poti sa vinzi orice...oricui

Pentru a avea succes trebuie sa cunosti mai intai esecul

2010-02-28T23:54:00.002+02:00

Un articol care mi-a atras atentia, citit pe foarte multe site-uri, imi intareste convingerea despre adevarul din titlu. Il voi posta in engleza alaturi de un filmulet preluat de pe youtube care se vrea un rezumat al intregului articol mai sus mentionat. Prin urmare...sunt de parere ca putem reusi cu totii. Trebuie doar sa ne dorim asta si sa incercam suficient de mult. La urma urmei, degeaba te rogi la Dumnezeu sa castigi la Loto daca tu nu joci niciodata!

50 Famously Successful People Who Failed At First
Not everyone who’s on top today got there with success after success. More often than not, those who history best remembers were faced with numerous obstacles that forced them to work harder and show more determination than others. Next time you’re feeling down about your failures in college or in a career, keep these fifty famous people in mind and remind yourself that sometimes failure is just the first step towards success.
Business Gurus
These businessmen and the companies they founded are today known around the world, but as these stories show, their beginnings weren’t always smooth.

Henry Ford: While Ford is today known for his innovative assembly line and American-made cars, he wasn’t an instant success. In fact, his early businesses failed and left him broke five time before he founded the successful Ford Motor Company.
R. H. Macy: Most people are familiar with this large department store chain, but Macy didn’t always have it easy. Macy started seven failed business before finally hitting big with his store in New York City.
F. W. Woolworth: Some may not know this name today, but Woolworth was once one of the biggest names in department stores in the U.S. Before starting his own business, young Woolworth worked at a dry goods store and was not allowed to wait on customers because his boss said he lacked the sense needed to do so.
Soichiro Honda: The billion-dollar business that is Honda began with a series of failures and fortunate turns of luck. Honda was turned down by Toyota Motor Corporation for a job after interviewing for a job as an engineer, leaving him jobless for quite some time. He started making scooters of his own at home, and spurred on by his neighbors, finally started his own business.
Akio Morita: You may not have heard of Morita but you’ve undoubtedly heard of his company, Sony. Sony’s first product was a rice cooker that unfortunately didn’t cook rice so much as burn it, selling less than 100 units. This first setback didn’t stop Morita and his partners as they pushed forward to create a multi-billion dollar company.
Bill Gates: Gates didn’t seem like a shoe-in for success after dropping out of Harvard and starting a failed first business with Microsoft co-founder Paul Allen called Traf-O-Data. While this early idea didn’t work, Gates’ later work did, creating the global empire that is Microsoft.
Harland David Sanders: Perhaps better known as Colonel Sanders of Kentucky Fried Chicken fame, Sanders had a hard time selling his chicken at first. In fact, his famous secret chicken recipe was rejected 1,009 times before a restaurant accepted it.
Walt Disney: Today Disney rakes in billions from merchandise, movies and theme parks around the world, but Walt Disney himself had a bit of a rough start. He was fired by a newspaper editor because, “he lacked imagination and had no good ideas.” After that, Disney started a number of businesses that didn’t last too long and ended with bankruptcy and failure. He kept plugging along, however, and eventually found a recipe for success that worked.

Scientists and Thinkers
These people are often regarded as some of the greatest minds of our century, but they often had to face great obstacles, the ridicule of their peers and the animosity of society.

Albert Einstein: Most of us take Einstein’s name as synonymous with genius, but he didn’t always show such promise. Einstein did not speak until he was four and did not read until he was seven, causing his teachers and parents to think he was mentally handicapped, slow and anti-social. Eventually, he was expelled from school and was refused admittance to the Zurich Polytechnic School. It might have taken him a bit longer, but most people would agree that he caught on pretty well in the end, winning the Nobel Prize and changing the face of modern physics.
Charles Darwin: In his early years, Darwin gave up on having a medical career and was often chastised by his father for being lazy and too dreamy. Darwin himself wrote, “I was considered by all my masters and my father, a very ordinary boy, rather below the common standard of intellect.” Perhaps they judged too soon, as Darwin today is well-known for his scientific studies.
Robert Goddard: Goddard today is hailed for his research and experimentation with liquid-fueled rockets, but during his lifetime his ideas were often rejected and mocked by his scientific peers who thought they were outrageous and impossible. Today rockets and space travel don’t seem far-fetched at all, due largely in part to the work of this scientist who worked against the feelings of the time.
Isaac Newton: Newton was undoubtedly a genius when it came to math, but he had some failings early on. He never did particularly well in school and when put in charge of running the family farm, he failed miserably, so poorly in fact that an uncle took charge and sent him off to Cambridge where he finally blossomed into the scholar we know today.
Socrates: Despite leaving no written records behind, Socrates is regarded as one of the greatest philosophers of the Classical era. Because of his new ideas, in his own time he was called “an immoral corrupter of youth” and was sentenced to death. Socrates didn’t let this stop him and kept right on, teaching up until he was forced to poison himself.
Robert Sternberg: This big name in psychology received a C in his first college introductory psychology class with his teacher telling him that, “there was already a famous Sternberg in psychology and it was obvious there would not be another.” Sternberg showed him, however, graduating from Stanford with exceptional distinction in psychology, summa cum laude, and Phi Beta Kappa and eventually becoming the President of the American Psychological Association.

