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Vendedor B2B visto pelos clientes

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Qual o tipo de vendedor mais apreciado pelos decisores das empresas?
Nesta apresentação apresentam-se vários tipos de vendedores mas apenas um é o que terá sucesso no mercado B2B.

Publicada em: Negócios
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  • DOWNLOAD THAT BOOKS INTO AVAILABLE FORMAT (2019 Update) ......................................................................................................................... ......................................................................................................................... Download Full PDF EBOOK here { http://bit.ly/2m6jJ5M } ......................................................................................................................... Download Full EPUB Ebook here { http://bit.ly/2m6jJ5M } ......................................................................................................................... Download Full doc Ebook here { http://bit.ly/2m6jJ5M } ......................................................................................................................... Download PDF EBOOK here { http://bit.ly/2m6jJ5M } ......................................................................................................................... Download EPUB Ebook here { http://bit.ly/2m6jJ5M } ......................................................................................................................... Download doc Ebook here { http://bit.ly/2m6jJ5M } ......................................................................................................................... ......................................................................................................................... ................................................................................................................................... eBook is an electronic version of a traditional print book that can be read by using a personal computer or by using an eBook reader. (An eBook reader can be a software application for use on a computer such as Microsoft's free Reader application, or a book-sized computer that is used solely as a reading device such as Nuvomedia's Rocket eBook.) Users can purchase an eBook on diskette or CD, but the most popular method of getting an eBook is to purchase a downloadable file of the eBook (or other reading material) from a Web site (such as Barnes and Noble) to be read from the user's computer or reading device. Generally, an eBook can be downloaded in five minutes or less ......................................................................................................................... .............. Browse by Genre Available eBooks .............................................................................................................................. Art, Biography, Business, Chick Lit, Children's, Christian, Classics, Comics, Contemporary, Cookbooks, Manga, Memoir, Music, Mystery, Non Fiction, Paranormal, Philosophy, Poetry, Psychology, Religion, Romance, Science, Science Fiction, Self Help, Suspense, Spirituality, Sports, Thriller, Travel, Young Adult, Crime, Ebooks, Fantasy, Fiction, Graphic Novels, Historical Fiction, History, Horror, Humor And Comedy, ......................................................................................................................... ......................................................................................................................... .....BEST SELLER FOR EBOOK RECOMMEND............................................................. ......................................................................................................................... Blowout: Corrupted Democracy, Rogue State Russia, and the Richest, Most Destructive Industry on Earth,-- The Ride of a Lifetime: Lessons Learned from 15 Years as CEO of the Walt Disney Company,-- Call Sign Chaos: Learning to Lead,-- StrengthsFinder 2.0,-- Stillness Is the Key,-- She Said: Breaking the Sexual Harassment Story That Helped Ignite a Movement,-- Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad Ones,-- Everything Is Figureoutable,-- What It Takes: Lessons in the Pursuit of Excellence,-- Rich Dad Poor Dad: What the Rich Teach Their Kids About Money That the Poor and Middle Class Do Not!,-- The Total Money Makeover: Classic Edition: A Proven Plan for Financial Fitness,-- Shut Up and Listen!: Hard Business Truths that Will Help You Succeed, ......................................................................................................................... .........................................................................................................................
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Vendedor B2B visto pelos clientes

  1. 1. Vendedor B2B visto pelos Clientes Jorge Miguel Conceição Lisboa, 27-05-2013www.behavemarketing.com Vendedor ESTRATÉGICO Vendedor de SOLUÇÕES Vendedor de PRODUTOS/SERVIÇOS
  2. 2. www.behavemarketing.com A MAIORIA DOS VENDEDORES ESTÁ AQUI ALGUNS VENDEDORES COMEÇAM A ESTAR AQUI MUITO POUCOS VENDEDORES ESTÃO AQUI POSIÇÃO NO TRIÂNGULO Vendedor ESTRATÉGICO Vendedor de SOLUÇÕES Vendedor de PRODUTOS/SERVIÇOS
  3. 3. www.behavemarketing.com Foco no Produto/Serviço
  4. 4. www.behavemarketing.com Conhecem outros clientes que usam os produtos/serviços Argumentam razoavelmente sobre benefícios básicos e financeiros do produto/serviço Profissionais de vendas em início de carreira
  5. 5. www.behavemarketing.com + Bons comunicadores Boas competências básicas de organização Competentes no follow-up Boa ligação aos clientes
  6. 6. www.behavemarketing.com - Dificuldade em passar para uma relação de parceria Dificuldade no encontro com Decisores da empresa Decisores irão delegar reuniões para quadros inferiores
  7. 7. www.behavemarketing.com Foco na Resolução do Problema
  8. 8. www.behavemarketing.com Considerado um solucionador de problemas Mais valorizado pelo Cliente Há um problema? Ele apresenta a sua Solução!
  9. 9. www.behavemarketing.com Compreendem claramente como os clientes utilizam as suas soluções Credíveis na argumentação de negócios Bom Perfil comercial Bons atributos em técnicas de apresentação e organização +
  10. 10. www.behavemarketing.com Partilham informação Diferenciam a sua solução Apresentam alternativas Escutam Adaptam-se ao cliente +
  11. 11. www.behavemarketing.com Não é visto como um parceiro estratégico Visão de curto e médio prazo O executivo da empresa aceitará uma reunião com este vendedor… …mas dificilmente chegará a uma relação duradoura com este vendedor -
  12. 12. www.behavemarketing.com Foco na Parceria Estratégica
  13. 13. www.behavemarketing.com Existem poucos no mercado Relação não acontece de repente Relações Duradouras com o Cliente
  14. 14. www.behavemarketing.com Estuda e compreende os problemas do sector e desafios Ajudam os clientes sobre o seu próprio negócio Acrescentam valor à organização Organiza-se com o cliente e não para o cliente +
  15. 15. www.behavemarketing.com + Visão de longo prazo com o cliente Excelentes técnicas de comunicação Candidato a uma promoção de topo Mais preparados para escutar e adaptar-se em tempo real
  16. 16. www.behavemarketing.com Pensam no negócio como um todo e não apenas na solução ou no produto/serviço
  17. 17. www.behavemarketing.com PARCEIRO DE CONFIANÇA do Decisor e Quadros Superiores do Cliente
  18. 18. www.behavemarketing.com O QUE O VENDEDOR PODE FAZER? Alterar o seu comportamento e subir para o topo da pirâmide Avaliar regularmente o seu comportamento
  19. 19. www.behavemarketing.com O QUE O VENDEDOR PODE FAZER? Atuar como PARCEIRO e investir numa relação de Longo Prazo
  20. 20. www.behavemarketing.com ACTUE NO COMPORTAMENTO DOS SEUS VENDEDORES MELHORE A PRODUCTIVIDADE DAS SUAS VENDAS
  21. 21. Sobre o Autor Jorge Miguel Conceição CEO da BeHave Marketing/ Consultor de Vendas e de Marketing/Formador/ B2B http://www.linkedin.com/in/jconceicao Estudou: •Retail Management/ Executive Master/ISCTE Business School •Gestão e Estratégia Industrial/Mestrado/ISEG •Marketing/Pós Graduação/ ISG •Marketing e Publicidade/Licenciatura/ IADE Contactos: 214094009; 910250707 jorge.conceicao@behavemarketing.com info@behavemarketing.com http://behavemarketing.blogspot.com/ www.behavemarketing.com
  22. 22. Bibliografia: •Selling for the long run, de Wendy Reed. •Selling and Sales Management, de David Jobber e Geoff Lancaster www.behavemarketing.com

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