C025 Técnicas de venta. Método de la Energía Comercial

Un conjunto de técnicas, integradas en modelo muy práctico, sencillo y eficaz, para mejorar los resultados de los equipos comerciales y de atención al cliente.

275 €
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El proceso de vender es siempre una interacción entre personas y por lo tanto intervienen las actitudes, las emociones y los estados mentales tanto del comprador como del vendedor. Sobre todas ellas podemos influir y este curso enseñará al alumno a:
• Reconocer el estado mental en el que se encuentra su cliente.
• A influir para que cambie a un estado que sea más favorable para el buen fin de la venta.
• A gestionar las objeciones e inconvenientes que presenta el comprador.
• A presentar la oferta en el momento adecuado y de la forma conveniente.
• A cerrar la venta.
 
Es un método completo y muy experimentado en la práctica, que hará de todas las personas que componen el equipo comercial mejores vendedores y les dotará de un potente equipo.

Objetivos del curso

    • Aprender un método de venta, sencillo y eficaz, que abarca todas las fases del proceso comercial
    • Dotar al comercial de herramientas para reconocer los estados mentales del cliente según evoluciona el proceso de la venta y utilizar ese conocimiento para influir en sus decisiones.
    • Dotar al comercial de técnicas concretas y muy prácticas para gestionar eficazmente cada una de las situaciones del proceso de venta: contacto, cualificación, oferta, argumentación, cierre y seguimiento.
    • Proporcionar al equipo comercial un método unificado, válido para todos sus contactos con los compradores, con el que mejoren su capacidad profesional y el rendimiento de su actividad.

A quién va dirigido

    • Comerciales que venden productos o servicios, tanto con experiencia como noveles
    • Equipos de atención al cliente.
    • Supervisores, jefes de zona y responsables de equipos comerciales.
    • Técnicos de apoyo a las ventas.
UD1.- Qué es vender qué es Energía Comercial
1.1.- Planteamiento del curso. Los fundamentos de la venta
1.2.- Que es el Método de Energía Comercial
1.3.- Vender es influir mediante un proceso proactivo
 
UD2.- La psicología del comprador.  El Neuromarketing
2.1.- Las emociones y valores, base del Neuromarketing
2.2.- Introducción al modelo de Energía Comercial. Los cerebros de colores.
 
UD3.- Los cerebros compradores. Entender por qué nos compran los clientes
3.1.- Las relaciones personales. El cerebro verde
3.2.- Cuando el comprador analiza. El cerebro añil
3.3Cuando busca beneficios “extra”. El cerebro naranja
3.4.- El cliente que pasa a la acción. El cerebro rojo
 
UD4.- Cómo desarrollar tu potencial comercial
4.1.- El potencial comercial.
4.2.- La preparación de la entrevista y el análisis
 
UD5.- Energías Comerciales.  Ser más influyentes
5.1.- Las leyes de la energía comercial y como influir en el cliente
5.2.- Las energías comerciales.
 
UD6.- El proceso de ventas
6.1.- El proceso TERA
6.2.- Las objeciones barreras
 
UD7.- Fase 1. El primer contacto comercial
7.1.- Temporizar
7.2.- Capacitadores del cerebro verde
 
UD8.- Fase 2. Conocer las necesidades del cliente
8.1.- Explorar
8.2.- Capacitadores del cerebro añil
 
UD9.- Fase 3. Presentación de la oferta
9.1.- Reforzar y la presentación de la oferta
9.2.- Capacitadores del cerebro naranja
 
UD10.- Como presentar el precio y gestionar objeciones
10.1.- Gestionar objeciones
10.2.- Fórmula de Energía Comercial para presentar el precio
 
UD11.- Fase 4. El cierre de la venta
11.1.- La fase de acción. El cierre
11.2.- Capacitadores del cerebro rojo
 
