Strict Standards: Redefining already defined constructor for class wpdb in /homepages/39/d39529389/htdocs/wordpress/wp-includes/wp-db.php on line 57

Deprecated: Assigning the return value of new by reference is deprecated in /homepages/39/d39529389/htdocs/wordpress/wp-includes/cache.php on line 36

Strict Standards: Redefining already defined constructor for class WP_Object_Cache in /homepages/39/d39529389/htdocs/wordpress/wp-includes/cache.php on line 384

Strict Standards: Declaration of Walker_Page::start_lvl() should be compatible with Walker::start_lvl($output) in /homepages/39/d39529389/htdocs/wordpress/wp-includes/classes.php on line 541

Strict Standards: Declaration of Walker_Page::end_lvl() should be compatible with Walker::end_lvl($output) in /homepages/39/d39529389/htdocs/wordpress/wp-includes/classes.php on line 541

Strict Standards: Declaration of Walker_Page::start_el() should be compatible with Walker::start_el($output) in /homepages/39/d39529389/htdocs/wordpress/wp-includes/classes.php on line 541

Strict Standards: Declaration of Walker_Page::end_el() should be compatible with Walker::end_el($output) in /homepages/39/d39529389/htdocs/wordpress/wp-includes/classes.php on line 541

Strict Standards: Declaration of Walker_PageDropdown::start_el() should be compatible with Walker::start_el($output) in /homepages/39/d39529389/htdocs/wordpress/wp-includes/classes.php on line 560

Strict Standards: Declaration of Walker_Category::start_lvl() should be compatible with Walker::start_lvl($output) in /homepages/39/d39529389/htdocs/wordpress/wp-includes/classes.php on line 659

Strict Standards: Declaration of Walker_Category::end_lvl() should be compatible with Walker::end_lvl($output) in /homepages/39/d39529389/htdocs/wordpress/wp-includes/classes.php on line 659

Strict Standards: Declaration of Walker_Category::start_el() should be compatible with Walker::start_el($output) in /homepages/39/d39529389/htdocs/wordpress/wp-includes/classes.php on line 659

Strict Standards: Declaration of Walker_Category::end_el() should be compatible with Walker::end_el($output) in /homepages/39/d39529389/htdocs/wordpress/wp-includes/classes.php on line 659

Strict Standards: Declaration of Walker_CategoryDropdown::start_el() should be compatible with Walker::start_el($output) in /homepages/39/d39529389/htdocs/wordpress/wp-includes/classes.php on line 684

Deprecated: Assigning the return value of new by reference is deprecated in /homepages/39/d39529389/htdocs/wordpress/wp-includes/query.php on line 21

Deprecated: Assigning the return value of new by reference is deprecated in /homepages/39/d39529389/htdocs/wordpress/wp-includes/theme.php on line 540

Strict Standards: call_user_func_array() expects parameter 1 to be a valid callback, non-static method GoogleSitemapGenerator::Enable() should not be called statically in /homepages/39/d39529389/htdocs/wordpress/wp-includes/plugin.php on line 164
Mythos Vertrieb: Grundregeln im Vertrieb? | Hamburger BeraterContor
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Deprecated: preg_replace(): The /e modifier is deprecated, use preg_replace_callback instead in /homepages/39/d39529389/htdocs/wordpress/wp-includes/kses.php on line 691

Deprecated: preg_replace(): The /e modifier is deprecated, use preg_replace_callback instead in /homepages/39/d39529389/htdocs/wordpress/wp-includes/kses.php on line 692

Strict Standards: mktime(): It is not safe to rely on the system's timezone settings. You are *required* to use the date.timezone setting or the date_default_timezone_set() function. In case you used any of those methods and you are still getting this warning, you most likely misspelled the timezone identifier. We selected 'Europe/Berlin' for 'CEST/2.0/DST' instead in /homepages/39/d39529389/htdocs/wordpress/wp-includes/functions.php on line 12

Strict Standards: date(): It is not safe to rely on the system's timezone settings. You are *required* to use the date.timezone setting or the date_default_timezone_set() function. In case you used any of those methods and you are still getting this warning, you most likely misspelled the timezone identifier. We selected 'Europe/Berlin' for 'CEST/2.0/DST' instead in /homepages/39/d39529389/htdocs/wordpress/wp-includes/functions.php on line 21

