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Estrategias clave de venta

Created by

Rocío Gutiérrez Caballé
Rocío Gutiérrez Caballé
Spain

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Técnicas de Venta
 

Técnicas de VentaOnline version

Estrategias clave de venta

by Rocío Gutiérrez Caballé
1

¿Qué técnica se centra en entender las necesidades del cliente mediante preguntas estructuradas?

2

¿Qué modelo de ventas guía al cliente desde Atención hasta Acción?

3

¿Qué técnica busca vender versiones superiores o productos premium?

4

¿Qué técnica se usa para gestionar objeciones del cliente?

5

¿Qué técnica aprovecha historias para conectar con el cliente?

6

¿Qué técnica de cierre propone elegir entre opciones para facilitar la decisión?

7

¿Qué parte de SPIN se centra en mostrar beneficios y valor?

8

¿Qué técnica busca crear confianza y rapport con el cliente?

9

¿Qué técnica utiliza testimonios y casos de éxito para persuadir?

10

¿Qué técnica de ventas se centra en nutrir a los leads con información relevante?

Explicación

SPIN usa Situation, Problem, Implication y Need-Payoff para descubrir necesidades.

AIDA representa Atención, Interés, Deseo y Acción para guiar la decisión.

Upselling ofrece una versión o complemento más caro para aumentar valor.

El manejo de objeciones implica escuchar, validar y responder con beneficios.

El storytelling comunica valores y beneficios a través de una narrativa.

El cierre por opciones facilita la decisión al ofrecer alternativas claras.

Need-Payoff destaca cómo el producto resuelve el problema y genera valor.

El rapport facilita la comunicación y reduce resistencias.

La prueba social aporta credibilidad al demostrar resultados reales.

Lead nurturing mantiene interés y guía al prospecto hacia la compra.

 
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