{"id":14129,"date":"2022-10-10T12:47:24","date_gmt":"2022-10-10T09:47:24","guid":{"rendered":"https:\/\/www.minicrm.ro\/blog\/?p=14129"},"modified":"2022-11-09T17:04:21","modified_gmt":"2022-11-09T15:04:21","slug":"tehnici-de-vanzare-pentru-succes-in-vanzari-cu-un-crm","status":"publish","type":"post","link":"https:\/\/www.minicrm.ro\/blog\/2022\/10-10\/tehnici-de-vanzare-pentru-succes-in-vanzari-cu-un-crm\/","title":{"rendered":"Tehnici de v\u00e2nzare pentru succes \u00een v\u00e2nz\u0103ri (cu un CRM)"},"content":{"rendered":"\n<figure class=\"wp-block-gallery has-nested-images columns-default is-cropped wp-block-gallery-1 is-layout-flex wp-block-gallery-is-layout-flex\"><\/figure>\n\n\n\n<p>Pentru a avea succes \u00een v\u00e2nz\u0103ri, ai nevoie de o combina\u021bie \u00eentre talent, atitudine pozitiv\u0103, preg\u0103tire \u00een tehnici de v\u00e2nzare \u0219i utilizarea eficient\u0103 a unui <a href=\"https:\/\/www.minicrm.ro\/\">soft CRM<\/a>. <\/p>\n\n\n\n<p>S\u0103 aplici astfel de metode de cre\u0219tere a v\u00e2nz\u0103rilor nu \u00eenseamn\u0103 s\u0103 vorbe\u0219ti ca un robo\u021bel, pe baza unor scenarii predeterminate. Oamenii \u00ee\u0219i dau seama u\u0219or c\u00e2nd nu e\u0219ti natural. <\/p>\n\n\n\n<p>Totu\u0219i, exist\u0103 unele reguli \u00een v\u00e2nz\u0103ri, care au fost testate \u00een trecut \u0219i care pot fi aplicate cu rezultate pozitive. O parte din aceste reguli pot fi implementate cu ajutorul unui <a href=\"https:\/\/www.minicrm.ro\/\">soft CRM<\/a>. Altele \u021bin doar de felul \u00een care comunici.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">Tehnici de v\u00e2nzare care \u021bin de strategie \u0219i CRM<\/h2>\n\n\n\n<p>De ce este nevoie de un <a href=\"https:\/\/www.minicrm.ro\/tur\/vanzari\/\">CRM \u00een procesul de v\u00e2nz\u0103ri<\/a>? <\/p>\n\n\n\n<!--more-->\n\n\n\n<p>Te-ai putea descurca f\u0103r\u0103 un soft CRM, dac\u0103 ai lucra cu suficient de pu\u021bini clien\u021bi \u0219i lead-uri \u00eenc\u00e2t s\u0103 po\u021bi \u021bine minte datele despre ace\u0219tia. Dar echipele performante lucreaz\u0103 cu sute sau mii de contacte. P\u0103strarea acestora \u00een memorie este imposibil\u0103. Chiar \u0219i pe agende sau<a href=\"https:\/\/www.minicrm.ro\/lp\/excel-vs-crm\/\"> \u00een Excel<\/a> este cel mai des nefezabil\u0103, la un astfel de volum.<\/p>\n\n\n\n<p>\u0218i atunci, ri\u0219ti s\u0103 ui\u021bi de lead-uri \u0219i clien\u021bi, de \u00eent\u00e2lnirile pe care le ai programate. Ri\u0219ti s\u0103 nu exploatezi la maximum baza ta de contacte. <\/p>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter size-large\"><img loading=\"lazy\" decoding=\"async\" width=\"402\" height=\"402\" src=\"https:\/\/minicrm-wp-ro.s3.amazonaws.com\/uploads\/2022\/10\/reprezentant-vanzari-confuz-nu-foloseste-CRM-402x402.png\" alt=\"F\u0103r\u0103 CRM, ui\u021bi pe cine ai sunat \u0219i pe cine nu\" class=\"wp-image-14132\" srcset=\"https:\/\/minicrm-wp-ro.s3.amazonaws.com\/uploads\/2022\/10\/reprezentant-vanzari-confuz-nu-foloseste-CRM-402x402.png 402w, https:\/\/minicrm-wp-ro.s3.amazonaws.com\/uploads\/2022\/10\/reprezentant-vanzari-confuz-nu-foloseste-CRM-300x300.png 300w, https:\/\/minicrm-wp-ro.s3.amazonaws.com\/uploads\/2022\/10\/reprezentant-vanzari-confuz-nu-foloseste-CRM-150x150.png 