Mauro Condé – Autor do Blog do Maluco
“Não dependa da esperança dos resultados …
No final, é a realidade do relacionamento pessoal que salva tudo.”
A frase inspiradora do dia de Thomas Merton
Para ilustrar esse post, escolhi a Obra De Arte, a Pintura :
O vendedor de fósforos, de Otto Dix
Esta é uma tela de 1920, que está exposta na Alemanha, no Kunstmuseum, em Stuttgart.
Nessa pintura Dix expõe, quase fotograficamente, o descaso dos passantes diante do sofrimento de um ex-soldado cego e paralítico.
A produção dessa fase do artista constitui uma espécie de crônica ácida e indignada do ambiente alemão do período, o que vale a sua prisão em 1939 e a condenação de sua obra como arte degenerada.
O pintor e gravador alemão Otto Dix foi considerado um dos maiores nomes dessa linhagem expressionista.
A sua obra flagra a hipocrisia e frivolidade da sociedade berlinense do pós-guerra.
Eu escolhi essa pintura para homenagear todos os vendedores do mundo – que saem de casa todos os dias para serem “rejeitados” e transformam habilmente esta rejeição num doce desafio de vida. Um vendedor de imóveis que o diga, quantas rejeições ele não precisa enfrentar antes de fechar um negócio e no final, ele sempre vence.
DESCOBERTO NOVO JEITO DE VENDER MAIS
Quando o assunto é vendas, meu livro de cabeceira é o “Método SPIN” de Neil Rackham.
Eu o descobri durante uma pesquisa para encontrar a técnica mais recente para ter sucesso em vendas. Até então o máximo que eu achava eram pilhas de livros escritos sobre novas técnicas de marketing e não de vendas.
Dentro do Método SPIN encontrei algo que mudou para melhor meu pensamento e meu comportamento sobre a arte da venda.
Querendo descobrir como obter mais sucesso em vendas, o autor se lançou num trabalho de pesquisa sobre os métodos mais modernos e mais bem sucedidos do mundo a respeito da arte de vender nos dias de hoje.
Após 12 anos de pesquisa e milhões de dólares investidos, criou o método SPIN com a compilação das melhores e mais modernas técnicas de vendas.
Um dos seus grandes achados foi a conclusão de que os melhores vendedores do mundo não enfrentam nenhuma objeção ou resistência aos seus produtos, eles simplesmente as evitam.
Neil descobriu analisando os casos de maior fracasso em vendas que, em 100% das vezes, quem criava as objeções aos produtos eram os próprios vendedores e não os compradores.
Ele descobriu que para ser mal sucedido numa venda, o vendedor tinha que adotar um comportamento de ficar falando sem parar sobre uma lista enorme de características que seus produtos possuíam.
Este comportamento de listar características para impressionar gerava na mente do comprador um pré-conceito sobre o preço do produto, levando-o a crer que para ter tudo aquilo que o vendedor estava descrevendo, o produto deveria custar o olho da cara (mesmo sem saber ainda qual era o preço).
Quando às características, o vendedor acrescentava as vantagens associadas às mesmas, o vendedor só conseguia aumentar ainda mais as objeções dos clientes.
O autor descobriu que os vendedores mais inteligentes e mais bem sucedidos não perdiam tempo listando características ou vantagens de seus produtos, ao invés disto eles se concentravam em demonstrar para seus clientes/compradores os seus benefícios ou como eles atendiam ou superavam as necessidades explícitas dos clientes.
Focar nos benefícios, no quanto o cliente ganha de volta em termos financeiros ou psicológicos para resolver em definitivo os seus problemas, torna a venda automática.
BENEFÍCIO É A DIFERENÇA ENTRE O VALOR QUE O CLIENTE PAGA PELO SEU PRODUTO OU SERVIÇO E O VALOR QUE ELE RECEBE DE VOLTA POR USÁ-LO PARA SOLUCIONAR OS SEUS PROBLEMAS E AINDA REDUZIR AS PERDAS FINANCEIRAS E OU PSICOLÓGICAS QUE ELES CAUSAVAM.
