VSP111 Akquise beim Entscheider

from Verkaufen an Geschäftskunden · host Stephan Heinrich

Material für Podcast: http://stephanheinrich.com/akquise Akquise geht schief, wenn man den Entscheider nicht kennt. Professionelle Verkäufer kennen dieses Mantra: „Akquise nur beim Entscheider". Zu den wichtigsten Grundlagen im Umgang mit Geschäftskunden gehört, dass man sich stets im Klaren ist, ob man wirklich mit dem wahren Entscheider spricht. Zu oft kommen andere Personen ins Spiel und die Lage wird unübersichtlich. Dieser Beitrag bringt Struktur in die unterschiedlichen Gesprächspartner. Der Entscheider ist die Schlüsselperson für Ihre Vertriebsarbeit. Alle anderen sind wichtig, aber eben nicht entscheidend. Eine größere Investition können Sie nur mit dem Entscheider unterschriftsreif verhandeln.

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This episode is 14 minutes long.

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This episode was published on February 8, 2016.

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