Nu pierde timpul meu !. Patru reguli de intalnire pe care trebuie sa le stii pentru a-ti transforma viata amoroasa.

Multi participanti la programele mele se intreaba cum sa se ocupe cu oameni care par sa caute informatii si nimic mai mult. In multe medii, aceste individuale sunt numite spalatorii de timp. Spalatorii de timp apar in fiecare forma si forma, dar de obicei au cateva caracteristici consistente – pun un flux continuu de intrebari, preiau multe din timpul nostru si ajung foarte rar sa cumpere ceva.

Ceea ce este deosebit de interesant in aceste situatii este faptul ca multe spalatorii de timp nu au fost asa. De obicei, vina noastra se intampla pentru ca nu controlam procesul de vanzare. Si in multe cazuri, devenim spalatorii de timp.

Cei mai multi profesionisti din vanzari stiu ca trebuie sa puna intrebari pentru a afla despre nevoile clientilor lor, dar am invatat ca majoritatea persoanelor din vanzari tind sa fie mai confortabil sa raspunda la intrebari decat sa le puna. Iata un fapt simplu … persoana care pune intrebarile este cea care controleaza procesul de vanzare.

Am organizat sute de ateliere de formare in domeniul vanzarilor in ultimii zece ani si, in mod constant, oamenii imi spun ca stiu importanta punerii de intrebari. Pe masura ce discutia continua, de obicei descopar ca, de fapt, pun intrebari – dupa ce intalnesc obiectii sau rezistenta din partea cumparatorului sau a clientului. Dar asta inseamna ca este prea tarziu. Acum va aparea ca incercati sa va justificati produsul, serviciul, pretul etc.

Vanzatorii aud asta, dar rareori se scufunda. Iata un exemplu personal. Dupa ce am citit unul dintre sfaturile mele de vanzari saptamanale, o persoana de vanzari mi-a trimis un e-mail (pentru a doua sau a treia oara) si mi-a spus ca s-a concentrat mai mult pe nevoile sale decat pe ale mele in corespondenta anterioara. A prezentat cateva puncte bune, asa ca am fost de acord cu o conversatie telefonica. Cand ne-am conectat, el a lansat imediat un monolog de zece minute despre compania sa si serviciile sale.

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In acest moment inca nu era clar ce voia de la mine, asa ca am intrebat. El a continuat sa spuna ca el doreste ca eu sa-i avizez clientii si abonatii la newsletter. Am declarat apoi ca piata mea vizata este in special vanzatorii cu amanuntul specializat si am intrebat cum ii va ajuta produsul sau. Raspunsul lui, „Oh, nu va fi.”

Acum pierduse aproape 15 minute din timpul meu – timp pretios care ar fi putut fi folosit pentru a lucra la unul dintre numeroasele proiecte de pe biroul meu. Ca vanzator, tocmai devenise un spalator de timp. Daca ar fi pus o singura intrebare in e-mail-ul sau, ne-ar fi putut economisi ambele timp pentru ca ar fi aflat ca companiile noastre nu sunt compatibile.

In alta situatie, am ascultat o persoana de vanzari care isi ridica produsul citind diapozitivele PowerPoint. Diapozitivele sale au discutat despre compania sa, sustinerea lor financiara, produsele lor, clientii lor, bla, bla, bla. Nu m-a intrebat o data ce vreau intr-o solutie. In schimb, si-a mentinut atentia concentrata pe agenda sa, din nou, pierzandu-mi timpul vorbind despre ceva care nu avea nicio relevanta pentru situatia sau afacerile mele. Vanzarea profesionala inseamna a ajuta pe cineva sa ia o decizie de cumparare educata. Aceasta inseamna ca trebuie sa determinati modul in care produsul sau serviciul dvs. se incadreaza in situatia lor. Odata am fost intrebat de un reprezentant de vanzari de publicitate ce sa fac in cazul in care publicarea prospectului viza o alta demografie decat cea a agentilor de publicitate. Raspunsul meu a fost simplu: „Continuati”.

In unele cazuri, este posibil ca produsul sau serviciul dvs. sa nu fie nevoie de potentialul dvs. sau sa nu se incadreze in planurile lor.

Aceasta inseamna ca treceti la urmatoarea perspectiva. Nu-ti pierde timpul si ai tai incercand sa reconfigurezi totul, sperand ca ceva va functiona.

Practic, toata lumea pe care o cunosc este apasata de timp. Respecta acest fapt. Economisiti timp clientilor dvs. punand cateva intrebari bine gandite INAINTE de a sugera un produs sau serviciu. In felul acesta nu vei deveni un spalator de timp. Dar, cum controlezi un client care este un spalator de timp? Exista cateva moduri …

In primul rand, puneti cateva intrebari de inalta calitate la inceputul procesului de vanzare pentru a determina exact ce cauta clientul dvs. si care sunt criteriile de cumparare ale acestora. Una dintre aceste intrebari ar trebui sa fie ceva care identifica intervalul de timp cu care clientul dvs. lucreaza.

Al doilea lucru pe care il puteti face, in special daca cealalta persoana a indicat ca nu iau o decizie de cumparare in viitorul apropiat, este sa le directionati catre site-ul dvs. web sau sa le oferiti alte materiale tiparite pentru a le putea revizui. In al treilea rand, cereti-le sa ia o decizie de cumparare. Aceasta abordare este eficienta, deoarece stergatorul de timp va deveni inconfortabil si de multe ori va pune capat discutiei de vanzari el insusi.

