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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


Warum haben nur so wenige Handelsvertreter Erfolg?
Warum Scheitern die meisten dagegen?  


Gewinner: 

-Haben gute Kundenmarktkenntnisse und nutzen diese gegenüber dem Wettbewerb
-Verbringen die meiste Zeit mit der ständigen Neukundenakquise
-Überzeugen durch Ihren Ergeiz und Willen
-Überzeugen durch Ihren Auftritt
-Machen Kundenwünsche, Kundenbedürfnisse und Kundenprobleme zu Ihren eigenen
-Lassen bei Vertragsverhandlungen den Kunden zuerst reden, hören zu und reden erst, wennes darauf ankommt
-Nehmen war, wann der Kunde für den Abschluß bereit ist und nutzen diesen Augenblick ohne Verzögerung aus
-Zeigen dem Kunden auch mal Grenzen auf, üben manchmal Druck aus
-Ziehen den maximalen Gewinn aus dem Geschäft
-Haben Kunden, die bei Ihnen kaufen, weil dem Kunden die Person des Verkäufers besonders beeindruckt und nicht hauptsächlich wegen des Produktes
-Verbringen wenig Zeit mit Büroarbeit, nutzen stattdessen die Zeit für Kundengespräche


Verlierer: 

-Sind schnell demotiviert
-Suchen die Schuld im Produkt und in der Marktsituation
-Bringen zuviele Argumente um das Produkt zu bewerben 
-Zögern bei der Frage nach dem Abschluß
-Haben wenig Ausstrahlung und haben oftmals keinen emotionalen Zugang zu Ihren Kunden
-Verhalten sich passiv in der Kommunikation mit dem Kunden, warten zum Teil bis der Kunde sich meldet
-Geben dem Kunden sehr schnell nach und wissen schon vorher, dass der Kunde nicht kaufen wird
-Haben ein geringes Interesse sich fest und durch zu beißen
-Orientieren sich an Ihren Niederlagen und nicht daran, dass es Kollegen gibt, die mit dem gleichen Produkt gutes Geld verdienen  
 
 
 
 
 
 
 
 
 
 
 
 
 
 

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