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2. Das unbekannte Wesen oder: Der perfekte Verkäufer

  • 2023
  • OriginalPaper
  • Chapter
Published in:
Author
Thomas Unger
Published in
Mehr verkaufen im Technischen Vertrieb
Publisher
Springer Fachmedien Wiesbaden

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Zusammenfassung

Der technische Vertriebler benötigt zwei Kompetenzen, um erfolgreich zu verkaufen: Empathie und Ego-Drive. Ego-Drive ist die verkäuferische Verbindlichkeit, den Abschluss zu wollen und zu machen. Empathie zeichnet den beratenden Verkäufer aus und unterstützt seine Kernaufgabe, die beste Lösung gemeinsam mit dem Kunden zu finden. Wer nur eine Seite der Medaille nutzt, verschenkt das halbe Potenzial. Produktwissen in Kombination mit Vertriebs-Know-how versetzt Sie in die Lage, den Nutzen in den Mittelpunkt Ihres Verkaufsgesprächs zu stellen und mit dem Paket aus Produktnutzen und positiven persönlichen Eigenschaften überzeugend zum Abschluss zu kommen.

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next chapter Der erfolgreiche Start: Die Akquisephase
Title
Das unbekannte Wesen oder: Der perfekte Verkäufer
Author
Thomas Unger
Copyright Year
2023
Book
Mehr verkaufen im Technischen Vertrieb

Print ISBN: 978-3-658-39170-6

Electronic ISBN: 978-3-658-39171-3

Copyright Year: 2023

DOI
https://doi.org/10.1007/978-3-658-39171-3_2
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