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Handelsvertreter

• Handelsvertreter im Außendienst

• Handelsvertreterrecht

• Handelsvertreter gesucht

Außendienst

• Außendienst Chance 50+

• Selbständig machen im Außendienst

• Die Probleme der ersten 100 Tage

• Gut präsentieren im Außendienst

• Die 9 Außendienst-Verkäufertypen

• Dauerhafter Verkaufserfolg

• Phasen des Verkaufsgesprächs

• Gewinner & Verlierer im Außendienst

• Kundenerwartung an Außendienst

• Bewerbungstipps im Außendienst

• Basis im Außendienst

• Emotional Selling

• Erfolgreich verhandeln

• Außendienst gesucht

Richtig Bewerben

• Bewerbungsmappen Service


Phasen des Verkaufsgesprächs

1.Planung
Gehen Sie im Außendienst bei der Planung wichtiger Verkaufsgespräche von Anfang an vom Systemgedanken aus. Sie setzen damit nicht nur viel Potenzial bei sich frei, sondern haben im Verkaufsgespräch viel mehr Möglichkeiten als bei linearer Strategieplanung. Beziehen Sie den Innendienst mit ein.

2.Vertrauen bilden
Im Außendienst müssen Sie heute etwa 50% Ihrer Energie für die Schaffung von Vertrauen investieren. Tun Sie es offen und ehrlich.

3.Bedarf ermitteln
Ermitteln Sie im Außendienst den genauen Bedarf Ihres Kunden, indem Sie sich in seine Situation versetzen. Ihn interessiert nicht, was Sie unbedingt aus dem Lager loswerden müssen.

4.Präsentation
Präsentieren Sie im Außendienst Ihr Angebot so, wie es der Kunde sinnlich am besten erfassen kann. Betten Sie es in ein Projekt ein und stellen Sie Ihre Plus-Leistungen und den Service heraus.

5.Sorgen ernst nehmen
Begreifen Sie im Außendienst die Einwände als Sorgen und damit als Chancen, um sie zu verringern. Respektieren Sie die Sorgen und Befürchtungen und trennen Sie konsequent Beziehungs- und Sachebene!

6.Abschluss
Legen Sie im Außendienst in der ersten Phase genau fest, wie weit Sie Zugeständnisse machen können und wollen. Berücksichtigen Sie auf Grund der Unterschiedlichkeit in der Wahrnehmung und im Verhalten Ihres Kunden, welche Art Abschluss bei ihm am ehesten zum Ergebnis führen wird.

7.Service
Mit Ihrem Service im Außendienst unterscheiden Sie sich vom Wettbewerb und verschaffen sich so Vorteile bei Ihren Kunden. Überlegen Sie auch hier wieder, was angesichts des individuellen Verhaltensstils Ihres Kunden dieser an Service von Ihnen erwartet. Je nach Typus wird er unterschiedliche Erwartungshaltungen haben. Daher müssen Innen- und Außendienst, Verkauf und Service ein Hochleistungsteam im Unternehmen bilden.


-Sie müssen im Außendienst selbst vom Thema überzeugt sein!

-Legen Sie im Außendienst ein klares Ziel fest!

-Treten Sie im Außendienst selbstsicher auf!

-Trainieren Sie im Außendienst Strukturelemente!

-Rüsten Sie sich im Außendienst für Spontan-Situationen!

-Arbeiten Sie im Außendienst an Ihrer Einstellung!

-Wandeln Sie im Außendienst negative Ergebnisse in Power um!

 
 

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