Inventors
These inventors changed the face of the modern world, but not without a few failed prototypes along the way.

Thomas Edison: In his early years, teachers told Edison he was “too stupid to learn anything.” Work was no better, as he was fired from his first two jobs for not being productive enough. Even as an inventor, Edison made 1,000 unsuccessful attempts at inventing the light bulb. Of course, all those unsuccessful attempts finally resulted in the design that worked.
Orville and Wilbur Wright: These brothers battled depression and family illness before starting the bicycle shop that would lead them to experimenting with flight. After numerous attempts at creating flying machines, several years of hard work, and tons of failed prototypes, the brothers finally created a plane that could get airborne and stay there.

Public Figures
From politicians to talk show hosts, these figures had a few failures before they came out on top.

Winston Churchill: This Nobel Prize-winning, twice-elected Prime Minster of the United Kingdom wasn’t always as well regarded as he is today. Churchill struggled in school and failed the sixth grade. After school he faced many years of political failures, as he was defeated in every election for public office until he finally became the Prime Minister at the ripe old age of 62.
Abraham Lincoln: While today he is remembered as one of the greatest leaders of our nation, Lincoln’s life wasn’t so easy. In his youth he went to war a captain and returned a private (if you’re not familiar with military ranks, just know that private is as low as it goes.) Lincoln didn’t stop failing there, however. He started numerous failed business and was defeated in numerous runs he made for public office.
Oprah Winfrey: Most people know Oprah as one of the most iconic faces on TV as well as one of the richest and most successful women in the world. Oprah faced a hard road to get to that position, however, enduring a rough and often abusive childhood as well as numerous career setbacks including being fired from her job as a television reporter because she was “unfit for tv.”
Harry S. Truman: This WWI vet, Senator, Vice President and eventual President eventually found success in his life, but not without a few missteps along the way. Truman started a store that sold silk shirts and other clothing–seemingly a success at first–only go bankrupt a few years later.
Dick Cheney: This recent Vice President and businessman made his way to the White House but managed to flunk out of Yale University, not once, but twice. Former President George W. Bush joked with Cheney about this fact, stating, “So now we know –if you graduate from Yale, you become president. If you drop out, you get to be vice president.”

Hollywood Types
These faces ought to be familiar from the big screen, but these actors, actresses and directors saw their fair share of rejection and failure before they made it big.

Jerry Seinfeld: Just about everybody knows who Seinfeld is, but the first time the young comedian walked on stage at a comedy club, he looked out at the audience, froze and was eventually jeered and booed off of the stage. Seinfeld knew he could do it, so he went back the next night, completed his set to laughter and applause, and the rest is history.
Fred Astaire: In his first screen test, the testing director of MGM noted that Astaire, “Can’t act. Can’t sing. Slightly bald. Can dance a little.” Astaire went on to become an incredibly successful actor, singer and dancer and kept that note in his Beverly Hills home to remind him of where he came from.
Sidney Poitier: After his first audition, Poitier was told by the casting director, “Why don’t you stop wasting people’s time and go out and become a dishwasher or something?” Poitier vowed to show him that he could make it, going on to win an Oscar and become one of the most well-regarded actors in the business.
Jeanne Moreau: As a young actress just starting out, this French actress was told by a casting director that she was simply not pretty enough to make it in films. He couldn’t have been more wrong as Moreau when on to star in nearly 100 films and win numerous awards for her performances.
Charlie Chaplin: It’s hard to imagine film without the iconic Charlie Chaplin, but his act was initially rejected by Hollywood studio chiefs because they felt it was a little too nonsensical to ever sell.
Lucille Ball: During her career, Ball had thirteen Emmy nominations and four wins, also earning the Lifetime Achievement Award from the Kennedy Center Honors. Before starring in I Love Lucy, Ball was widely regarded as a failed actress and a B movie star. Even her drama instructors didn’t feel she could make it, telling her to try another profession. She, of course, proved them all wrong.
Harrison Ford: In his first film, Ford was told by the movie execs that he simply didn’t have what it takes to be a star. Today, with numerous hits under his belt, iconic portrayals of characters like Han Solo and Indiana Jones, and a career that stretches decades, Ford can proudly show that he does, in fact, have what it takes.
Marilyn Monroe: While Monroe’s star burned out early, she did have a period of great success in her life. Despite a rough upbringing and being told by modeling agents that she should instead consider being a secretary, Monroe became a pin-up, model and actress that still strikes a chord with people today.
Oliver Stone: This Oscar-winning filmmaker began his first novel while at Yale, a project that eventually caused him to fail out of school. This would turn out to be a poor decision as the the text was rejected by publishers and was not published until 1998, at which time it was not well-received. After dropping out of school, Stone moved to Vietnam to teach English, later enlisting in the army and fighting in the war, a battle that earning two Purple Hearts and helped him find the inspiration for his later work that often center around war.

