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Objecciones y Técnicas de Venta

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Objecciones y Técnicas de Venta

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About this activity

Objecciones y enfoques clave

Created by

jesus rene buitrago pedraza
jesus rene buitrago pedraza
Colombia

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Objecciones y Técnicas de Venta
 

Objecciones y Técnicas de VentaOnline version

Objecciones y enfoques clave

by jesus rene buitrago pedraza
1

¿Qué técnica se usa para desviar la atención del costo hacia beneficios a largo plazo (ROI)?

2

Si el cliente dice “Es demasiado caro”, ¿qué técnica conviene usar?

3

¿Qué técnica emplea testimonios para reducir el riesgo percibido?

4

Cuando el cliente no sabe que tiene un problema, ¿qué acción conviene?

5

¿Qué enfoque evita competir en precio y busca una característica única?

6

¿Qué técnica se basa en mostrar ejemplos de éxito para reducir la incertidumbre?

Explicación

El ROI ayuda a mostrar el valor económico a futuro para justificar la inversión.

Cambiar el enfoque al beneficio y ahorro a largo plazo.

La prueba social reduce la incertidumbre al ver experiencias de otros.

SPIN revela impactos y necesidades no reconocidas.

Se enfoca en una característica que la competencia no tiene.

Los casos de éxito generan confianza ante dudas.

 
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