The Pineapple Strategy - Networking for every Type of Person. Simone Janson

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СКАЧАТЬ why you are good, you can cope better with any rejection - and you can go on. No seller will be able to explain to his customer why his offer is an asset if he doesn't even know it himself.

      Also, sellers have to worry about how they are clearly differentiated from their competitors. Because it is quite normal that the customers compare - and want to have the security that they get the best solution at a fair price.

      What does the customer really want and need?

      Some sellers steal themselves from their responsibilities by selling something just because the customer so requested it. However, as a rule, the seller should be the professional, and know whether the customer is actually approaching his goals closer - or not. That is why it is also a matter of not selling something to a customer.

      For example, if you know that the customer is not happy with it, or he is significantly better with a competitor's offer. After all, people are buying from people - and a customer still remembers for years how appreciably a salesman has departed with him in certain situations.

      In practice, many sellers do not have enough time to find out what the customer really wants - and what solution he is trying to achieve.

      Do not confuse silence with listening

      People like to talk. Particularly gladly by itself. And so many vendors mean that they have to explain the customer in extensive presentations everything. But very few people have a very good memory. At the latest after a few minutes of monologues, many a listener switches off - and misses perhaps decisive arguments.

      Customers can listen with little effort if the presentation is relevant to them - and they are involved. Not only through questions and answers, but also through concrete actions.

      Objections and other annoyance

      Customers want to be sure that they are buying the right one. That's why they also ask themselves, of course, what could speak against the purchase. Ideally, they express their concerns so that the seller can give them information. But all too often, customers do not want to offend their provider personally, and keep some worries to themselves.

      For how would many a salesman react if the customer would throw "I do not believe that they really can!" Against the head? In order to protect the diplomacy, then customers prefer to bring pretexts, so diplomatic white lies, such as "I think again!".

      Close the sack

      Frequently providers try to buy the order over a high discount. But many a customer is unsettled by a large discount. Because can something be really good if it's suddenly cheap - or maybe only valid today? Opinion questions like "What do you think of that?" Help to find out what the customer really thinks.

      And if the answer is positive, you can certainly go into graduation. Maybe with "great. Then let us make an appointment. What about you on the seventh of next month? "Or with questions about details:" Should we send them the red variant, or the blue, which they found so beautiful already? "

      Follow-up and assurance

      But selling is not finished with the conclusion. For now both sides must fulfill their obligations.

      The customer must pay on time - and the seller must ensure that "his" customer really achieves the intended benefit with his sold performance. Because only if these two factors are also fulfilled, both have actually achieved their goal.

      Networking Tips from LinkedIn Founders, Nobel Laureates and #rp15: Best of Small Talk

      // By Simone Janson

      Recently, somebody told me that he was, though Marketeer, no snoop. This shows how great the fear of small talk is with many. Roland Panter has summarized his impressions of the re: publica - and also on Best of HR – Berufebilder.de® There are plenty of tips on small talk - including the LinkedIn founder and a Nobel Prize winner.

      The networking secrets of the LinkedIn founder

      Last summer I did LinkedIn founder Konstantin Guericke interviewed, who also revealed to me his networking secret: whenever he needed new contacts, he went to lunch with someone.

      Because most people have to eat food and why not have an interesting conversation? Systematic lunch so to speak. A really good idea. Only the own table manners should perhaps not be so bad for it - a few tips for the Small-Talk-Knigge is available here.

      As a physics Nobel laureate with small talk successful

      And physics Nobel laureate Richard P. Feynman made small talk on a very simple principle: with genuine interest. He asked if he did not understand something. So writes ours author Cornelia Topf: Feynman had no idea. But an almost limitless interest. If a salon lioness raved about the new Beluga harvest, Feynman's first thought was that of any small-talk greenhorn: "Oh God! Who cares about Beluga! I am a physicist! I do not even know what Beluga is! "But his second thought was," You do not understand that? Then let me explain that to you! "And he said:" Sorry, why is the new Beluga Harvest not good enough? "#

      Fear of Small Talk: Because we want to be loved

      Cornelia Topf But in her series on small talk, she wrote a lot more - for example, why the idea of ​​having to talk to strangers triggers so many fears in people like Marketeer mentioned earlier.

      Namely, because we all want to be loved and are afraid of embarrassing ourselves, especially when we do not know our interlocutor. Maybe because one or the other is under pressure to sell something now. And pressure is known to cause relaxation.

      Inhibitions can be expensive

      As Oliver Schumacher's text about the Success of networking on sales shows inhibitions to be really expensive. Because people buy from people. And also Schumacher reports from his trainings that people avoid contact with other people for fear of rejection.

      This can be expensive, says Schumacher: For selling is not about booting, but about the interest in the opposite, as Schumacher writes: That's why it's elemental, not with the attitude "I want to sell something - let's see who I can do something today!" To go to events, but with the mindset "Let's see what 5 interesting people I'll get to know today."

      What it really is

      Exactly here lies however a widespread error, with which also Cornelia Topf wants to clean up: Unlike many believe, the small talk is not just about something schwabätzten therefore. On the contrary, this often leads to talking about the head and neck and is perceived as extremely unsympathetic.

      Much more is important СКАЧАТЬ