{"id":189979,"date":"2021-01-18T09:39:38","date_gmt":"2021-01-18T09:39:38","guid":{"rendered":"https:\/\/bm.dev.synology.me\/?p=189979"},"modified":"2021-01-18T09:39:38","modified_gmt":"2021-01-18T09:39:38","slug":"adrian-cioroianu-vanzari-2-0-21-punct-si-de-la-capat","status":"publish","type":"post","link":"https:\/\/bm.dev.synology.me\/?p=189979","title":{"rendered":"Adrian Cioroianu: V\u00e2nz\u0103ri 2.0 (21) Punct \u015fi de la cap\u0103t"},"content":{"rendered":"<p>\n<strong>\u201eToat\u0103 lumea are un plan, p\u00e2n\u0103 c\u00e2nd prime\u015fte un pumn \u00een fa\u0163\u0103\u201d &#8211; Mike Tyson. Probabil acest citat se potrive\u015fte cel mai bine pentru 2020 atunci c\u00e2nd vine vorba de v\u00e2nz\u0103tori.<\/strong><\/p>\n<p>\nC\u00e2nd ce f\u0103ceam p\u00e2n\u0103 \u00een martie 2020 nu mai merge, nu prea mai ai de ales. A\u015fa e? Adic\u0103 e\u015fti dispus s\u0103 \u00eencerci orice, numai s\u0103 fie bine. Noi tot sper\u0103m undeva \u00een ad\u00e2ncul nostru c\u0103 o s\u0103 ne \u00eentoarceam la ceea ce f\u0103ceam \u00eenainte \u015fi totul o s\u0103 fie neschimbat, iar toat\u0103 perioada asta s\u0103 r\u0103m\u00e2n\u0103 doar un vis ur\u00e2t. \u015ei asta ne face s\u0103 r\u0103m\u00e2nem ag\u0103\u0163a\u0163i de trecut. \u0102sta este adev\u0103rul: unii v\u00e2nz\u0103tori \u00eenc\u0103 sunt paraliza\u0163i, nu \u015ftiu ce s\u0103 fac\u0103, iar statul acas\u0103 devine o zon\u0103 de confort pentru ei, pe zi ce trece.<\/p>\n<p>\nNu am citit viitorul \u00een cea\u015fca de cafea \u00eentoars\u0103 cu capul \u00een jos. Nimeni nu \u015ftie cu exactitate ce ne rezerv\u0103 viitorul. Dar fiecare dintre noi \u015ftie ce provoc\u0103ri a avut de \u00eenfruntat \u015fi ce obstacole a reu\u015fit s\u0103 dep\u0103\u015feasc\u0103 \u00een perioada asta. Nici nu po\u0163i s\u0103 ai preten\u0163ia c\u0103 o s\u0103 vin\u0103 cineva cu o solu\u0163ie magic\u0103 care s\u0103 func\u0163ioneze perfect. Dar ce po\u0163i s\u0103 faci: f\u0103 tot ce po\u0163i, orice, p\u00e2n\u0103 c\u00e2nd o s\u0103 \u015ftii exact ce trebuie f\u0103cut. \u015ei dup\u0103 ce \u015ftii ce trebuie f\u0103cut pentru a avea succes, f\u0103 din ce \u00een ce mai bine.<\/p>\n<p>\nCe putem face \u00een 2021? A\u015f propune o combina\u0163ie de instrumente de v\u00e2nzare, psihologia v\u00e2nz\u0103torului \u00een puncte de inflexiune (punct de inflexiune \u00e2 un eveniment care schimb\u0103 modul \u00een care g\u00e2ndim \u015fi ac\u0163ion\u0103m; care presupune s\u0103 \u201epivotezi\u201c strategia ta de v\u00e2nzare, opera\u0163iunile de v\u00e2nzare \u015fi \u00eentreaga organiza\u0163ie; toate \u00een acela\u015fi timp) cum tr\u0103im \u00een zilele noastre \u015fi motiva\u0163ie, care este at\u00e2t de important\u0103 pentru echilibrul fragil din mintea v\u00e2nz\u0103torului. Exact ce ai nevoie s\u0103 mergi mai departe. S\u0103 te reinventezi. Un fel de \u201ecerc vicios pozitiv\u201c, \u00een care ai vrea s\u0103 te \u00eenv\u00e2r\u0163i.<\/p>\n<p>\nAtitudine \u2013 Psihologia v\u00e2nz\u0103torului \u2013 Motiva\u0163ie &#8211; Creativitate \u2013 Experimentare \u2013 Instrumente \u2013 Rezultate \u2013 Performant\u0103 \u2013 Atitudine.<\/p>\n<p>\n<strong>Atitudine<\/strong>&nbsp;&#8211; ceea ce faci, zi de zi, este ceea ce devii! Tu e\u015fti cine e\u015fti, e\u015fti v\u00e2nz\u0103torul de azi, pentru c\u0103 ai f\u0103cut partea de v\u00e2nzare cum ai \u015ftiut mai bine. Zi dup\u0103 zi. Fie c\u0103 te-a \u00eenv\u0103\u0163at cineva sau ai furat meserie de la un coleg, ai fost la traininguri sau pur \u015fi simplu, ai \u00eenv\u0103\u0163at pe propria piele din diferite experien\u0163e de v\u00e2nzare.