Toma de decisiones en la negociación de ventas

[fusion_builder_container hundred_percent=»no» hundred_percent_height=»no» hundred_percent_height_scroll=»no» hundred_percent_height_center_content=»yes» equal_height_columns=»no» menu_anchor=»» hide_on_mobile=»small-visibility,medium-visibility,large-visibility» status=»published» publish_date=»» class=»» id=»» link_color=»» link_hover_color=»» border_color=»» border_style=»solid» margin_top=»50″ margin_bottom=»» padding_top=»» padding_right=»» padding_bottom=»» padding_left=»» gradient_start_color=»» gradient_end_color=»» gradient_start_position=»0″ gradient_end_position=»100″ gradient_type=»linear» radial_direction=»center center» linear_angle=»180″ background_color=»» background_image=»» background_position=»center center» background_repeat=»no-repeat» fade=»no» background_parallax=»none» enable_mobile=»no» parallax_speed=»0.3″ background_blend_mode=»none» video_mp4=»» video_webm=»» video_ogv=»» video_url=»» video_aspect_ratio=»16:9″ video_loop=»yes» video_mute=»yes» 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background_image_id=»» background_position=»left top» background_repeat=»no-repeat» background_blend_mode=»none» animation_type=»» animation_direction=»left» animation_speed=»0.3″ animation_offset=»» filter_type=»regular» filter_hue=»0″ filter_saturation=»100″ filter_brightness=»100″ filter_contrast=»100″ filter_invert=»0″ filter_sepia=»0″ filter_opacity=»100″ filter_blur=»0″ filter_hue_hover=»0″ filter_saturation_hover=»100″ filter_brightness_hover=»100″ filter_contrast_hover=»100″ filter_invert_hover=»0″ filter_sepia_hover=»0″ filter_opacity_hover=»100″ filter_blur_hover=»0″ first=»true» last=»true» border_sizes_top=»0″ border_sizes_bottom=»0″ border_sizes_left=»0″ border_sizes_right=»0″ type=»1_1″][fusion_breadcrumbs prefix=»» separator=»» alignment=»» font_size=»» text_color=»» text_hover_color=»» show_categories=»» post_type_archive=»» hide_on_mobile=»small-visibility,medium-visibility,large-visibility» class=»» id=»» animation_type=»» animation_direction=»left» animation_speed=»0.3″ animation_offset=»» margin_bottom=»20px» /][fusion_title title_type=»text» rotation_effect=»bounceIn» display_time=»1200″ highlight_effect=»circle» loop_animation=»off» highlight_width=»9″ highlight_top_margin=»0″ before_text=»» rotation_text=»» highlight_text=»» after_text=»» hide_on_mobile=»small-visibility,medium-visibility,large-visibility» class=»» id=»» content_align=»left» size=»1″ font_size=»» animated_font_size=»» fusion_font_family_title_font=»» fusion_font_subset_title_font=»» fusion_font_variant_title_font=»» line_height=»» letter_spacing=»» margin_top=»» margin_bottom=»» margin_top_mobile=»» margin_bottom_mobile=»» text_color=»» animated_text_color=»» highlight_color=»» style_type=»default» sep_color=»» animation_type=»» animation_direction=»left» animation_speed=»0.3″ animation_offset=»» margin_top_small=»» margin_bottom_small=»»]TOMA DE DECISIONES EN LA NEGOCIACIÓN DE VENTAS[/fusion_title][/fusion_builder_column][/fusion_builder_row][/fusion_builder_container][fusion_builder_container hundred_percent=»no» hundred_percent_height=»no» hundred_percent_height_scroll=»no» hundred_percent_height_center_content=»yes» equal_height_columns=»no» menu_anchor=»» hide_on_mobile=»small-visibility,medium-visibility,large-visibility» status=»published» publish_date=»» class=»» id=»» link_color=»» link_hover_color=»» border_color=»» border_style=»solid» margin_top=»» margin_bottom=»» padding_top=»» padding_right=»» padding_bottom=»» padding_left=»» gradient_start_color=»» gradient_end_color=»» gradient_start_position=»0″ gradient_end_position=»100″ gradient_type=»linear» radial_direction=»center center» linear_angle=»180″ background_color=»» background_image=»» background_position=»center center» background_repeat=»no-repeat» fade=»no» background_parallax=»none» enable_mobile=»no» parallax_speed=»0.3″ background_blend_mode=»none» video_mp4=»» video_webm=»» 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class=»» id=»» animation_type=»» animation_direction=»left» animation_speed=»0.3″ animation_offset=»»]Sinapsis-Lab propone un enfoque de las entrevistas de venta basado en los estudios de neurociencia que han demostrado la mejora de los resultados.