150w, https:\/\/minicrm-wp-ro.s3.amazonaws.com\/uploads\/2022\/10\/reprezentant-vanzari-confuz-nu-foloseste-CRM-768x768.png 768w, https:\/\/minicrm-wp-ro.s3.amazonaws.com\/uploads\/2022\/10\/reprezentant-vanzari-confuz-nu-foloseste-CRM-500x500.png 500w, https:\/\/minicrm-wp-ro.s3.amazonaws.com\/uploads\/2022\/10\/reprezentant-vanzari-confuz-nu-foloseste-CRM.png 800w\" sizes=\"auto, (max-width: 402px) 100vw, 402px\" \/><\/figure>\n<\/div>\n\n\n<p>De asemenea, pierzi informa\u021bii c\u00e2nd unul dintre colegii t\u0103i de pe v\u00e2nz\u0103ri pleac\u0103, pentru c\u0103 doar el avea acces la toate datele despre unii clien\u021bi.&nbsp;<\/p>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter size-large\"><img loading=\"lazy\" decoding=\"async\" width=\"767\" height=\"402\" src=\"https:\/\/minicrm-wp-ro.s3.amazonaws.com\/uploads\/2022\/10\/follow-up-ramas-in-aer-767x402.png\" alt=\"\" class=\"wp-image-14138\" srcset=\"https:\/\/minicrm-wp-ro.s3.amazonaws.com\/uploads\/2022\/10\/follow-up-ramas-in-aer-767x402.png 767w, https:\/\/minicrm-wp-ro.s3.amazonaws.com\/uploads\/2022\/10\/follow-up-ramas-in-aer-300x157.png 300w, https:\/\/minicrm-wp-ro.s3.amazonaws.com\/uploads\/2022\/10\/follow-up-ramas-in-aer-768x402.png 768w, https:\/\/minicrm-wp-ro.s3.amazonaws.com\/uploads\/2022\/10\/follow-up-ramas-in-aer.png 1200w\" sizes=\"auto, (max-width: 767px) 100vw, 767px\" \/><\/figure>\n<\/div>\n\n\n<p>Un <a href=\"https:\/\/www.minicrm.ro\/\">soft CRM centralizeaz\u0103 toate datele<\/a>, sistematizeaz\u0103 modul de lucru \u0219i trimite notific\u0103ri automate membrilor echipei. Nimic nu mai este l\u0103sat la voia \u00eent\u00e2mpl\u0103rii \u0219i se lucreaz\u0103 de zeci de ori mai eficient.<\/p>\n\n\n\n<ol class=\"wp-block-list\"><li>\u201cDAC\u0102 NU E \u00ceN CRM, NU EXIST\u0102!\u201d. Dac\u0103 folose\u0219ti un CRM, folose\u0219te-l p\u00e2n\u0103 la cap\u0103t. Ordoneaz\u0103-\u021bi agenda zilnic\u0103 doar pe baza lui. Execut\u0103 sarcinile care \u00ee\u021bi sunt trimise de CRM. Renun\u021b\u0103 la a mai \u021bine informa\u021bii altundeva, altfel o s\u0103 te \u00eencurci.<\/li><\/ol>\n\n\n\n<iframe loading=\"lazy\" width=\"560\" height=\"315\" src=\"https:\/\/www.youtube.com\/embed\/efcJosuOBr0\" title=\"YouTube video player\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture\" allowfullscreen=\"\"><\/iframe>\n\n\n\n<ol class=\"wp-block-list\" start=\"2\"><li>AUTOMATIZEAZ\u0102 tot ce po\u021bi automatiza. Ai un follow-up standard? Pune-l \u00eentr-un \u0219ablon \u0219i seteaz\u0103 trimiterea lui automat\u0103. Ai de generat <a href=\"https:\/\/www.minicrm.ro\/help\/oferte\/\">oferte personalizate<\/a>? F\u0103-o cu un singur click, din CRM. Ai informa\u021bii importante de trimis lead-urilor dup\u0103 \u00eenregistrarea \u00een sistemul t\u0103u, f\u0103-o printr-o <a href=\"https:\/\/www.minicrm.ro\/help\/secvente-de-follow-up-automatizari\/\">secven\u021b\u0103 de follow-up automat\u0103<\/a>, cu \u0219abloane de email predeterminate.