it is not the strongest of the species that survive, nor the most intelligent, but the one most...
TRANSCRIPT
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It is not the strongest of the species that survive, nor the most intelligent, but the one most responsive to change.
- Charles Darwin
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OTIMISMO!CRIATIVIDADE!COMPETÊNCIA!
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MKT DIRETOQUAL O RESULTADO DE UMA MALA DIRETA???
O CASE RICHARDS:
ENVIARAM 3.000 MALAS DIRETAS Personalizadas
Assinadas uma a uma pela equipe de vendas Endereços escritos a mão
Selos de verdade no lugar de carimbos Mensagens personalizadas
Gastaram com Correio, envelopes e papel = R$ 1.125,00
O resultado:
438 clientes vieram e gastaram R$ 313.000,00 Uh! Uh!
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Três atitudes:Chegar antes – Estudo - Coragem
Três atitudes:Chegar antes – Estudo - Coragem
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Um canil em Nova Jersey que trabalha com hospedagem para cães:
Abordagem: Teremos o maior prazer do mundo em ir pegar sua cachorrinha aí e entregá-la quando vocês
retornarem
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Um pequeno restaurante em Itápolis interior de SP. Faz muitas empresas se sentirem pequenas...
UM SHOW DE RESTAURANTE
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PRÊMIO MELHOR LANCHE E MILK SHAKE DE SÃO PAULO
HAMBURGINHO LANCHES
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TRABALHO PRÁTICO
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AJUDANDO A CLIENTE A VENDER MAIS!
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VOCÊ QUER AUMENTAR SUAS VENDAS EM 500%?
Essa idéia fez um vendedor passar do 92º para o 1º lugar !!!
Quando ele alcançou o sucesso e deixou de praticá-la, ele voltou a não
vender
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DATA VISITA ENTREVISTA PENDENTE SEM INT.QUANT.
CONTRATOSVALOR DIA R$
VALOR MÉDIO
1/10
2/10
3/10
Resumo 13 7 2 2 3 1.800,00 600,00
463
21
1
11-
-
1
12-
1.000,00800,00-
1.000,00400,00-
4
O PODER DAS ANOTAÇÕES EM VENDAS
“CADERNINHO”
POR CONTRATO+ ou –
50%+ ou – 50%
Imagine se você tiver os dados daSemana, mês, ano...
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Você, sempre causa uma das duas imagens:
a) Tirador de pedidos
b) Orientador
“Você nunca terá uma 2º chance de causar uma 1ª boa impressão”
“O mundo trata e paga melhor quem se veste bem”
“O traje não faz o homem, mas faz 90% do que se pensa sobre ele”
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R$ 1.300.000,00 extras no faturamento da empresa.
Negativa: Vai quanto hoje chefe?
Positiva: Completo o tanque?
$ Rendeu 13% de aumento nas vendas
X 48 postos de combustível =
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“Contra fatos não há argumentos” Sabedoria popular
“Os fatos provam, mas o ENTUSIASMO convence” César Frazão
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Fato: Muitos ítensProblema:Venda de poucos ítens e no máximo em 10 min.Solução: Entrar já com o pedido adiantado (baseado nas compras anteriores). O tempo de venda caiu para 5min. Sobrando ainda 5min. Para vender outros ítens!!!Resultado: Aumento de 15 para 18 ítens em médiaResultado global: O vendedor produzia R$ 80.000,00 aumento seu faturamento em R$ 6.700,00 que multiplicado por 70 vendedores que aderiram, representou um aumento de R$ 5.600.000,00 ao ano!
Empresa do ramo bebidas
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Empresa Produto-Serviço
Kopenhagen Chocolates PRESENTESVictor Hugo Bolsas SUCESSONestlé Alimentos TRADIÇÃO
Unimed Planos Saúde CONFIANÇA Black e Decker Ferramentas RAPIDEZ Semp Toshiba Televisores CREDIBILIDADEPatriani Eventos Palestras FUTURO,…
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E DAÍ?
ISSOSIGNIFICA
QUE...
CARACTERÍSTICAS BENEFÍCIOS
A MELHOR TÉCNICA DE APRESENTAÇÃO DO MUNDO:
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Divisão: agrícola e veterinária
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$?
CARACTERÍSTICAS BENEFÍCIOS
• -• -• -• -• -• -
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Duas perguntas mais importantes do mundo
para superar objeções:
Se eu encontrar uma solução...
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2 segredos dos campeões!
1-Ouvir atentamente
2-Ter empatia
3-Devolver em pergunta
4-Responder *
5-Ir para o fechamento
I- Praticar exercício com
objeções e respostas
II- Estudar até dominar
todas elas
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É CARO!
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A GRANDE DIFERENÇA ENTRE
VALOR X PREÇO
Cuidado com a guerrade preços!!!
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PREÇOS BAIXOS
VALOR AGREGADO
POSICIONAMENTO
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Preço baixo muitas vezes é
entendido como:
baixa qualidade.
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1- Você gostaria de ser operado por um médico que oferece descontos?
