decisión que seguirá el cliente para poder incidir en él.

[{"selector":"#anim-00e0aea2-47e2-490c-b2fd-12abc49e04f2","keyframes":{"opacity":[0,1]},"delay":0,"duration":600,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-207618c6-6b7b-4813-9d0a-423485b7c4e1","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-91c0d8ee-3469-433d-9952-78aa2e400ade","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}]

¿Cómo lo hago?

[{"selector":"#anim-79ed6b28-7432-4f64-b00f-8cd81fd0d7f9","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-5e85bfc9-fbb6-4b02-a66f-3c7869cd7bc4","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}]

Haz las preguntas básicas que te permitirán conocer el proceso de toma de decisiones

[{"selector":"#anim-f91a318e-ad31-4acc-9781-aaf39a646e61","keyframes":{"transform":["translate3d(-118.27242%, 0px, 0)","translate3d(0px, 0px, 0)"]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-85033209-3b0f-492a-8bef-e314ba873d3c","keyframes":{"opacity":[0,1]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-90ed4aab-b667-4195-94ad-1e6a16e20bee","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-3ba8a906-0828-4f68-a487-ddf7663ffe0d","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-086c9913-1962-451b-a93a-8769a95ce7e8","keyframes":{"transform":["translate3d(-207.27278%, 0px, 0)","translate3d(0px, 0px, 0)"]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-81602e2e-fba7-4743-8c0b-8d5fa6e4734b","keyframes":{"opacity":[0,1]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-b65fe0e2-fda3-4b1d-a7e7-8f2f05b3c7f8","keyframes":{"transform":["scale(0.15)","scale(1)"]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"forwards"}]

¿Quién?

[{"selector":"#anim-25f484d9-b87b-48fe-a0e4-5babcf7d05fb","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-6dd45e41-5463-4b80-813b-6fc3ecd9d608","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-536ec194-d356-4cac-86fa-fa7c14d72164","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-e015f3b8-eb5a-42da-ac89-bd9620962beb","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-e3c1fb6a-052e-42d8-8525-a7938c6a5178","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-292698e6-ab15-47c1-8eb8-925a9efaefc9","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-f2e0ca14-5b7f-4b00-bcc4-eb3c937bdbae","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] . ¿Quién/es son los involucrados en la toma de decisiones?

¿Qué?

[{"selector":"#anim-62635ecb-c0cb-4c16-8365-8a56c720134b","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-3b787507-0bbb-4fe5-94ba-c6ed2b36155b","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-479cfc20-3345-4b6b-800e-8350cbad7057","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] . ¿Qué parámetros tiene el cliente para medir/comparar qué tan bueno es el servicio? ¿Qué va a hacer que me compre a mí y no a otro? Arrow

Considera:

[{"selector":"#anim-86800cf0-a97f-4671-ae89-ea12446afa39","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-f057e465-cea9-40bb-add0-fa1c542cf514","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-be5f29de-7f3e-492a-809a-40d70498aaa1","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-d4727535-5edd-411b-ab49-a011c862c69b","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-e81a0f94-83af-4a37-a5d9-da24f5b7d3d9","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}]

¿Cuándo?

[{"selector":"#anim-476625c2-4d58-4673-b209-c917c6cf0322","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-6631f6d1-b083-4e81-8671-03b7840893c0","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-f7e241bd-13ee-476c-b088-4b42a9e3fa05","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-f7abe074-a3c1-44af-bba9-cd320fdffbf2","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-600ce9b5-b2fd-4cdb-938c-f10ac1799d52","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-ccceca6b-422a-4f9f-929d-51f0b6b64895","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-d2718819-fb9e-4c71-a63a-9d3c8bfbfc86","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-85f69404-10fa-4f39-96c0-9a84b595cc1d","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-28fb1567-f246-4c1b-abee-f451bccbe77b","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-07a65918-4125-4b74-b75c-3028cfe4f465","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-791d92fe-cf1d-4a80-a62b-2f5d8f568073","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-fe0b4a9c-dac1-40d3-8287-88515144e061","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] . ¿Cuándo se tomará la decisión? ¿Cuándo se hará el viaje? . ¿Dónde requieren mi servicio?

¿Cómo?

