VSP124 Preisgespräch:

from Verkaufen an Geschäftskunden · host Stephan Heinrich

Material zum Podcast: stephanheinrich.com/verkaufsgespraech Das Ziel von Verkaufen ist, dass der Kunde eine Entscheidung fällt und dazu ist auch ein Preisgespräch nötig. Manchmal kann die Kaufentscheidung sofort beim allerersten Kontakt fallen - bei Geschäftskunden sind jedoch fast immer mehrere Schritte notwendig. Und wenn man es genau betrachtet, dann sind die einzelne Schritte zur letzten Kaufentscheidung auch kleine Entscheidungen - etwa für einen nächsten Termin, ein Vorprodukt oder einen Testlauf. In dieser Ausgabe werfen wir einen Blick hinter die Kulissen der Kundenentscheidung. Wir stellen den Homo-Ökonomikus auf den Prüfstand und finden heraus, ob wir wirklich so rational entscheiden, wie wir denken. Wir zerlegen den B2B-Entscheidungsprozess in drei Phasen und legen fest, welche Handlungen in den drei Abschnitten den Unterschied ausmachen. Und wir räumen auf mit dem Irrglauben, dass Alternativen die Entscheidung begünstigen.

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This episode is 16 minutes long.

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This episode was published on May 9, 2016.

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