Cuando la conversación se enfoca como un proceso de compra del cliente, el rol del comercial es de consultor, proporcionándole la información que necesita para decidir. Es un cambio significativo, ya que históricamente los comerciales han sido entrenados en técnicas de ventas, no en conocer el proceso de decisión de compra de sus clientes.

Comprar, al igual que todos los procesos de toma de decisiones, tiene componentes racionales y emocionales, la decisión es fruto del equilibrio entre el sistema de recompensa cerebral y la aversión a la pérdida. En la actualidad conocemos cómo estimular el sistema de recompensa, la región cerebral del “sí” y reducir el miedo a perder, la región cerebral del “no”. En las decisiones económicas uno de los comportamientos más emocionales del ser humano es la aversión a la pérdida, tenemos más miedo a perder que motivación por ganar, por esta razón, en general, gestionamos la percepción de pérdida al inicio de la entrevista. Todas las decisiones tienen un componente emocional y racional en diferentes proporciones.[/fusion_text][/fusion_builder_column][fusion_builder_column type=»1_2″ layout=»1_2″ spacing=»» center_content=»no» link=»» target=»_self» min_height=»» hide_on_mobile=»small-visibility,medium-visibility,large-visibility» class=»» id=»» hover_type=»none» border_color=»» border_style=»solid» border_position=»all» box_shadow=»no» box_shadow_blur=»0″ box_shadow_spread=»0″ box_shadow_color=»» box_shadow_style=»» background_type=»single» gradient_start_position=»0″ gradient_end_position=»100″ gradient_type=»linear» radial_direction=»center center» linear_angle=»180″ background_color=»» background_image=»» background_image_id=»» background_position=»left top» background_repeat=»no-repeat» background_blend_mode=»none» animation_type=»» animation_direction=»left» animation_speed=»0.3″ animation_offset=»» filter_type=»regular» filter_hue=»0″ filter_saturation=»100″ filter_brightness=»100″ filter_contrast=»100″ filter_invert=»0″ filter_sepia=»0″ filter_opacity=»100″ filter_blur=»0″ filter_hue_hover=»0″ filter_saturation_hover=»100″ filter_brightness_hover=»100″ filter_contrast_hover=»100″ filter_invert_hover=»0″ filter_sepia_hover=»0″ filter_opacity_hover=»100″ filter_blur_hover=»0″ first=»false» last=»true» border_sizes_top=»0″ border_sizes_bottom=»0″ border_sizes_left=»0″ border_sizes_right=»0″ type=»1_2″][fusion_imageframe image_id=»1410|full» max_width=»» style_type=»» blur=»» stylecolor=»» hover_type=»none» bordersize=»» bordercolor=»» borderradius=»» align=»none» lightbox=»no» gallery_id=»» lightbox_image=»» lightbox_image_id=»» alt=»» link=»» linktarget=»_self» animation_type=»» animation_direction=»left» animation_speed=»0.3″ animation_offset=»» hide_on_mobile=»small-visibility,medium-visibility,large-visibility» class=»» id=»» filter_hue=»0″ filter_saturation=»100″ filter_brightness=»100″ filter_contrast=»100″ filter_invert=»0″ filter_sepia=»0″ filter_opacity=»100″ filter_blur=»0″ filter_hue_hover=»0″ filter_saturation_hover=»100″ filter_brightness_hover=»100″ filter_contrast_hover=»100″ filter_invert_hover=»0″ filter_sepia_hover=»0″ filter_opacity_hover=»100″ filter_blur_hover=»0″]https://www.sinapsislab.com//wp-content/uploads/2017/11/GEINA.jpg[/fusion_imageframe][/fusion_builder_column][fusion_builder_column type=»1_1″ layout=»1_1″ spacing=»» center_content=»no» link=»» target=»_self» min_height=»» hide_on_mobile=»small-visibility,medium-visibility,large-visibility» class=»» id=»» hover_type=»none» border_color=»» border_style=»solid» border_position=»all» box_shadow=»no» box_shadow_blur=»0″ box_shadow_spread=»0″ box_shadow_color=»» box_shadow_style=»» background_type=»single» gradient_start_position=»0″ gradient_end_position=»100″ gradient_type=»linear» radial_direction=»center center» linear_angle=»180″ background_color=»» background_image=»» background_image_id=»» background_position=»left top» background_repeat=»no-repeat» background_blend_mode=»none» animation_type=»» animation_direction=»left» animation_speed=»0.3″ animation_offset=»» filter_type=»regular» filter_hue=»0″ filter_saturation=»100″ filter_brightness=»100″ filter_contrast=»100″ filter_invert=»0″ filter_sepia=»0″ filter_opacity=»100″ filter_blur=»0″ filter_hue_hover=»0″ filter_saturation_hover=»100″ filter_brightness_hover=»100″ filter_contrast_hover=»100″ filter_invert_hover=»0″ filter_sepia_hover=»0″ filter_opacity_hover=»100″ filter_blur_hover=»0″ first=»true» last=»true» border_sizes_top=»0″ border_sizes_bottom=»0″ border_sizes_left=»0″ border_sizes_right=»0″ type=»1_1″][fusion_text columns=»» column_min_width=»» column_spacing=»» rule_style=»default» rule_size=»» rule_color=»» animation_type=»» animation_direction=»left» animation_speed=»0.3″ animation_offset=»» hide_on_mobile=»small-visibility,medium-visibility,large-visibility» class=»» id=»»]

