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Routenzustimmung – Den Bedarf vom Kunden bestätigen lassen

In: Das Verkaufsnavi für Medienberater

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  • Ricky McKenna

Abstract

Zusammenfassung Im Kapitel der Bedarfsanalyse habe ich mehrfach darauf hingewiesen, wie wichtig diese Informationen für den weiteren Verlauf des Verkaufsgesprächs sind. Wie können Sie den Kundenbedarf im Vorfeld nutzen, um das Angebot mit noch größerer Power vorzustellen? Indem Sie ihn vom Kunden bestätigen lassen. Dieses Kapitel zeigt Ihnen nun die Kraft der Bestätigung. Wem glaubt der Kunde in aller Regel am meisten? Sich selbst! Nutzen wir also den Kunden als glaubwürdigste Referenz bei der Wiederholung seines Bedarfs.

Suggested Citation

  • Ricky McKenna, 2022. "Routenzustimmung – Den Bedarf vom Kunden bestätigen lassen," Springer Books, in: Das Verkaufsnavi für Medienberater, chapter 0, pages 127-129, Springer.
    • Handle: RePEc:spr:sprchp:978-3-658-37704-5_7
    DOI: 10.1007/978-3-658-37704-5_7
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