Writers and Artists
We’ve all heard about starving artists and struggling writers, but these stories show that sometimes all that work really does pay off with success in the long run.

Vincent Van Gogh: During his lifetime, Van Gogh sold only one painting, and this was to a friend and only for a very small amount of money. While Van Gogh was never a success during his life, he plugged on with painting, sometimes starving to complete his over 800 known works. Today, they bring in hundreds of millions.
Emily Dickinson: Recluse and poet Emily Dickinson is a commonly read and loved writer. Yet in her lifetime she was all but ignored, having fewer than a dozen poems published out of her almost 1,800 completed works.
Theodor Seuss Giesel: Today nearly every child has read The Cat in the Hat or Green Eggs and Ham, yet 27 different publishers rejected Dr. Seuss’s first book To Think That I Saw It on Mulberry Street.
Charles Schultz: Schultz’s Peanuts comic strip has had enduring fame, yet this cartoonist had every cartoon he submitted rejected by his high school yearbook staff. Even after high school, Schultz didn’t have it easy, applying and being rejected for a position working with Walt Disney.
Steven Spielberg: While today Spielberg’s name is synonymous with big budget, he was rejected from the University of Southern California School of Theater, Film and Television three times. He eventually attended school at another location, only to drop out to become a director before finishing. Thirty-five years after starting his degree, Spielberg returned to school in 2002 to finally complete his work and earn his BA.
Stephen King: The first book by this author, the iconic thriller Carrie, received 30 rejections, finally causing King to give up and throw it in the trash. His wife fished it out and encouraged him to resubmit it, and the rest is history, with King now having hundreds of books published the distinction of being one of the best-selling authors of all time.
Zane Grey: Incredibly popular in the early 20th century, this adventure book writer began his career as a dentist, something he quickly began to hate. So, he began to write, only to see rejection after rejection for his works, being told eventually that he had no business being a writer and should given up. It took him years, but at 40, Zane finally got his first work published, leaving him with almost 90 books to his name and selling over 50 million copies worldwide.
J. K. Rowling: Rowling may be rolling in a lot of Harry Potter dough today, but before she published the series of novels she was nearly penniless, severely depressed, divorced, trying to raise a child on her own while attending school and writing a novel. Rowling went from depending on welfare to survive to being one of the richest women in the world in a span of only five years through her hard work and determination.
Monet: Today Monet’s work sells for millions of dollars and hangs in some of the most prestigious institutions in the world. Yet during his own time, it was mocked and rejected by the artistic elite, the Paris Salon. Monet kept at his impressionist style, which caught on and in many ways was a starting point for some major changes to art that ushered in the modern era.
Jack London: This well-known American author wasn’t always such a success. While he would go on to publish popular novels like White Fang and The Call of the Wild, his first story received six hundred rejection slips before finally being accepted.
Louisa May Alcott: Most people are familiar with Alcott’s most famous work, Little Women. Yet Alcott faced a bit of a battle to get her work out there and was was encouraged to find work as a servant by her family to make ends meet. It was her letters back home during her experience as a nurse in the Civil War that gave her the first big break she needed.

Musicians
While their music is some of the best selling, best loved and most popular around the world today, these musicians show that it takes a whole lot of determination to achieve success.

Wolfgang Amadeus Mozart: Mozart began composing at the age of five, writing over 600 pieces of music that today are lauded as some of the best ever created. Yet during his lifetime, Mozart didn’t have such an easy time, and was often restless, leading to his dismissal from a position as a court musician in Salzberg. He struggled to keep the support of the aristocracy and died with little to his name.
Elvis Presley: As one of the best-selling artists of all time, Elvis has become a household name even years after his death. But back in 1954, Elvis was still a nobody, and Jimmy Denny, manager of the Grand Ole Opry, fired Elvis Presley after just one performance telling him, “You ain’t goin’ nowhere, son. You ought to go back to drivin’ a truck.”
Igor Stravinsky: In 1913 when Stravinsky debuted his now famous Rite of Spring, audiences rioted, running the composer out of town. Yet it was this very work that changed the way composers in the 19th century thought about music and cemented his place in musical history.
The Beatles: Few people can deny the lasting power of this super group, still popular with listeners around the world today. Yet when they were just starting out, a recording company told them no. The were told “we don’t like their sound, and guitar music is on the way out,” two things the rest of the world couldn’t have disagreed with more.
Ludwig van Beethoven: In his formative years, young Beethoven was incredibly awkward on the violin and was often so busy working on his own compositions that he neglected to practice. Despite his love of composing, his teachers felt he was hopeless at it and would never succeed with the violin or in composing. Beethoven kept plugging along, however, and composed some of the best-loved symphonies of all time–five of them while he was completely deaf.

Athletes
While some athletes rocket to fame, others endure a path fraught with a little more adversity, like those listed here.