Para decidir comprar, el cliente necesita reducir su incertidumbre y tener la respuesta a estas preguntas: ¿por qué comprar ahora? ¿por qué comprar esta marca? ¿por qué comprar esta solución? ¿por qué comprarte a ti?

Está comprobado que los comerciales con alta empatía tienen mejores resultados y fidelizan más a sus clientes. Desarrollar esta competencia es clave para entender al cliente, para sintonizar con él, para saber cómo establecer rapport, esencial para influir en la decisión del cliente.

[/fusion_text][/fusion_builder_column][/fusion_builder_row][/fusion_builder_container][fusion_builder_container hundred_percent=»no» hundred_percent_height=»no» hundred_percent_height_scroll=»no» hundred_percent_height_center_content=»yes» equal_height_columns=»no» menu_anchor=»» hide_on_mobile=»small-visibility,medium-visibility,large-visibility» status=»published» publish_date=»» class=»» id=»» link_color=»» link_hover_color=»» border_color=»» border_style=»solid» margin_top=»» margin_bottom=»» padding_top=»» padding_right=»» padding_bottom=»» padding_left=»» gradient_start_color=»» gradient_end_color=»» gradient_start_position=»0″ gradient_end_position=»100″ gradient_type=»linear» radial_direction=»center center» linear_angle=»180″ background_color=»» background_image=»» background_position=»center center» background_repeat=»no-repeat» fade=»no» background_parallax=»none» enable_mobile=»no» parallax_speed=»0.3″ background_blend_mode=»none» video_mp4=»» video_webm=»» video_ogv=»» 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BENEFICIOS

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El programa incluye simulaciones de entrevistas de venta, se graban en vídeo como parte del proceso de aprendizaje.

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Con este programa mejoras tu capacidad de conectar con el cliente y de influir en su decisión de compra.

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Comprender el proceso de toma de decisiones racional y emocional del cliente.

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Aprender a estimular el sistema de recompensa y gestionar la aversión a la perdida.