<\/li><li>REACTIVEAZ\u0102. Dac\u0103 ai intrat \u00een contact cu un lead care nu a vrut s\u0103 cumpere serviciul t\u0103u acum 2 ani, din cauza pandemiei, revino la el cu un telefon de reactivare azi, ca s\u0103 vezi dac\u0103, dup\u0103 COVID, situa\u021bia firmei lui s-a mai schimbat. Seteaz\u0103 aceste task-uri de reactivare, pentru a fi notificat mereu despre posibilitatea reactiv\u0103rii, chiar \u0219i la c\u00e2\u021biva ani dup\u0103 contactul ini\u021bial.<\/li><li>ANALIZEAZ\u0102. Dac\u0103 ai un CRM, po\u021bi genera rapoarte complexe din el. Vezi \u00een ce punct al procesului pierzi clien\u021bi \u0219i remediaz\u0103 situa\u021bia. \u00cencearc\u0103 o abordare nou\u0103, un text nou etc.<\/li><\/ol>\n\n\n\n<p>Sunt multe alte lucruri pe care le po\u021bi face cu un CRM, \u00eens\u0103 cele 4 de mai sus sunt cele pe care aproape orice reprezentant de v\u00e2nz\u0103ri le folose\u0219te zi de zi.<\/p>\n\n\n\n<iframe loading=\"lazy\" width=\"560\" height=\"315\" src=\"https:\/\/www.youtube.com\/embed\/Dut73qDYr_4\" title=\"YouTube video player\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture\" allowfullscreen=\"\"><\/iframe>\n\n\n\n<h2 class=\"wp-block-heading\">Tehnici de v\u00e2nzare care \u021bin de <a href=\"https:\/\/www.amazon.com\/Influence-Psychology-Persuasion-Robert-Cialdini\/dp\/006124189X\">psihologia persuasiunii<\/a><\/h2>\n\n\n\n<p>1. Crearea unui KNOWLEDGE GAP. Un &#8220;knowledge gap&#8221; este diferen\u021ba \u00eentre informa\u021bia pe care o are cineva \u0219i informa\u021bia de care are acesta nevoie. O astfel de tehnic\u0103 poate func\u021biona \u00een avantajul omului de v\u00e2nz\u0103ri.<\/p>\n\n\n\n<p>Cum? Po\u021bi alege s\u0103 prezin\u021bi lucrurile de la coad\u0103 la cap. S\u0103 \u00eencepi cu un rezultat, f\u0103r\u0103 s\u0103 spui de la \u00eenceput cum ai ajuns la el. Dac\u0103 a ajuns p\u00e2n\u0103 aici, clientul va dori s\u0103 umple acest knowledge gap dintre tine \u0219i el. \u00cen acest punct, po\u021bi s\u0103 \u00eei vinzi serviciile tale.<\/p>\n\n\n\n<p>2. G\u0103sirea de PUNCTE COMUNE cu clientul. Oamenii \u00eei accept\u0103 mai u\u0219or pe cei de care se simt conecta\u021bi de un element comun. E destul de u\u0219or s\u0103 g\u0103se\u0219ti unul.<\/p>\n\n\n\n<p>De exemplu, geografia este un bun declan\u0219ator \u00een acest caz. Poate tu \u0219i clientul a\u021bi copil\u0103rit \u00een acela\u0219i ora\u0219 sau a\u021bi mers la aceea\u0219i \u0219coal\u0103. Dac\u0103 nu, poate sunte\u021bi m\u0103car din aceea\u0219i regiune sau poate ai vizitat ora\u0219ul lui\/ei c\u00e2ndva \u0219i po\u021bi spune ceva despre un anumit local, parc, obiectiv turistic etc. Dac\u0103 nu g\u0103se\u0219ti un astfel de punct comun, po\u021bi \u00eencerca un altul: poate am\u00e2ndoi sunte\u021bi p\u0103rin\u021bi sau pe am\u00e2ndoi v\u0103 cheam\u0103 &#8220;\u0218tefan&#8221; \u0219i nu v\u0103 place c\u00e2nd lumea v\u0103 spune &#8220;\u0218tefi&#8221;.<\/p>\n\n\n\n<p>3. Pe asta o cam \u0219tie toat\u0103 lumea, nu doar cei care lucreaz\u0103 \u00een v\u00e2nz\u0103ri. E vorba de utilizarea SCARCITY \/ OFERTA LIMITAT\u0102. Ideea de a pierde o ofert\u0103, de a nu mai g\u0103si ceva la acela\u0219i pre\u021b, este un puternic motivator.<\/p>\n\n\n\n<p>4.