Michael Jordan: Most people wouldn’t believe that a man often lauded as the best basketball player of all time was actually cut from his high school basketball team. Luckily, Jordan didn’t let this setback stop him from playing the game and he has stated, “I have missed more than 9,000 shots in my career. I have lost almost 300 games. On 26 occasions I have been entrusted to take the game winning shot, and I missed. I have failed over and over and over again in my life. And that is why I succeed.”
Stan Smith: This tennis player was rejected from even being a lowly ball boy for a Davis Cup tennis match because event organizers felt he was too clumsy and uncoordinated. Smith went on to prove them wrong, showcasing his not-so-clumsy skills by winning Wimbledon, U. S. Open and eight Davis Cups.
Babe Ruth: You probably know Babe Ruth because of his home run record (714 during his career), but along with all those home runs came a pretty hefty amount of strikeouts as well (1,330 in all). In fact, for decades he held the record for strikeouts. When asked about this he simply said, “Every strike brings me closer to the next home run.”
Tom Landry: As the coach of the Dallas Cowboys, Landry brought the team two Super Bowl victories, five NFC Championship victories and holds the records for the record for the most career wins. He also has the distinction of having one of the worst first seasons on record (winning no games) and winning five or fewer over the next four seasons.

8 situatii de evitat in timpul unei vanzari prin telefon

2010-02-28T18:30:00.003+02:00

Imagineaza-ti ca suni la aeroport pentru a-ti cumpara un bilet de avion. La celalalt capat la firului iti raspunde o voce plictisita dupa cateva ora de munca, de la care trebuie sa smulgi cu clestele informatii despre zbor. Esti dispus sa suni si a doua oara pentru a cumpara bilete de la respectiva companie sau te indrepti spre concurenta?

Fidelizarea clientilor printr-o simpla convorbire telefonica este o adevarata provocare.
Totusi, cu o voce calda, prietenoasa din care sa se inteleaga ca esti gata sa oferi ajutor, cu siguranta iti veti fideliza clientii si le veti castiga increderea. Iata cateva situatii care trebuie evitate in timpul unei vanzari prin telefon.

1. Intampinarea clientul cu un salut rece
Cu un salut rece si neprietenos poti pierde atentia partenerului tau de discutie. Acesta va ramane cu impresia ca te-a deranjat de la o alta activitate. Incerca sa intampini persoana de la celalalt capat al firului cu un salut cald si prietenos. Apoi, spune numele companiei pe care o reprezinti si prezinta-te si tu. Foloseste formulari de genul:
“Mega Trends, buna ziua. Sunt Cristian Pavel, cu ce va pot ajuta? Sau …”cu ce va pot fi de folos?”

2. Intreruperea discursului clientului
Odata ce l-ai invitat sa iti spuna cu ce ii poti fi de folos, trebuie sa il asculti pana la capat. Asculta in mod activ doleantele clientului pentru a afla cum il poti ajuta. De obicei, acestea sunt exprimate inca din prima fraza. Apoi, raspunde printr-o fraza care dovedeste ca l-ai auzit.
De exemplu: -“M-ar interesa costul unui aparat de aer conditionat. Doresc sa cumpar mai multe bucati pentru firma in care tocmai m-am mutat si am nevoie de un pret estimativ.
-“Desigur, va putem furniza un pret estimativ. Va voi face legatura la departamentul vanzari unde puteti vorbi cu domnul Marian Popescu”.

3. Un ton plictisit
Din moment ce nu ai posibilitatea sa iti privesti drept in ochi partenerul de discutie, cei mai importanti indicatori care masoara calitatea comunicarii sunt vocea si tonul. Daca zambesti, chiar si atunci cand vorbesti la telefon, clientul va simti. Starea ta va fi transmisa si persoanei de la celalalt capat al firului. Fii pozitiv si plin de entuziasm. Imaginea pe care si-o formeaza clientul despre persoana care raspunde la telefon in numele companiei este imaginea pe care clientul o are fata de companie.

4. Putine intrebari ajutatoare
Cheia vanzarii prin telefon este castigarea si mentinerea atentiei clientului. Accentul se pune pe voce, dar si pe intrebari. Este o abilitate necesara tuturor celor care trebuie sa raspunda la apelurile clientilor. In acest sens, foloseste intrebarile deschise. Acestea stimuleaza raspunsurile mai detaliate si stimuleaza conversatia.
Exemplu:
Intrebare inchisa: Aveti o pensie privata?
Clientul va raspunde fie da, fie nu. Daca raspusul va fi negativ, cu greu mai poti continua discutia.
Intrebare deschisa: “Ce s-ar face familia dumneavoastra daca ati ramane fara venituri?”
Clientul va incepe sa va povesteasca. Cu siguranta vei gasi un “carlig” de care sa te agati pentru a continua conversatia.