Afinal vender é mais do que satisfazer necessidades. Vender é remover obstáculos!
*Condé é palestrante, consultor e fundador do blog do Maluco.
Para encerrar este post com chave de ouro, escolhi como trilha sonora, uma música que inspira muito as pessoas na melhoria de seus relacionamentos pessoais, a base do sucesso em vendas –
Ouça “The Beatles – Here, There And Everywhere ” dos Beatles
A Startup Valeon é uma Plataforma Comercial marketplace daqui da região do Vale do Aço, que visa divulgar as Empresas Comerciais, Prestadores de Serviços e Profissionais Liberais que desejam expor os seus produtos e promoções disponível online para milhares de internautas através de uma vitrine aberta na principal avenida do mundo, 24 horas por dia, 7 dias da semana.
A sua empresa fica visível para melhores de pessoas que nem sabiam que ela existe.
A Startup Valeon através do seu site, é o canal de vendas do Vale do Aço, tem tudo que você precisa.
A Startup Valeon procura dessa forma preencher um vazio existente na comunicação online do comércio e empresários de vários setores produtivos da região que não conseguem atingir os consumidores por outros meios de comunicação.
Em um mercado cada vez mais competitivo, sabemos que as vendas são a segurança que toda empresa tem de se consolidar em sua área de atuação. Com o avanço da tecnologia, especialmente na área digital, negócios investem cada vez mais em mídias sociais para conquistar novos clientes. Sendo assim, anunciar em marketplace como o da Startup Valeon é uma das opções mais favoráveis para divulgar produtos e serviços na nossa região.
Por isso, devem ser disponibilizados todos os recursos que essa plataforma oferece para alcançar resultados ainda melhores.
Apresentamos o nosso site que é uma Plataforma Comercial Marketplace que tem um Product Market Fit adequado ao mercado do Vale do Aço, agregando o mercado e seus consumidores em torno de uma proposta diferenciada de fazer Publicidade e Propaganda online, de forma atrativa e lúdica a inclusão de informações úteis e necessárias aos consumidores como:
• Publicidade e Propaganda de várias Categorias de Empresas e Serviços; • Informações detalhadas dos Shoppings de Ipatinga; • Elaboração e formação de coletânea de informações sobre o Turismo da nossa região; • Publicidade e Propaganda das Empresas das 27 cidades do Vale do Aço, destacando: Ipatinga, Cel. Fabriciano, Timóteo e Caratinga; • Ofertas dos Supermercados de Ipatinga; • Ofertas de Revendedores de Veículos Usados de Ipatinga; • Notícias da região e do mundo; • Play List Valeon com músicas de primeira qualidade e Emissoras de Rádio do Brasil e da região; • Publicidade e Propaganda das Empresas e dos seus produtos em cada cidade da região do Vale do Aço. • Fazemos métricas diárias e mensais de cada consulta às empresas e seus produtos.
Nossos contatos: Fones: (31) 3827-2297 e (31) 98428-0590 (Wpp) E-MAIL: valeonbrasil@gmail.com Site: https://valedoacoonline.com.br
I wish to voice my appreciation for your generosity giving
support to men and women that need help on the content.
Your special dedication to getting the solution all-around became quite good and has
in every case empowered associates like me to attain their ambitions.
Your new important key points entails much a person like me and extremely
more to my peers. Regards; from everyone of us.
Look at my homepage – Arctos Air Conditioner
I got what you intend, thank you for putting up.
Woh I am happy to find this website through google.
Here is my web site … Renown CBD
This text is priceless. Where can I find out more?
My website … Derma Ella Skin Care
I’m amazed, I must say. Rarely do I encounter a blog that’s both educative and engaging, and without a doubt, you’ve hit the nail on the head.
The problem is something which too few folks are speaking
intelligently about. I’m very happy that I stumbled
across this during my search for something relating to this.