&nbsp; Tot dintre cele mai cunoscute tehnici de v\u00e2nzare este utilizarea RECIPROCIT\u0102\u021aII. Dac\u0103 \u00eei oferi ceva gratuit cuiva, se va sim\u021bi dator s\u0103 \u00ee\u021bi ofere \u0219i el ceva \u021bie. Foarte important e ca acel &#8220;ceva&#8221; s\u0103 aib\u0103 valoare \u0219i s\u0103 fie oferit c\u00e2t mai devreme \u00een rela\u021bia cu cel c\u0103ruia vrei s\u0103 \u00eei vinzi (mult \u00eenainte de a cere ceva de la el).<\/p>\n\n\n\n<p>5. Apoi ar mai fi toate tehnicile care intr\u0103 \u00een sfera NEGOCIERII. <em>High ball<\/em>, <em>low ball<\/em>, <em>foot in the door<\/em>&#8230; Majoritatea oamenilor de v\u00e2nz\u0103ri le folosesc. <em>High ball<\/em> \u00eenseamn\u0103 s\u0103 pleci de la o ofert\u0103 cu pre\u021b mare, ca oferta ta real\u0103 s\u0103 par\u0103 mic\u0103 prin compara\u021bie. <em>Low ball<\/em> e invers: pleci de la o ofert\u0103 foarte favorabil\u0103, iar dup\u0103 ce ai un acord de principiu, introduci unii termeni mai pu\u021bin favorabili \u00een discu\u021bie. Foot in the door este o tehnic\u0103 foarte similar\u0103 cu low ball.<\/p>\n\n\n\n<p>Ar mai fi multe de spus. Exist\u0103 enorm de multe <a href=\"https:\/\/gustdebacker.com\/cialdini-principles\/\">cercet\u0103ri despre persuasiune<\/a>. Dar acestea sunt cele mai frecvente cu care ne \u00eent\u00e2lnim noi \u00een activitatea zilnic\u0103.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">Tehnici de v\u00e2nzare care \u021bin de felul \u00een care comunici<\/h2>\n\n\n\n<p>1. S\u0103 \u00eencepem cu ATITUDINEA. Oamenii cump\u0103r\u0103, \u00een general, dac\u0103 te plac. Fii pozitiv, fii deschis, z\u00e2mbe\u0219te! At\u00e2t la \u00eent\u00e2lniri fa\u021b\u0103 \u00een fa\u021b\u0103, apeluri video, c\u00e2t \u0219i la telefon. \u00cens\u0103, aten\u021bie, a nu se mima atitudinea! Oamenii simt. Educ\u0103-\u021bi mintea \u00een permanen\u021b\u0103 pentru a fi pozitiv (at\u00e2t \u00een plan profesional, c\u00e2t \u0219i personal).&nbsp;<\/p>\n\n\n\n<p>2. Continu\u0103m cu\u2026 SINCERITATEA. Aceasta poate deveni o regul\u0103 \u00een v\u00e2nz\u0103ri, at\u00e2t \u00een rela\u021bia cu colegii \u0219i superiorii, c\u00e2t \u0219i \u00een cea cu clien\u021bii. Asum\u0103-\u021bi faptul c\u0103, uneori, pot ap\u0103rea situa\u021bii pe care ai nevoie s\u0103 le rezolvi consult\u00e2ndu-te cu ceilal\u021bi colegi. Evit\u0103 s\u0103 min\u021bi \u0219i s\u0103 te ascunzi. Oamenii vor sim\u021bi asta. Partea aceea cu p\u0103c\u0103leala merge de prea pu\u021bine ori\u2026&nbsp;<\/p>\n\n\n\n<p>3. Trecem la CUNO\u0218TIN\u021aE. Str\u0103duie\u0219te-te s\u0103 fii informat cu privire la produsul sau produsele pe care le vinzi \u0219i promovezi. Afl\u0103 c\u00e2t de multe chestii po\u021bi pentru aria ta de activitate din cadrul firmei. Asta nu \u00eenseamn\u0103 c\u0103 trebuie s\u0103 le \u0219tii pe toate, dar este bine s\u0103 \u0219tii suficient c\u00e2t acel client s\u0103 te cread\u0103 atunci c\u00e2nd vorbe\u0219te cu tine sau s\u0103 fie deschis pentru a-l transfera la colegul responsabil de acel aspect. Puterea expertizei \u0219i a autorit\u0103\u021bii este un lucru demonstrat.