VSP134 Angebote machen: Ohne Umweg zum Auftrag

from Verkaufen an Geschäftskunden · host Stephan Heinrich

Wenn der Kunde Fragen stellt, tut er das in der Regel nicht auf der Basis größter Kompetenz. Vielmehr versucht er durch die Frage nach dem Angebot seine Unwissenheit auszugleichen. Wir als Verkäufer sollten mit Bedacht vorgehen und die Fragen zwischen den Zeilen lesen. Wir sollten versuchen zu verstehen, was der Kunde wirklich fragen will, wenn er sagt: „Machen Sie mir ein Angebot!" Angebote macht man wirklich nur, um einen Auftrag zu bekommen. Es gibt keinen betriebswirtschaftlich sinnvollen Grund, Angebote zu erstellen, die nicht annehmbar sind. Wozu sollte das gut sein?

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This episode is 12 minutes long.

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This episode was published on July 18, 2016.

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