[/fusion_li_item][fusion_li_item icon=»»]Gestionar los sesgos cognitivos agrupados en cinco categorías.[/fusion_li_item][/fusion_checklist][/fusion_builder_column][fusion_builder_column type=»1_2″ layout=»1_2″ spacing=»» center_content=»no» link=»» target=»_self» min_height=»» hide_on_mobile=»small-visibility,medium-visibility,large-visibility» class=»» id=»» hover_type=»none» border_color=»» border_style=»solid» border_position=»all» border_radius=»» box_shadow=»no» dimension_box_shadow=»» box_shadow_blur=»0″ box_shadow_spread=»0″ box_shadow_color=»» box_shadow_style=»» padding_top=»» padding_right=»» padding_bottom=»» padding_left=»» margin_top=»» margin_bottom=»» background_type=»single» gradient_start_color=»» gradient_end_color=»» gradient_start_position=»0″ gradient_end_position=»100″ gradient_type=»linear» radial_direction=»center center» linear_angle=»180″ background_color=»» background_image=»» background_image_id=»» background_position=»left top» background_repeat=»no-repeat» 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hide_on_mobile=»small-visibility,medium-visibility,large-visibility»][fusion_li_item icon=»»]

Conocer las claves para establecer rapport, generar empatía, confianza y credibilidad.

[/fusion_li_item][fusion_li_item icon=»»]

Saber que preguntar siguiendo el proceso de decisión del cliente.

[/fusion_li_item][fusion_li_item icon=»»]Aprender a detectar micro expresiones faciales.[/fusion_li_item][fusion_li_item icon=»»]

Practicar la técnica de mirroring.

[/fusion_li_item][fusion_li_item icon=»»]¡Incrementar tus ventas![/fusion_li_item][/fusion_checklist][/fusion_builder_column][fusion_builder_column type=»1_1″ layout=»1_1″ spacing=»» center_content=»no» link=»» target=»_self» min_height=»» hide_on_mobile=»small-visibility,medium-visibility,large-visibility» class=»» id=»» hover_type=»none» border_color=»» border_style=»solid» border_position=»all» box_shadow=»no» box_shadow_blur=»0″ box_shadow_spread=»0″ box_shadow_color=»» box_shadow_style=»» background_type=»single» gradient_start_position=»0″ gradient_end_position=»100″ gradient_type=»linear» radial_direction=»center center» linear_angle=»180″ background_color=»» background_image=»» background_image_id=»» background_position=»left top» background_repeat=»no-repeat» background_blend_mode=»none» animation_type=»» animation_direction=»left» animation_speed=»0.3″ animation_offset=»» filter_type=»regular» filter_hue=»0″ filter_saturation=»100″ filter_brightness=»100″ filter_contrast=»100″ filter_invert=»0″ filter_sepia=»0″ filter_opacity=»100″ filter_blur=»0″ filter_hue_hover=»0″ filter_saturation_hover=»100″ filter_brightness_hover=»100″ filter_contrast_hover=»100″ filter_invert_hover=»0″ filter_sepia_hover=»0″ filter_opacity_hover=»100″ filter_blur_hover=»0″ first=»true» last=»true» border_sizes_top=»0″ border_sizes_bottom=»0″ border_sizes_left=»0″ border_sizes_right=»0″ type=»1_1″][fusion_separator style_type=»single|dotted» hide_on_mobile=»small-visibility,medium-visibility,large-visibility» class=»» id=»» sep_color=»rgba(163,163,163,0.55)» top_margin=»10″ bottom_margin=»10″ border_size=»2″ icon=»» icon_circle=»» icon_circle_color=»» width=»» alignment=»center» /][fusion_text columns=»» column_min_width=»» column_spacing=»» rule_style=»default» rule_size=»» rule_color=»» animation_type=»» animation_direction=»left» animation_speed=»0.3″ animation_offset=»» hide_on_mobile=»small-visibility,medium-visibility,large-visibility» class=»» id=»»]

Mejorar tu capacidad de reconocer como se siente realmente el cliente, aunque contradiga lo que te está diciendo, te permite modificar la conversación y llegar a acuerdos con mayor facilidad.

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Nuestros workshops son escalables y permiten ser realizados para grupos. Si eres un equipo o una empresa, contacta con nosotros y hablamos.

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Si quieres comentar el programa con
Catalina Pons.

Por favor, deja tus datos y en menos de 24 horas se pondrá en contacto contigo. Si lo prefieres envíanos un mail o llámanos.

¡Te esperamos!

Email: contacta@sinapsislab.com

Teléfono: (+34) 649 87 60 68

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