My relatives every time say that I am killing my time here at net,
however I know I am getting knowledge daily by reading thes fastidious articles or reviews.
Review my web site :: Insights CBD
Great beat ! I would like to apprentice even as you amend your site, how can i
subscribe for a blog web site? The account aided me a applicable deal.
I had been tiny bit acquainted of this your broadcast offered brilliant transparent idea.
Here is my homepage: Pure Keto Burn Diet (ecs300.net)
I’m not sure why but this blog is loading incredibly slow for me.
Is anyone else having this issue or is it a problem on my end?
I’ll check back later and see if the problem still exists.
Here is my site … Bio Shed Keto Slim Pills
No matter if some one searches for his essential thing, thus he/she wants to be available that in detail, so that thing is maintained over here.
Wow, that’s what I was seeking for, what a information! present here at this website, thanks admin of this web page.
Here is my blog :: forum.adm-tolka.ru
Thanks for you too.
I hardly leave a response, however i did some searching and wound up here
DESCOBERTO NOVO JEITO DE VENDER MAIS. And I actually do have some questions for you if it’s allright.
Is it just me or does it look like some of these responses appear as if they are coming from brain dead individuals?
😛 And, if you are writing on additional sites, I’d like to
keep up with everything new you have to post.
Could you make a list of The Skin Company Skin Care Reviews complete urls of your social sites
like your linkedin profile, Facebook page or twitter feed?
Selling more is a problem that we have and difficult to solve and there is no recipe ready for this problem. I don’t make up anything and transcribe some opinions about the asunto. CEO Valeon.
Wow, incredible blog structure! How lengthy have you been running a blog
for? you made running a blog glance easy. The total look of your site is excellent,
let alone the content material![X-N-E-W-L-I-N-S-P-I-N-X]I simply couldn’t go
away your web site prior to suggesting that I actually loved the usual information a person provide to your guests?
Is going to be back regularly in order to investigate cross-check new posts.
Here is my homepage; Eagle Hemp CBD (Mazie)
You’re so interesting! I do not think I have read through something like
that before. So nice to discover somebody with original thoughts on this subject matter.
Seriously.. thanks for starting this up. This web site is one
thing that is required on the web, someone with some originality!
Feel free to visit my web blog Yoni Pur Reviews
Asking questions are really fastidious thing if you are
not understanding anything totally, however this post provides pleasant understanding even.
Heya are using WordPress for your blog platform?
I’m new to the blog world but I’m trying to get started
and set up my own. Do you need any coding expertise to make your
own blog? Any help would be really appreciated!
You made some good points there. I looked on the internet for the subject matter and found most persons will approve
with your website.
Also visit my site; Green Earth CBD Gummies
Thanks for the sensible critique. Me and my neighbor were just preparing to do a little
research on this. We got a grab a book from our area library but I think I learned more from
this post. I’m very glad to see such magnificent info being shared
freely out there.
my web page :: http://www.comptine.biz
Hurrah, that’s what I was searching for, what a stuff! present here
at this web site, thanks admin of this web site.
my blog :: Wild Lean Keto Boost Reviews
Hi to every single one, it’s actually a nice for me to pay a quick visit this web site, it includes precious
Information.
I do not even know how I ended up here, however I assumed this
post was great. I do not recognise who you are but certainly you are
going to a well-known blogger should you
are not already. Cheers!
my homepage – Green Earth CBD
I would like to thnkx for the efforts you’ve put in writing this
site. I am hoping the same high-grade website post from you in the upcoming also.
In fact your creative writing abilities has encouraged
me to get my own website now. Actually the blogging is spreading its wings rapidly.
Your write up is a good example of it.
Have a look at my web page … Insights CBD Gummies
It is not my first time to visit this site, i am
visiting this web page dailly and obtain fastidious
information from here everyday.
WOW just what I was searching for. Came here by searching for website
I got this web page from my buddy who told me on the topic of
this web page and at the moment this time I am visiting this site and reading
very informative posts at this place.
Look into my web-site :: Maximum Recall Brain
Everything is very open with a really clear explanation of The Skin Company Skin Care Review issues.