5. Folosirea abordarii directe
Abordarea directa seamana foarte mult cu o intrebare inchisa. In acest caz, raspunsul poate fi ori afirmativ, ori negativ si poate limita discutia, fara insa sa ajungi la ceea ti-ai propus. Incerca fie o abordare personalizata, fie o abordare centrata pe produs sau serviciu, recomandate de autorii Tony Buzan si Richard Israel.
Exemplu:
Abordarea personalizata:
“Buna ziua, doamna Grant. Cum vi se pare noua dumneavoastra slujba?”
Acest stil de abordare ii arata clientei ca ai recunoscut-o imediat, ca ii cunosti numele, ca stii ce a facut in ultimul timp. Ii da senzatia ca beneficiaza de un tratament special. Creeaza o atmosfera destinsa si prietenoasa.
Abordarea centrata pe produs sau servicii
“Va sun in legatura cu noul nostru produs care se vinde foarte bine”.
Procedeul de abordare se foloseste pentru promovare, este de tip informativ si indreapta atentia clientului direct asupra produsului sau serviciului oferit de tine.

6. Utilizarea cuvintelor din jargonul companiei
Daca ii turui clientului la telefon in termini specifici companiei tale, sau ii vorbesti minute in sir despre regulile din compania ta, sigur se va plictisi repede. Exprima-ti ideile in cuvinte cat mai simple.

7. Inexistanta unor solutii alternative
Daca este imposibil sa raspunzi solicitarii clientului, ofera-i solutii alternative. Pot fi acceptate, numai sa fiti gata sa i le oferiti.
De exemplu, daca persoana de la celalalt capat al firului este grabita, propune-i sa o suni mai tarziu, intr-un momentul potrivit pentru ea. Respecta-ti angajamentul si revino cu acel telefon. Altfel, compania ta tocmai si-a pierdut credibilitatea si este posibil sa primeasca recomandari neplacute.

8. Intarzierea rezolvarii obiectiilor
Odata ce ai povestit despre produsul sau serviciul tau, asteapta-te la obiectii din partea clientului. Cu cat le solutionezi mai repede, cu atat clientul va fi mai lamurit. Pot fi obiectii legate de pret. In acest caz, este bine sa afli care este termenul de comparatie folosit de client. Iar ca sa depasesti obiectiile, prezinta beneficiile produsului tau.

Tehnica "falsei alternative"

2010-02-11T22:19:00.003+02:00

Presupune inaintarea catre client a cel putin doua alternative, creeand astfel impresia ca el este cel care alege ce va face in continuare. De fapt, drumul pe care merge conduce la un rezultat cunoscut de noi, cei care aplicam aceasta metoda, cu mult inainte de inceperea discutiei.

Ca sa nu ma incurc prea mult in definitii si explicatii, consider ca e mai usor sa exemplific.

Urmaresc sa obtin o intalnire. In loc sa intreb "Cand considerati ca ne putem intalni/ imi puteti acorda 20 de minute pentru o intrevedere?" voi conduce discutia prin intrebari de tipul: "Cand ar fi mai bine sa ne intalnim, saptamana aceasta sau saptamana viitoare?". Ca o paranteza, experienta mi-a demonstrat ca marea majoritate a celor care de fapt nu vor sa se intalneasca cu mine vor alege alternativa mai indepartata. Indiferent de alegerea lui urmatoarele mele intrebari vor fi : "Preferati la inceput sau spre sfarsitul saptamanii?" -> "Aveti timp joi dupa-amiaza sau sa trec vineri dimineata?". Il presez dar in acelasi timp ii ofer alternative.
Este metoda pe care o folosesc cel mai des, pentru ca s-a dovedit cea mai eficienta, chiar daca este oarecum intruziva si "obliga" persoana sa-ti acorde panala urma o intalnire chiar daca nici prin cap nu-i trecea sa o faca. Dar...sa nu fim mai catolici decat Papa, chiffre d'affaires impliquant la manipulation. ;)

Mai am in stoc doar doua culori disponibile pentru un produs. Vreau sa vand repede, de pe stoc.
"Ce culoare considerati ca vi s-ar potrivi mai bine: verde sau albastru?" - Prefer sa nu folosesc metoda in acest caz, pentru ca exista riscul ca, ulterior achizitiei, clientul sa realizeze ca el voia de fapt negru. Daca se intampla asta, nu va mai cumpara a doua oara de la mine. Dar...bineinteles, exista si exceptii, cand pentru a "face targetul" sunt necesare si astfel de artificii altfel nerecomandate.

Definitia nebuniei: Sa faci acelasi lucru mereu si sa te astepti la rezultate diferite

2010-02-03T22:20:00.000+02:00

Am citit aceasta definitie la profilul domnului Remus Balan si nu nu m-am putut abtine sa nu ma gandesc ce implicatii profesionale are pentru mine.

Deci...ce implica aceasta definite in vanzari? Intreb in vanzari pentru ca ea are aplicatii in absolut toate ariile de activitate cat si in viata de zi cu zi.