<\/p>\n\n\n\n<p>4. Ajungem \u0219i la \u00ceNCREDERE. Cum ar putea avea \u00eencredere \u00een tine omul din fa\u021ba ta, dac\u0103 nu ai tu, \u00een primul r\u00e2nd? Ai \u00eencredere \u00een ceea ce faci \u0219i spui! P\u0103streaz\u0103-\u021bi entuziasmul chiar atunci c\u00e2nd nu reu\u0219e\u0219ti s\u0103 vinzi sau s\u0103 ajungi la targetul propus. Procesul de v\u00e2nzare mai depinde \u0219i de anumite circumstan\u021be, de\u0219i tu e\u0219ti un factor foarte important \u00een ceea ce \u00eentreprinzi.<\/p>\n\n\n\n<p>5. Continu\u0103m cu VOIN\u021aA: perseveren\u021ba \u00ee\u0219i spune foarte mult cuv\u00e2ntul \u00een orice domeniu de activitate, dar mai ales \u00een v\u00e2nz\u0103ri. R\u0103bdarea de care dai dovad\u0103 \u00een abordarea clien\u021bilor sau poten\u021bialilor clien\u021bi, dar \u0219i \u00een fixarea \u0219i atingerea obiectivelor tale pot face o mare diferen\u021b\u0103 \u00eentre tine \u0219i concuren\u021b\u0103.&nbsp;<\/p>\n\n\n\n<p>6. \u0218i dac\u0103 am ajuns la concuren\u021b\u0103, s\u0103 vorbim despre RESPECT \u0219i FAIRPLAY: accentueaz\u0103-\u021bi calit\u0103\u021bile prin ceea ce spui \u0219i mai ales prin ceea ce faci fa\u021b\u0103 de \u0219i pentru clien\u021bii t\u0103i! Evit\u0103 s\u0103 te ridici pe tine, s\u0103p\u00e2nd groapa altuia &#8211; e posibil s\u0103 cazi \u00een ea &#8211; \u0219i nu-\u021bi dore\u0219ti asta!<\/p>\n\n\n\n<p>7. ECHIPA \u00ee\u0219i spune cuv\u00e2ntul \u00een orice domeniu ai lucra: COMUNICAREA EFICIENT\u0102 cu ceilal\u021bi colegi te ajut\u0103 s\u0103 \u00ee\u021bi \u00eendepline\u0219ti obiectivele, chiar \u0219i atunci c\u00e2nd pare c\u0103 ace\u0219tia \u00ee\u021bi sunt adversari. Fiecare este unic \u00een felul s\u0103u, fiecare \u00ee\u0219i creeaz\u0103 propriul stil de a vinde. Noi credem c\u0103 o abordare corect\u0103 a clien\u021bilor \u0219i concuren\u021bei \u00eencepe de la bun-sim\u021b \u0219i colegialitate. Dac\u0103 nu te po\u021bi \u00een\u021belege bine cu cei din ograda ta, cum ai putea comunica eficient cu ceilal\u021bi?&nbsp;<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Pentru a avea succes \u00een v\u00e2nz\u0103ri, ai nevoie de o combina\u021bie \u00eentre talent, atitudine pozitiv\u0103, preg\u0103tire \u00een tehnici de v\u00e2nzare \u0219i utilizarea eficient\u0103 a unui soft CRM. S\u0103 aplici astfel de metode de cre\u0219tere a v\u00e2nz\u0103rilor nu \u00eenseamn\u0103 s\u0103 vorbe\u0219ti ca un robo\u021bel, pe baza unor scenarii predeterminate. Oamenii \u00ee\u0219i dau seama u\u0219or c\u00e2nd nu [&hellip;]<\/p>\n","protected":false},"author":60,"featured_media":14150,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"gallery","meta":{"footnotes":""},"categories":[563,376,24],"tags":[435,438,572,566,569],"class_list":["post-14129","post","type-post","status-publish","format-gallery","has-post-thumbnail","hentry","category-crm","category-minicrm-sfaturi-implementare-crm","category-sfaturi-crestere-vanzari-crm","tag-crm","tag-crm-vanzari","tag-reguli-in-vanzari","tag-tehnici-de-vanzare","tag-tehnici-persuasiune","post_format-post-format-gallery"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.5 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Tehnici de v\u00e2nzare pentru succes \u00een v\u00e2nz\u0103ri (cu un CRM)<\/title>\n<meta name=\"description\" content=\"C\u00e2teva metode pentru cre\u0219terea v\u00e2nz\u0103rilor, tehnici de v\u00e2nzare 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