2- Você usa a roupa mais barata que existe?3- Caro comparado a que?4- Quer um barato ou um que funcione?5- Quanto vale sua empresa? Seu futuro? Uma vida mais
feliz?6- O sr. me venderia o seu por……?7- As coisas baratas raramente são boas e as boas não são
baratas...8- Sr. Não existe mágica, se for barato demais desconfie9- Quem compra o mais barato acaba pagando mais caro…10- Não é o mais barato nem o mais caro é o valor justo pela
qualidade
10 AÇÕES PARA VENDER SEM DESCONTOS
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Livro:“Seu cliente pode pagar mais”Editora: Fundamento
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COMPORTAMENTO DO CONSUMIDOR FATORES QUE O CLIENTE LEVA EM CONSIDERAÇÃO NO MOMENTO DA
COMPRA:1- VOCÊ2- MARCA3- ESTILO/BENEFÍCIO4- QUALIDADE5- RAPIDEZ/CONVENIÊNCIA ***6- PREÇO
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4 PALAVRAS QUE AJUDARÃO A VENDER SEM DAR DESCONTOS
MAS RARAMENTE SÃO UTILIZADAS...
1º OBRIGADO2º COM LICENÇA 3º POR FAVOR4º DESCULPA
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ENERGIA ELÉTRICA NA Nova Zelandia
Energia elétrica é tudo igual…Mas o nosso 0800 funciona quando o sr. liga!
A solução é inovar e não ser criativo…
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•Quando o cliente disser:
_ O seu custa mais…
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_NÃO CUSTA MAIS,
VALE MAIS!!!
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COMO VENDER UM PRODUTO PARECIDO COM O DO
CONCORRENTE POR UM PREÇO MAIS ALTO???
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na sua empresa é assim?
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VOU DAR UMA VOLTINHA E JÁ
VOLTO…
VOU PENSAR ME LIGA AMANHÃ…
O vendedor…O cliente diz:
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Lição doespetacular
vendedor ambulante
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“Para os campeões em vendas não
existe o amanhã”
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=14 =59
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UMA TÉCNICA POTENTE, A ARMA MAIS IMPORTANTE QUE NÃO PODE FALTAR NO
ARSENAL DE UM VENDEDOR.
Nada vende mais que um caso, uma história verdadeira.1/14
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$2/14
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O que você vende
?
?
Prazer de ganhar
Medo de perder3/14
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VANTAGENS VANTAGENS EM COMPRAR EM NÃO COMPRAR
4/14
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6/14
--------------------
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8/14
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Qualidade
Inadimplência
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Aos 35 anos de idade verdadeiro fracassado, tendo sido demitido de mais de 40 empregos
O segredo:*Forte
relacionamento com muita disposição
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Fica 5 vezes mais barato fidelizar do que sair à procura
de novos Clientes.
Peter Drucker
Cuide de seu cliente!
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PENSAMENTO COMPORTAMENTOSENTIMENTO RESULTADO
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QUADROS DE VENDAS
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COMO AUMENTAR DE 34% PARA MAIS DE 60% A
QUANTIDADE DE VENDEDORES QUE
ATIGEM METAS?
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RESULTADO:Pulou de 34%
para 65% o número de vendedores que atingiram metas!
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…É PRECISO ESTAR COMPROMETIDO COM A
CAUSA!
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Resultados Bons
Valores Positivos
Resultados Bons
Valores Podres
Resultados Ruins
Valores Ruins
Resultados Ruins
Valores Positivos
O Vendedor / Funcionário que não se encaixa mais…
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Verdades, Mitos & Mentiras em Vendas
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NÃO EXISTE MAIS ESPAÇO PARA ESTES DOIS ERROS COMUNS HOJE EM DIA...
Encontrar desculpas para os fracassos
Vergonha de ser vendedor:“Ser ou Estar vendedor...”
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Antes de finalizar...Uma das primeiras coisas para o Sucesso
em vendas é o conhecimento!!!!
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... AINDA HÁ ESPERANÇA???
É POSSÍVEL FICAR RICO VENDENDO???
Poupar R$ 155,00 mês = R$ 4,90 dia
x 35 anos = R$ 64.540,00
Juros R$ 435.460,00
Total R$ 500.000,00
“
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Lembre-se:O que garantirá o seu SUCESSO, será
você colocar o conhecimento em prática.
VOCÊ PODE TER ACESSO A ESTES E OUTROS ASSUNTOS:
a) Nos meus livros e vídeos
b) Em sua empresa!
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Agora é a Vez de vocês darem um Agora é a Vez de vocês darem um
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Não desista, se as coisas derem errado. Tente fazer mais uma vez, só que de uma maneira diferente, até alcançar o resultado desejado! Thomas Edison
Se você pensa que pode ou pensa que não pode de qualquer maneira, você está certo, pois só depende de você!
Henry Ford
Tá esperando o que? Vamos lá… Uh!Uh! César Frazão
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NOSSO GRITO DE GUERRA...