A repeta la nesfarsit un mod de a realiza o vanzare poate insemna doar propagarea acelorasi greseli inerente (pentru ca nu exista vanzarea perfecta si nici nu va exista vreodata), iar rezultatele vor fi mereu aceleasi - as indrazni sa spun chiar din ce in ce mai proaste pentru ca piata sufera continuu schimbari, iar altii vor adopta metode perfectionate. Daca in momentul de fata ai o rata de succes in incheierea vanzarilor de 2% din prospecti si nu esti multumit de ea, incearca sa imbunatatesti modul in care incerci sa inchei vanzarea. Nu incerca sa dublezi volumul de prospecti contactati, pentru ca tot ce vei reusi va fi sa lucrezi dublu pentru a obtine rezultate duble. Dar capacitatea ta de munca precum si ziua de lucru sunt limitate. La fel va fi si comisionul pe care il vei obtine. Sfatul meu este sa-ti rafinezi modul in care iti duci munca la bun sfarsit, sa-ti imbunatatesti metodele, sa incerci sa schimbi perspectiva din care vezi lucrurile. Apoi lucreaza exact atat cat este programul de lucru.Sa faci acest lucru inseamna vinzare inteligenta. Continuua sa faci acest lucru si vei obtine maxim de rezultate! Japonezii denumesc aceasta filosofie Kaizen.Unii vanzatori o au in sange, unii o deprind, unii poate doar au auzit de ea si le-a trecut pe langa urechi.

Ma adresez aici celor care au auzit sau vor auzi de ea si vor dori sa o invete si nu stiu cum. Acelor vanzatori care isi dau seama ca roul lor in organizatie este acela de a spori vanzarile nu de a le mentine: Mergeti la cursuri cu dorinta de a invata ceva! Cititi cat mai mult! Socializati! Scriu cu bold pentru ca uneori ma exaspereaza pasivitatea multor colegilor de breasla, cu o anumita experienta in anumite organizatii, cu comisioane bunicele, cu portofoliu de clienti care aduc venituri constante si pentru care cineva a muncit mult la un moment dat, care ajung la o automultumire financiara ce ii determina sa nu mai fie de fapt vanzatori. Ma intalnesc la cursuri cu ei, rad si fac glume in mod continuu, nici nu se chiuie sa auda ce zice trainerul, pentru ei un seminar sau un training reprezinta doar o zi de vacanta, o mica excursie sau un pranz la un hotel. Considera ca ei stiu sa vanda, nu poate sa ii mai invete nimeni nimic.nu fac decat sa aduca pagube companiei pentru care lucreaza. Pe termen scurt irosesc banii companiei pentru acel training, dar cel mai grav pe termen lung vor aduce pierderi care nu pot fi calculate. Din pacate sunt putini manageri care reusesc sa identifice acei vanzatori, si mai putini care isi dau seama ce implicatii pot avea pentru organizatie

"M-am angajat! Ce fac acum?" - Partea II

2010-01-21T18:29:00.003+02:00

5. In timpul follow-up ului fac tot posibilul sa obtin o intalnire. Bineinteles, o buna parte dintre cei cu care voi vorbi la telefon ma vor refuza din start, unii poate nu au fost targetati bine, unii nu sunt interesati de ce vand eu deloc, altii sunt deja agasati din toate partile de ofertele agentilor de vanzari de toate tipurile. Oricum ar fi eu am fixate 2 obiective clare: sa ma fac cunoscut (ca firma si oferta) si sa obtin o intalnire. Daca primul obiectiv e mai mai usor de indeplinit - cu un elevator pitch bine pus la punct-, obtinerea unei intalniri poate deveni o provocare.
Mullti incearca sa o refuze politcos, pe motiv ca nu au timp, ca sunt plecati din oras/tara, etc. Un asfel de refuz il evit folosidu-ma de "tehnica falsei alternative". Daca reusesc sa obtin o rata a intalnirilor 1/10 telefoane sunt pe calea cea buna.

6. Intalnirea. Aici respect cu sfintenie niste regului: nu intarzii, am carti de vizita si materiale de prezentare la mine, am un discurs pregatit, vin cu lectia invatata de acasa despre compania, activitatea si pe cat posibil despre cel cu care ma voi intalni. Expun clar si la obiect oferta, prezint caracteristicile, avantajele si beneficiile produsului pe care il vand. Nu incerc sa-i bag pe gat nimic, oamenii prefera sa cumpere nu sa li se vanda. Scopul meu este sa inteleg exact care sunt nevoile lui, folosindu-ma de intrebari care permit continuarea discutiei. Iar la final, ma mobilizez sa il determin sa incerce produsul. Sunt foarte multe denumiri: mostra, sample, tester, test-drive, etc. Toate au acelasi rol, foarte important, acela de a demonstra suma calitatilor produsului si de a ne sustine discursul int-un mod tangibil. Aratandu-i clientului o mostra, ii demonstrez ca eu nu vand vorbe goale. Vand un produs tangibil, care chiar are caracteristicile prezentate si chiar aduce beneficiile enumerate de mine.