[{"selector":"#anim-c61f85a5-4668-43ff-a2cb-ee9e313f7c4c","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-787a74c5-fc4d-41cb-8007-a874d5155762","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-8ec01031-5fcf-4baf-8089-cc2843691478","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-e2b6cbf7-2c6a-40e8-8b32-48f9474f71e4","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-ae203975-0996-4c08-8240-e89eee925ffb","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-55cfe734-7a37-4f4a-af6f-3f99b9caa9c1","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-4d960aaa-f5d7-40d1-8230-d2f09c1297f5","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-c2020359-695f-4848-8588-ca9e26d31e90","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] . ¿Cómo se tomará la decisión? ¿Qué hace que decidan entre un proveedor y otro? . Conocer las razones

Ya que conoces el logos, toma una decisión:

[{"selector":"#anim-4e4174a1-3de1-4cdd-81ec-0712b537a702","keyframes":{"transform":["translate3d(-118.27242%, 0px, 0)","translate3d(0px, 0px, 0)"]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-ceeefcc6-8d95-4efc-ac2e-02fd434d8fc4","keyframes":{"opacity":[0,1]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-20e23221-9911-4932-8426-dcc56ad8b0d1","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-05ea6dc6-ad70-4221-8cef-47f3b5bbf1ec","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-d4034489-36ab-4fdf-8e56-1ed425769300","keyframes":{"transform":["translate3d(-207.27278%, 0px, 0)","translate3d(0px, 0px, 0)"]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-aa763fbf-859f-4fab-9928-0fea042e6ce9","keyframes":{"opacity":[0,1]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-5174d5d4-9a66-46e9-86f1-f4e8f33169a8","keyframes":{"transform":["scale(0.15)","scale(1)"]},"delay":0,"duration":1500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"forwards"}]

Cuando NO sabes el qué, cómo, cuándo, dónde, por qué, descártalo.

[{"selector":"#anim-73c8f238-ff7e-4982-a264-df7631f792c0","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-332083b5-98a9-45ff-b3e7-8fa97d0a8096","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] En este caso, pido un referenciado.

Si el cliente tiene un logos manejable, apruébalo.

[{"selector":"#anim-623efc4b-06e9-4d6b-b026-e9bac527de3a","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-c4cf30c7-6e05-4c54-8ce9-bae56e462510","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-671a6a33-78a6-4816-a75f-4881c4fb94e9","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] NOTA: Si notaste que la toma de decisiones implicaba a más personas, determina que necesitas reunirte con los demás.

IMPORTANTE: Acepto atender al cliente cuando conozco el pathos, ethos y logos. Si no tengo alguno de ellos debería descartarlo.

[{"selector":"#anim-bfeb13ea-9092-4fac-8512-cecc2da4da23","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-b56afc41-31a8-4b28-91fa-0561ded25f7a","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}]

¿Lo tienes?

[{"selector":"#anim-ef1fb239-a28c-495f-b2c7-3d22aa67c849","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-4e8adf87-347f-43c6-882d-666db3283d54","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] [{"selector":"#anim-4b97433d-8d3a-4c24-ab5f-4e80e311ac07","keyframes":{"opacity":[0,1]},"delay":0,"duration":2500,"easing":"cubic-bezier(0.4, 0.4, 0.0, 1)","fill":"both"}] Sigue avanzando para conocer el último paso del proceso de ventas.

Logos

La lógica detrás del proceso.

Compramos emocionalmente, justificamos la compra racionalmente.

¿Qué es?

Es el camino racional que justificará la compra del cliente a sus ojos.

Porque esta construcción lo/les ayudará a tomar una decisión.

¿Por qué es importante?

Conocer el logos para la toma de decisión que seguirá el cliente para poder incidir en él.

¿Qué necesito hacer?

¿Cómo lo hago?

Haz las preguntas básicas que te permitirán conocer el proceso de toma de decisiones

1

¿Quién?

Preguntas:

Considera:

Con quien hablas puede no ser la persona que toma la decisión final. Hay gente que no decide, pero influye (como los niños).

.

.

¿Qué?

Preguntas:

Considera:

Qué espera del viaje para tomar la decisión. Cuáles son sus estándares. No dejes nada suelto, pregunta cuando algo es ambiguo: "Ayúdame a entender". Pide claridad respecto a las expectativas.

.

.

.

¿Cuándo?

Preguntas:

Considera:

Esta fecha te permitirá establecer prioridades.

.

¿Dónde?

Considera:

Si es un particular o una organización/corporativo. Si vale la pena viajar.

.

¿Cómo?

Preguntas:

Considera:

Preguntar si en el proceso considerarán opciones de otras empresas o proveedores.

¿Por qué?

Ya que conoces el logos, toma una decisión:

2

Cuando NO sabes el qué, cómo, cuándo, dónde, por qué, descártalo.

Si el cliente tiene un logos manejable, apruébalo.

IMPORTANTE: Acepto atender al cliente cuando conozco el pathos, ethos y logos. Si no tengo alguno de ellos debería descartarlo.

¿Lo tienes?

No pierdas más tiempo y comienza a practicar.