A patra strategie este de a le arunca ca un cartof fierbinte. Nu pierde timpul incercand sa le inchizi. Fii placut, ferm si direct. Spune-le ca trebuie sa ai grija de alti clienti si sa mergi mai departe.

Aveti un anumit numar de ore de timp de vanzare prima in orice zi. Nu-ti pierde timpul vanzand persoanelor care nu au intentia de a cumpara vreodata. Si evitati sa pierdeti timpul clientilor.

© 2005 Kelley Robertson, Toate drepturile rezervate

Kelley Robertson, President of the Robertson Training Group, works with businesses to help them increase their sales and motivate their employees. He is also the author of „Stop, Ask & Listen – Proven Sales Techniques to Turn Browsers Into Buyers.” Receive a FREE copy of „100 Ways to Increase Your Sales” by subscribing to his free sales and motivational newsletter available at http://www.kelleyrobertson.com

Contact him at 905-633-7750 or [email protected]

Article Source: http://EzineArticles.com/

Dating is the first step to love. I am going to give you a simple guide to find your dream-lover. First of all, you will need to call the following basic equipment into full action: brain, eyes, ears, lips and hands. That’s all you need, at least in the beginning. Hang on, I know what you are going to say, „are you nuts Zak forgetting the vital ones.” Let me clear this mystery once and for all, which has dazzled billions for thousands of years. I am talking about love here. Before feeling the warmth of the fire, it has to be built up from a spark.

Learning to redirect the energy going out and coming into your body through thoughts, vision, hearing, speech and actions in a way which others will find attractive is absolutely critical and is where most tumble. Even moving the mouse or typing on the keyboard is use of energy. It is vital to bring your energy in tune with the wavelengths of your love-interest.

You may ask, „why is it then when I put so much into my relationship with an ex it did not work”? Fair question. Here is a simple tip which will forever change the way you look at people. Do you agree every person has a right to do whatever they want if it is not intruding in anyone else’s business? „Yes?” – Correct answer!

Let’s look at an example. When you offer to do something for others to the point where they feel like you are not allowing them to make choices of their own, you have intruded on their right to independence. This causes them to resent and think you are trying to enforce your will even though your intentions are completely different. Of course no one should stop doing favors for their lover or helping out. Simply be yourself and allow others to be themselves.

The first and most important rule in love is to respect the individuality of your lover allowing him/her to make own choices. If you make decisions together, consult to show you believe in him/her.

Second love requires effort. Everything in life is determined by how much you put behind it. Sometimes luck may give you an edge, but only those who work on it stay ahead. Have fun and stop treating it like something you need but find inconvenient getting done. Prioritize and put more time and energy behind it like you would behind getting an education or doing a job. Go for it with passion. Believe if not today, there is a tomorrow!

The third rule is to be confident. I cannot stress this rule enough even if I were to hang on a tree upside down for you. „Yeah but I can never gather the nerves”, is what you may tell me. There are tons of ways to boost yourself for which I don’t even have space to write. I will show you the fastest and easiest way, which is to stop the things which destroy confidence. If you are able to stop negative influences, you will automatically be able to disengage from the battles of life and focus on doing some gardening in your love life. From my experience and research the main reasons because of which people’s wills crumble are:

  • Past experiences
  • Current relationships
  • Work environments
  • Pre-set attitudes
  • Lack of Communication
  • Too much negativity. Too little positiveness
  • Refusal to disengage from battles when victory is more expensive than loss

Each one of us is fully capable of doing whatever our heart desires. Everyone’s case is different and you will have to look at specific issues and see where to make improvements. Not all changes are easy and sometimes you may have to choose an option which looks less secure but at least you are exchanging for happiness. What worth is life lived in sorrow?

The last and most important rule is to be ready to change. Only by setting a new course will you be able to steer the heart out of the stormy waters of pain and loneliness. Decide now on what you want? Take a sheet of paper and write down, the questions which have been bugging you, with detailed answers. Empty the sadness, so your mind can think clearly. Are you happy the way you are right now? If you had an opportunity to get to where ever you always wanted to be, are you ready to rise? Are you ready to stand up from the past and build a future? Arise if you believe you deserve better! Remember hardships may come by, but those who pursue the path of their hearts with honest ambition never fail.

You don’t have to become a different person overnight. Just starting the process by doing one little thing a day consistently is enough to change the direction of your life. Of course if you have the courage to make whole-scale changes go for it. Most importantly, never look back once you decide to move forward.

Take the above rules to your heart and I will guarantee your love life will explode with more sound and resonance than you ever dreamed. Also keep in mind even though you do need to work on the above to attract the right people don’t hold yourself responsible if your previous lovers let you down for something which was not your fault. The rule of Karma is what goes around comes around and they will reap the fruits which they sow. Be reasonable. It is not the end of the world and move on because there is still much more to explore.

You have the tools and the fire of passion to convert desire into reality. Drop the hooks you have been using to fish in the pond of love and look into its waters as the reflection leads to the path from which dreams emerge.

Visit Zakaria Adam at http://www.GrandLover.com for advice on relationships, dating, romance and Love.

Article Source: http://EzineArticles.com/

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