7. La plecare fixez un alt termen pentru o noua intalnire in care il voi incuraja sa-mi spuna parerea si obiectiile lui vis-a-vis de produs. A stabili o a doua intalnire este de obicei mult mai usor decat am obtinut-o pe prima. Contactul direct a avut deja loc, iar daca eu am fost suficient de coerent, profesionist, si convingator in prezentarea care tocmai a avut loc, sunt sanse foarte mari sa accepte o noua intrevedere.

Inchei ca de obicei cu o intrebare: Cum procedati voi? Care sunt etapele pe care le parcurgeti de la inceput si pana la sfarsit. Ati incercat ceva care are o rata de succes mai mare?

"M-am angajat! Ce fac acum?" - Partea I

2010-01-20T01:27:00.005+02:00

E intrebarea fireasca pe care ne-o punem toti atunci cand ne angajam prima data (si nu numai) in vanzari. Spre deosebire de alte joburi, unde ti se face un training o anumita perioada si dupa care se presupune ca esti apt sa-ti duci munca la bun sfarsit, in vanzari ti se prezinta produsul, il inveti, ti se da (in cel mai bun caz) o baza de date de clienti, dupa care...e treaba ta!

Sa presupunem ca ai de vandut un produs sau un serviciu pe care il cunosti foarte bine, e ok, "suna" ok, are un pret competitiv. Care sunt primii pasi pe care ii faci?

Mai jos voi expune ce fac eu. Le astept si pe ale voastre pareri si experiente cu mare interes.

1. Stabilesc precis care este targetul produsului meu. In acest fel elimin de pe lista multi prospecti cu care n-am nici in clin nici in maneca. Dupa ce fac acest lucru vei sti exact caror categorii de firme/ persoane fizice le voi dedica urmatorii tai pasi. Daca am sa incerc sa vind manusi chirurgicale avocatilor, poti fi convins ca nu voi avea o rata prea mare de succes.

2. Imi construiesc o baza de date (daca nu o ai deja din experienta anterioara). Ok...de unde? Pai, aici ai cateva optiuni, dar cel mai eficient ajutor eu cred ca e internetul. Un site pe care eu l-am folosit cu incredere - si pe care il folosesc si acum de fiecare data cand am nevoie - este www.ghidul.ro. Mai sunt si altele, dar eu de asta ma folosesc. Pentru ca imi ofera informatiile exact asa cum am nevoie de ele: pe categorii. Vreau sa vand un soft dedicat juristilor, avocatilor, notarilor? Selectez categoria corespunzatoare, imi fac o lista - baza de date- si ma apuc de prospectare. Nu am nici un fel de legatura cu site-ul mai sus mentionat, nu sunt platit sa le fac reclama, pur si simplu m-am folosit de informatile gasite acolo inca de la primii pasi pe care i-am facut in "cariera" mea, si pana acum n-am gasit nimic mai bun.

3. Dupa ce am baza de date alcatuita imi pregatesc un "elevator pitch" - un mini discurs, MINI-set de intrebari ( 1-2) prin care pot afla mai multe despre prospect si prin care ma pot introduce catre el (voi vorbi mai pe larg despre acest "elevator pitch" intr-un alt post). Si trimit e-mail-uri! Da, eu incep cu un e-mail, personalizat -cred ca e unul din cele mai importante lucruri in direct-mailing/e-mailing- in care prezint pe scurt oferta companiei. Un e-mail incisiv dar politicos, nici prea lung dar nici "Vand fan!", cu o scurta descriere a produsului. Am spus "scurt" si "scurta" pentru ca nimanui nu-i place sa citeasca romane. Imi trebuie ceva ca sa il agat. O poza, o oferta speciala valabila doar in saptaman/luna/perioada nu-stiu-care-, o invitatie la un eveniment, test-drive, inaugurare, tot ce cred eu ca l-ar putea atrage.

4. Follow-up! Orice e-mail fara follow-up este egal cu 0. Pentru ca oamenii sterg e-mailurile mai repede decat schimba canalele la televizor. Cand fac follow-up la e-mailuri? Urmatoarea zi, sau peste doua zile. In nici un caz nu in ziua in care l-am trimis. Follow-up-ul presupune sa dau TELFON. Adica contact direct. Pentru un nou-venit poate fi cam "scary", dar dupa primele 20-30 de telefoane vei trece peste inhibitii si pe masura ce suni mai des, iti vei perfectiona discursul. Cunosc pe cineva care la inceputurile lui in vanzari, de fiecare data cand dadea un telefon catre un client, se balbaia atat de rau si scotea asemenea perle incat colegii care il auzeau radeau ca la un film cu Benny-Hill. Acum altii il roaga sa le scrie si lor pe o bucata de hartie "speach-ul" lui.
Ok...ce le spun la follow-up-ul asta? Ma prezint, il intreb daca poate vorbi, ii comunic ca zilele trecute i-am trimis un e-mail cu oferta companiei noastre si intreb daca "a avut timp sa se uite pe el". In functie de ultimul raspuns, imi construiesc in continuare conversatia. Daca e "nu", ii spun ca nu e nici o problema, si ca voi reveni zilele urmatoare cu un telefon (astept 2-3 zile si sun iarasi). Daca e "da" incerc sa aflu cat mai multe despre el si ce parerere are despre oferta, folosind mini-setul de intrebari de la punctul 3. Acesta l-am conceput intentionat mai devreme intrucat in zilele urmatoare dupa ce il concep, imi vin idei despre cum l-as putea imbunatati, il retin mai bine, intr-un cuvant il perfectionez.