It was definitely informative. Your site is
extremely helpful. Thank you for sharing!
Hello, i believe that i noticed you visited my website thus i
came to ?go back the prefer?.I am attempting to to find things to enhance my
website!I guess its adequate to make use of some of your concepts!!
Also visit my blog gleam.letstrade.cards
Hi there it’s me, I am also visiting this website daily,
this web site is actually good and the users are truly sharing fastidious thoughts.
My web blog :: Arctos Portable AC Reviews
This site is my inspiration, real good style and Perfect
subject matter.
my website – wenalway.com
I am constantly searching online for articles that can facilitate me.
Thx!
my web blog Botanical Farms CBD Gummies
Some times its a pain in the ass to read what people wrote but this internet site is rattling user friendly!
My web-site :: Modesto
You have noted very interesting points! ps decent web site.
Also visit my web site Far East XL Review
Can I simply say what a comfort to discover somebody who really understands
what they’re talking about on the web. You actually realize how to bring an issue to light and make it important.
A lot more people ought to check this out and understand this side
of your story. I can’t believe you’re not more popular because you definitely have The Skin Company Skin Care gift.
Thank you
When I initially commented I clicked the “Notify me when new comments are added” checkbox and now each time a
comment is added I get three e-mails with the same comment.
Is there any way you can remove people from that service? Bless you!
Pretty nice post. I just stumbled upon your weblog and wished to say that I’ve really enjoyed surfing around your blog posts.
After all I’ll be subscribing to your feed and I hope you write again soon!
Greetings! Very useful advice in this particular
article! It is the little changes which will make the largest
changes. Many thanks for sharing!
I have read so many posts regarding the blogger lovers however
this post is actually a good post, keep it up.
Have a look at my homepage – Wawza Apple Cider Vinegar Review; http://www.incrediblemedya.com,
Hello, just wanted to mention, I loved this post. It
was inspiring. Keep on posting!
Good day! I could have sworn I’ve been to this website before but after browsing through some of the post I
realized it’s new to me. Anyhow, I’m definitely happy I found it and I’ll be book-marking and checking back frequently!
Here is my site … Synaptic IQ Core Focus
I was wondering if you ever thought of changing the layout of your site?
Its very well written; I love what youve got to say.
But maybe you could a little more in the way of content so people could connect with it better.
Youve got an awful lot of text for only having 1 or
2 pictures. Maybe you could space it out better?
I was curious if you ever considered changing the page layout of your website?
Its very well written; I love what youve got to say. But maybe you could
a little more in the way of content so people could connect with it better.
Youve got an awful lot of text for only having one or
two pictures. Maybe you could space it out better?
Feel free to visit my webpage :: NeoPodz Review
Howdy! I could have sworn I?ve been to this site before but after browsing through many of the
posts I realized it?s new to me. Anyhow, I?m certainly pleased I stumbled upon it and I?ll be bookmarking it and checking back often!
Feel free to visit my website; Summer Valley CBD Review
I’ll right away grasp your rss as I can’t in finding your e-mail subscription hyperlink or e-newsletter service.
Do you have any? Please allow me understand so that I may just subscribe.
Thanks.
Hi everyone, it’s my first pay a quick visit at this
website, and piece of writing is in fact fruitful in favor of me,
keep up posting such posts.
What a material of un-ambiguity and preserveness of valuable familiarity about unpredicted emotions.
Also visit my web site :: VikingXL Keto BHB
I will immediately snatch your rss as I can not in finding your
email subscription link or newsletter service. Do you’ve any?
Kindly allow me understand so that I may subscribe.
Thanks.
Hi there colleagues, good post and pleasant urging commented here, I am
actually enjoying by these.
Merely wanna comment on few general things, The website pattern is perfect, the articles is real great :D.
Here is my web page: librarius.main.jp
Lovely just what I was searching for. Thanks to the author for taking his
clock time on this one.
My blog – Modern Belle Hydrofirm