UD12.- Pasos siguientes y el seguimiento de las ventas
12.1.- Claves del Seguimiento de las ventas en Energía Comercial
12.2.- Seguimiento antes del cierre
12.3.- Seguimiento después del cierre
Los autores del curso son un equipo de profesionales del mundo de la venta y de la formación, con más de 20.000 horas de formación y una gran pasión por desarrollar vendedores.
Ellos son los que exponen los temas en vídeos muy claros y fáciles de seguir.
Fernando Pozueta de Paredes
Consultor de Formación y Desarrollo
Con 29 años de experiencia. Más 14.000 horas impartiendo formación, 1000 cursos, 1900 jornadas y más de 19.000 participantes. Con una media de satisfacción de los asistentes del 95%. Especialista en Formación Comercial, Desarrollo de Negocio, Liderazgo y Dirección de Equipos Comerciales.
¿Cómo saber cuándo empieza la próxima convocatoria de este curso?
Ponte en contacto con nosotros, te indicaremos la próxima convocatoria

¿Cómo puedo contratar un curso de formación de Indespre?
Puedes ponerte en contacto telefónico con nosotros en el 915196364 o escribirnos a indespre@indespre.com.

¿Cómo es un curso on line de Indespre?
Se realiza en el Campus de Indespre, el sitio en internet donde el alumno  tendrá acceso a los contenidos didácticos  correspondientes (videos,  textos,  audios,  etc),  evaluaciones  y cuestionarios.  El  alumno  podrá acceder desde cualquier ordenador a cualquier hora todos los días de la semana.

¿Cuándo y cómo tengo acceso al curso?
Una vez que hayamos tramitado el alta del curso, te enviamos un email a la dirección que nos hayas facilitado, con los datos de acceso al mismo.
Nuestra plataforma funciona todos los días y puedes conectarte a la hora que más te convenga para realizar tu curso. Las dudas o aclaraciones que tengas, te las responderá el tutor en un plazo máximo de 48 horas.

¿Qué titulación obtengo al finalizar el curso?
Si has realizado con aprovechamiento el 75% de las evaluaciones del curso, te enviaremos un diploma del mismo, donde pondrá la duración y los contenidos del mismo.

¿Este curso es 100% bonificable?
Los cursos diseñados  e impartidos por Indespre cumplen los requisitos que exige la legislación vigente para ser   bonificables.  Todos   nuestros   cursos  de  teleformación  son  100%   y   la  empresa  podrá  bonificarse   de  la totalidad del precio si dispone del crédito suficiente.

Cualquier empresa que cotice  a la Seguridad en concepto de cuota de formación profesional, puede gestionar un  crédito  anual para  financiar  total o parcialmente  la formación  de sus  trabajadores  relacionada  con  sus puestos de trabajo.

Con ese crédito de formación las empresas españolas pueden bonificarse en las cuotas de la Seguridad Social el coste de la formación recibida hasta ese importe.

Todas las gestiones para que usted se bonifique son un servicio que Indespre le presta sin cargo alguno.

¿Cómo puedo bonificar mi formación?
Nosotros nos encargamos de todos los trámites administrativos ante FUNDAE y te enviaremos un mail con las instrucciones para que puedas deducirte el importe a bonificar en los seguros sociales

¿Cómo contacto con un especialista?
Si ya has contratado el curso y tienes alguna pregunta acerca de la materia del mismo, a través de la plataforma de teleformación, y en el apartado tutorías, puedes ponerte en contacto con el tutor del curso.
Si tienes dudas sobre el contenido del curso antes de contratarlo, puedes hablar con tu comercial o con el departamento técnico de Indespre.

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    ” sagte der Tannenbaum; „es gibt viele, die weit älter sind denn ich! „Woher kommst du?” fragten die Mäuse, „und was weißt du?

    ” Sie waren gewaltig neugierig. „Erzähle uns doch von den schönsten Orten auf Erden! Bist du in der Speisekammer gewesen, wo Käse auf den Brettern liegen und Schinken unter der Decke hängen, wo man auf Talglicht tanzt, mager hineingeht und fett herauskommt? Bist du dort gewesen? ” Und dann erzählte er dann war’s das seiner Jugend.
    Die kleinen Mäuse hatten früher nie dergleichen gehört, sie horchten auf und sagten: „Wieviel du gesehen hast!
    „Das kenne ich nicht”, sagte der Baum; „aber den Wald kenne ich, wo die Sonne scheint und die Vögel singen! Wie glücklich du gewesen bist! „Ich?” sagte
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    „Ja, es waren an sich ganz fröhliche Zeiten!

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