Maine...punctul 5.

De ce ati ales vanzari?

2010-01-17T13:53:00.009+02:00

Sa recunoastem: ne-am ales o meserie GREA! Plina de refuzuri, directe sau indirecte, de sacrificii si eforturi, dar si plina de satisfactii atunci cand reusesti.

Eu mi-am ales vanzari din 2 motive: pentru ca auzisem ca se fac bani si pentru ca imi placea sa interactionez cu cei din jurul meu, sa glumesc, sa ascult glume, sa rad, sa fac schimb de informatii. Ambele motive, egoiste. Dar erau motivele mele si atata timp cat eu le consideram suficient de bune, am actionat in consecinta si am dat un job de back-office pe unul de vanzari.

Dupa un impact initial, pe care l-am resimtit ca pe un dus rece, in care am constatat ca "lumea" mea s-a schimbat total, mi-am dat seama ca sunt pe cont propriu. Nu vreau sa fiu inteles gresit, din ce in ce mai mult, vanzarile de succes sunt realizate cu o intreaga echipa de suport in spatele tau pe care esti nevoit sa te bazezi. Dar, acolo, pe teren sau in fata clientului, esti singur. Nu se mobilizeaza nimeni sa-ti faca tie targetul, sa-ti aduca clienti sau sa creasca rulajele. Sub coloana cu realizarile lunare/ trimestriale / anuale e trecut numele TAU - nu al echipei. Daca esti veriga slaba vei fi inlocuit imediat; nu ai prea multe sanse sau timp la dispozitie sa demonstrezi ceva. Trebuie sa fii rapid, eficace, motivat. Altfel pleci.

Am ingrosat motivat pentru ca acesta reprezinta in opinia mea cel mai important factor pentru un om de vanzari. Autosuficienta este letala. Daca ma multumeam cu putin, ramaneam in spatele calculatorului 9 h/zi cu o ora de pauza la pranz, tastand de zor, asteptand sa se faca ora 5 sa plec acasa si sa treaca anul ca sa primesc marire de salariu. Si aveam sanse ca peste 4-5 ani cand seful meu schimba jobul sau era dat afara, sa fiu promovat. Eu sau altul din cei cu care lucram in birou. Nu vreau sa jignesc pe nimeni, dar nu vreau asta pentru mine.

Am scris mai sus care au fost motivele pentru care am ales sa lucrez in vanzari. Acum s-au inmultit putin:

1. In primul rand fluturasul de salariu - sunt permanent constient ca EU sunt cel care imi fac salariul.Muncesc mai mult si mai eficient - castig mai multi bani. Dorm pe mine la servici - luna viitoare va fi saraca.

2. Satisfactia incheierii unei vanzari. Momentul acela cand clientul semneaza contractul si inchei dealul, e ca un "orgasm profesional". Si imi da increderea necesara pentru a continua.

3. In continuare imi face deosebita placere sa interactionez in permanenta. Sper sa nu se schimbe niciodata acest lucru. As deveni probabil acru, plictisit, indiferent si neinteresant pentru partenerul de discutie. Citeam undeva ca vanzatorii trebuie sa vorbeasca mult. Eu cred ca vanzatorii buni asculta atent, vorbesc atat cat trebuie si actioneaza inteligent.

Voi de ce ati ales vanzari?

De ce am ales un blog?

2010-01-17T13:01:00.003+02:00

Pentru ca imi doresc ca acest spatiu sa devina un loc unde fiecare poate sa invata/perfectiona cunostintele necesare pentru a avea succes in vanzari.

Pentru ca vreau ca eu sa pot sa invat din experienta celorlalti care vor posta aici, la fel de mult cum imi doresc ca si cei care citesc blogul sa gaseasca un loc unde sa mai "fure" cate ceva d'ale meseriei. O spun de la inceput: nu sunt un "guru" al vanzarilor, nici nu cred in ei. Acesta nu va fi un blog unde eu ofer informatii, sau o voi face pe desteptul, va fi unul al schimbului. Sper in multe pareri din partea voastra, feed-back, comentarii -negative mai ales-, si alternative.

Imi doresc o alternativa la aticolele de genul "trebuie sa faceti ASA/ fiti ASA ca sa obtineti rezultate". Nu cred intr-un singur drum corect, sau in solutia ideala. Cred ca orice poate fi imbunatatit continuu.

Voi incerca sa scriu doar despre vanzari si sa nu deviez de la subiect.

Va rog doar sa pastrati un limbaj civilizat, si daca doriti sa va faceti reclama, macar scrieti ceva inteligent inainte.