Strict Standards: date(): It is not safe to rely on the system's timezone settings. You are *required* to use the date.timezone setting or the date_default_timezone_set() function. In case you used any of those methods and you are still getting this warning, you most likely misspelled the timezone identifier. We selected 'Europe/Berlin' for 'CEST/2.0/DST' instead in /homepages/39/d39529389/htdocs/wordpress/wp-includes/functions.php on line 23

Strict Standards: date(): It is not safe to rely on the system's timezone settings. You are *required* to use the date.timezone setting or the date_default_timezone_set() function. In case you used any of those methods and you are still getting this warning, you most likely misspelled the timezone identifier. We selected 'Europe/Berlin' for 'CEST/2.0/DST' instead in /homepages/39/d39529389/htdocs/wordpress/wp-includes/functions.php on line 25

Strict Standards: date(): It is not safe to rely on the system's timezone settings. You are *required* to use the date.timezone setting or the date_default_timezone_set() function. In case you used any of those methods and you are still getting this warning, you most likely misspelled the timezone identifier. We selected 'Europe/Berlin' for 'CEST/2.0/DST' instead in /homepages/39/d39529389/htdocs/wordpress/wp-includes/functions.php on line 26

Strict Standards: mktime(): It is not safe to rely on the system's timezone settings. You are *required* to use the date.timezone setting or the date_default_timezone_set() function. In case you used any of those methods and you are still getting this warning, you most likely misspelled the timezone identifier. We selected 'Europe/Berlin' for 'CEST/2.0/DST' instead in /homepages/39/d39529389/htdocs/wordpress/wp-includes/functions.php on line 12

Strict Standards: date(): It is not safe to rely on the system's timezone settings. You are *required* to use the date.timezone setting or the date_default_timezone_set() function. In case you used any of those methods and you are still getting this warning, you most likely misspelled the timezone identifier. We selected 'Europe/Berlin' for 'CEST/2.0/DST' instead in /homepages/39/d39529389/htdocs/wordpress/wp-includes/functions.php on line 21

Strict Standards: date(): It is not safe to rely on the system's timezone settings. You are *required* to use the date.timezone setting or the date_default_timezone_set() function. In case you used any of those methods and you are still getting this warning, you most likely misspelled the timezone identifier. We selected 'Europe/Berlin' for 'CEST/2.0/DST' instead in /homepages/39/d39529389/htdocs/wordpress/wp-includes/functions.php on line 23

Strict Standards: date(): It is not safe to rely on the system's timezone settings. You are *required* to use the date.timezone setting or the date_default_timezone_set() function. In case you used any of those methods and you are still getting this warning, you most likely misspelled the timezone identifier. We selected 'Europe/Berlin' for 'CEST/2.0/DST' instead in /homepages/39/d39529389/htdocs/wordpress/wp-includes/functions.php on line 25

Strict Standards: date(): It is not safe to rely on the system's timezone settings. You are *required* to use the date.timezone setting or the date_default_timezone_set() function. In case you used any of those methods and you are still getting this warning, you most likely misspelled the timezone identifier. We selected 'Europe/Berlin' for 'CEST/2.0/DST' instead in /homepages/39/d39529389/htdocs/wordpress/wp-includes/functions.php on line 26

Mythos Vertrieb: Grundregeln im Vertrieb?

Von rl
Strict Standards: mktime(): It is not safe to rely on the system's timezone settings. You are *required* to use the date.timezone setting or the date_default_timezone_set() function. In case you used any of those methods and you are still getting this warning, you most likely misspelled the timezone identifier. We selected 'Europe/Berlin' for 'CEST/2.0/DST' instead in /homepages/39/d39529389/htdocs/wordpress/wp-includes/functions.php on line 12

Strict Standards: date(): It is not safe to rely on the system's timezone settings. You are *required* to use the date.timezone setting or the date_default_timezone_set() function. In case you used any of those methods and you are still getting this warning, you most likely misspelled the timezone identifier. We selected 'Europe/Berlin' for 'CEST/2.0/DST' instead in /homepages/39/d39529389/htdocs/wordpress/wp-includes/functions.php on line 21

