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Verkaufsfaktor Kundennutzen: Konkreten Bedarf Ermitteln, Aus Kundensicht Argumentieren, Maßgeschneiderte Lösungen Präsentieren
Paperback
ISBN13: 9783658009366
Publisher: Springer Gabler
Published: Aug 2 2013
Pages: 156
Weight: 0.46
Height: 0.36 Width: 5.83 Depth: 8.27
Language: German
Die meisten Verkaufsgespräche scheitern, weil die angebotene Lösung nicht zum Problem des Kunden passt. In solchen Fällen versagt sogar die Wunderwaffe Preisnachlass. Verkaufsfaktor Kundennutzen zeigt an zahlreichen Beispielen aus der Verkaufspraxis, wie es gelingt, wertvolle Informationen für die Bedarfsanalyse zu gewinnen, die Motive der Kunden gezielt zu erforschen, die Merkmale eines Produkts oder einer Leistung in konkreten Nutzen zu verwandeln, Preis und Nutzen zueinander ins Verhältnis zu setzen und Einwände des Kunden als Interesse am Angebot zu verstehen. Eine praktische Anleitung mit hilfreichen Übungen und zahlreichen Musterformulierungen für alle, die mit passgenauen Lösungen überzeugen wollen.
Neu in der 6. Auflage: Wie man im Verkaufsgespräch noch individueller auf unterschiedliche Kundentypen eingehen kann.
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