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.
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.
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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Zu kleine Schuhe im Gefolge haben unangenehmen Blasen am Fuß und Druckstellen, die sollte es wirklich eng werden einige Tage lang auskuriert werden müssen. Mit
zu großen Schuhen kannst Du hingegen nicht zutreffend
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Nur Zeitdifferenz zu Fuß vom Ortszentrum entfernt, findet
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Stufenrampen sind weit gehend einteilige Rampen zur Überwindung von einer oder mehrerer
Stufen. Einteilig sind sie bis zu 3m und in verschiedenen Varianten erhältlich.
Bei längeren / mehrteiligen Rampen sind modular aufgebaute Rampen (siehe Modulares Rampensystem) besser
geeignet. Qua Länge und Gewicht sind sie für den mobilen oder dauerhaften Gebrauch
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Damit die Stufenrampe den hohen Belastungen standhalten kann,
die zumindest immer punktuell auf sie wirken, ist es wichtig, dass die Materialien besonders
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einer Breite von 800 – 1200 mm angebracht beispielsweise für
den Einsatz als Rollstuhlrampe. Stufenrampen können sowohl in der Logistik als auch im
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Lösung in Position gebracht werden. Eine solch
große Stufenrampe hat ein recht hohes Eigengewicht. Aufgrund des Eigengewichts lassen sich die Stufenrampen wenn Sie
so wollen nicht verrücken.
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Über dieses Thema berichtete ARD-Brisant am 28. Dezember 2020 um
17:15 Uhr. Auch in Thüringen (Weltkindertag am 20.
September) und Sachsen (Buß- und bettag am 17. November) ist noch ein längerer Herbsturlaub mit Brückentagen möglich.
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winkt immerhin zu Allerheiligen am 1. November ein verlängertes Wochenende
– ein Montag. Ein gesetzlicher Feiertag ist er aber nur in Baden-Württemberg, Bayern, Hessen, Nordrhein-Westfalen, Rheinland-Pfalz und im Saarland sowie in einigen Teilen Sachsens und Thüringens.
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Wer dort sogar vom 14. Mai bis zum 4. Juni Urlaub einreicht,
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Urlaubstagen einen Urlaub von 25 Tagen erreichen. Wer sich auch die vier Tage danach frei nehmen möchte, kann
daraus einen insgesamt neun Tage langen Urlaub machen.
Allen grund haben die Corona-Pandemie im kommenden Jahr geregelt kriegen lassen,
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Im Innern der Rampen hat sich die Rollstuhlrampe die letzten Jahren zu dem der bekanntesten Modelle entwickelt.
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weiter gebeugt werden. Nordic Walking Stöcke
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an der Belegerstellung beteiligt ist, handelt es sich um
einen Eigenbeleg. Interne Belege oder Eigenbelege werden im Unternehmen von bevollmächtigten Personen erstellt, um innerbetriebliche Geschäftsvorgänge nachvollziehbar denkbar.
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Was ist der Unterschied zwischen Kassenrollen, Bonrollen und Thermorollen? Grundsätzlich handelt es
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Warum sollte man beim Kauf von Kassenrollen auf die Qualität achten?
Mit besonders billigen Kassenrollen können verschiedene Probleme auftauchen. Innerhalb der Thermorollen kann sich eine mangelhafte Papierqualität am schnellen Ausbleichen des
Drucks zu hören sein. Kaum feststellbar hingegen sind die im Papier eingesetzten Chemikalien. Bei Kassenrollen aus Normalpapier und Thermopapier gleichermassen kann es bei schlechter Papierqualität zu verstärkter Staubentwicklung kommen, der
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