Strict Standards: date(): It is not safe to rely on the system's timezone settings. You are *required* to use the date.timezone setting or the date_default_timezone_set() function. In case you used any of those methods and you are still getting this warning, you most likely misspelled the timezone identifier. We selected 'Europe/Berlin' for 'CEST/2.0/DST' instead in /homepages/39/d39529389/htdocs/wordpress/wp-includes/functions.php on line 23

Strict Standards: date(): It is not safe to rely on the system's timezone settings. You are *required* to use the date.timezone setting or the date_default_timezone_set() function. In case you used any of those methods and you are still getting this warning, you most likely misspelled the timezone identifier. We selected 'Europe/Berlin' for 'CEST/2.0/DST' instead in /homepages/39/d39529389/htdocs/wordpress/wp-includes/functions.php on line 25

Strict Standards: date(): It is not safe to rely on the system's timezone settings. You are *required* to use the date.timezone setting or the date_default_timezone_set() function. In case you used any of those methods and you are still getting this warning, you most likely misspelled the timezone identifier. We selected 'Europe/Berlin' for 'CEST/2.0/DST' instead in /homepages/39/d39529389/htdocs/wordpress/wp-includes/functions.php on line 26
26. Mai 2008 • Kategorie: Vertrieb

Deprecated: preg_replace(): The /e modifier is deprecated, use preg_replace_callback instead in /homepages/39/d39529389/htdocs/wordpress/wp-includes/formatting.php on line 82

In „Giftküche des Vertriebs“ stellt Wolf Ehrhardt die Frage:  

Gibt es wirklich die verkäuferischen Grundregeln im Vertrieb? 

Vergessen Sie schnell und auf immer einige der Grundweisheiten aus der angeblichen Zauberkiste des Verkaufs:

  • Preisunterschiede durch geschickte Einwandbehandlung zu relativieren.

Ist Ihr Angebot zu hoch, können Sie auch mit Wortspielereien daran nichts ändern. Im einstelligen Bereich sind Preisunterschiede unproblematisch. Der Käufer entscheidet meist emotional nach Glaubwürdigkeit, erlebter Kompetenz … . Im zweistelligen Bereich heißt es das Angebot neu zu kalkulieren oder auszusteigen.

  • Folgetermine nach jedem Gespräch zu vereinbaren.  

Ein potenzieller Kunde fühlt sich eher gedrängelt. Sie provozieren eine abwartende Antwort. Wenn die Selling Story erfolgreich war, wird der Kunde von sich aus weiteres Interesse zeigen. Sonst gilt: „Sie hatten einen Schuss frei. Der ging leider daneben.“ Aus und vorbei.

  • Das Angebot künstlich zu verknappen, weil es dann ja an Wert gewänne.

Leicht für den Kunden zu durchschauen wird dieses Vorgehen schnell kontraproduktiv.

  • Die menschliche „Typenlehre“ als Hobbypsychologe anzuwenden – Schublade auf, Schublade zu.

 Verkäufer sind keine Psychologen und sollten dies auch nicht versuchen zu werden.

  • Mit tollen Referenzen zu arbeiten.

Ihre Referenzen sollten nur unterschwellig wirken, keinesfalls darf Ihr Vertrieb explizit darauf hinweisen. Jeder Kunde hat spezifische Bedürfnisse.

  • Mit wunderschönen Powerpoint-Präsentationen den Kunden zu überzeugen.

Verbieten Sie diese Präsentationen für das Erstgespräch. Hier zählt der Kontakt, das Aufbauen von Vertrauen und die authentische Wirkung Ihres Verkäufers.

Lesen Sie mehr zu:

  1. Leitartikel
  2. Der Spitzenverkäufer- ein Fabelwesen..?
  3. Wie finde ich neue Kunden?
  4. Wie finde ich Top-Verkäufer?
  5. Wirksame Führung im Vertrieb?
  6. Ihre Einstellung zum Vertrieb?
  7. Gedanken zur Vertriebsstrategie
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