<\/p>\n<p>\n<strong>Psihologia v\u00e2nz\u0103torului <\/strong>\u2013 aici mergem spre partea de Self-management at\u00e2t de important\u0103 \u015fi de comun\u0103 pentru v\u00e2nz\u0103torii de top. Adic\u0103 nu ai nevoie de cineva s\u0103 \u00ee\u0163i spun\u0103 ce s\u0103 faci, s\u0103 te \u00eemping\u0103 de la spate, s\u0103 te motiveze. Tu e\u015fti absolut capabil s\u0103 stabile\u015fti c\u00e2t vrei s\u0103 faci, s\u0103 te organizezi \u015fi s\u0103 faci lucrurile, s\u0103 te motivezi singur.<\/p>\n<p>\n<strong>Motiva\u0163ie<\/strong>&nbsp;\u2013 \u015fi anume \u00eenv\u0103\u0163area continu\u0103. Nu este un concept nou. Doar c\u0103 acum devine necesitate. Pia\u0163a muncii sufer\u0103 transform\u0103ri radicale, iar singura solu\u0163ie pentru fiecare dintre noi este s\u0103 continu\u0103m s\u0103 \u00eenv\u0103\u0163\u0103m. Arena unde competi\u0163ia va avea loc va fi digital\u0103. Acest lucru are semnifica\u0163ie profund\u0103 asupra a ce \u015fi cum trebuie s\u0103 \u00eenv\u0103\u0163\u0103m.<\/p>\n<p>\n<strong>Creativitate <\/strong>&#8211; ca s\u0103 putem spune despre solu\u0163iile pe care le g\u0103sim pentru clien\u0163ii no\u015ftri c\u0103 sunt creative ele trebuie s\u0103 \u00eendeplineasc\u0103 c\u00e2teva criterii: s\u0103 fie deosebite de cele construite de al\u0163i v\u00e2nz\u0103tori, s\u0103 aduc\u0103 valoare, s\u0103 nu mai fi fost folosite \u00een trecut de al\u0163ii \u015fi s\u0103 \u00eendeplineasc\u0103 noile nevoi ale clien\u0163ilor. Imagina\u0163ia ne ajut\u0103 s\u0103 gener\u0103m tot felul de idei mai mult sau mai pu\u0163in potrivite. Apoi evalu\u0103m aceste idei, una c\u00e2te una, folosindu-ne de propria ra\u0163iune pentru a vedea \u00een ce m\u0103sur\u0103 pot fi implementate \u00een lumea real\u0103, \u00een situa\u0163ia dat\u0103.<\/p>\n<p>\n<strong>Experimentare<\/strong>&nbsp;\u2013 \u00een cartea \u201eV\u00e2nz\u0103ri 2.0 Punct \u015fi de la cap\u0103t\u201d po\u0163i vedea ce am \u00eencercat noi s\u0103 facem \u00een 2020, ce a func\u0163ionat \u015fi ce nu a func\u0163ionat cum ne-am fi a\u015fteptat. Dar cel mai important lucru este c\u0103 am \u00eencercat. Am fost sco\u015fi din zona noastr\u0103 de confort \u015fi de voie, de nevoie: am experimentat. Nu trebuie s\u0103 mergi pe principiul \u201ecrede \u015fi nu cerceta\u201c. Ai acolo ni\u015fte solu\u0163ii pe care noi le-am testat deja. Cite\u015fte-le, analizeaz\u0103-le \u015fi apoi adapteaz\u0103-le la propriul t\u0103u context \u015fi la ceea ce vinzi tu. Atunci c\u00e2nd experiment\u0103m lucruri noi, trebuie s\u0103 \u015fi m\u0103sur\u0103m, s\u0103 vedem c\u0103 avem succes.<\/p>\n<p>\n<strong>Instrumente<\/strong>&nbsp;\u2013 pentru v\u00e2nz\u0103tori \u00een 2021: Zoom, WhatsApp, plan comun de ac\u0163iune cu clientul, Pit-Stop, sales video letter, recovery plan, key accounts &#8211; achievers \/ believers \/ deceivers, harta oportunit\u0103\u0163ilor, elevator pitch, NPS, matricea Ansoff, forecast, pipeline, target \u015fi stretch target, X-sell \u015fi Up-sell, scheme de comisionare cu acceleratori \u015fi de-celeratori sau total cash, CRM, Bizzilla, LinkedIn, email one pager, deal one pager, DISC, KPIs. Acestea ar trebui s\u0103 devin\u0103 ABC-ul t\u0103u de v\u00e2nz\u0103tor.<\/p>\n<p>\nRezultate \u2013 Performan\u0163\u0103 \u2013 Atitudine &#8211; Atitudinea ta este ceea ce \u00ee\u0163i va determina comportamentul. Comportamentul duce c\u0103tre ac\u0163iuni, iar unele vor fi adev\u0103rate solu\u0163ii care vor duce c\u0103tre rezultate. Rezultatele \u00eenseamn\u0103 performan\u0163\u0103. Peforman\u0163a care determin\u0103 atitudinea potrivit\u0103. Punct \u015fi de la cap\u0103t.<\/p>\n<p>\nAsta \u00eenseamn\u0103 \u201eV\u00e2nz\u0103ri 2.0. Punct \u015fi de la cap\u0103t\u201d. Zi de zi. Asta este atitudinea.<\/p>\n<p>\nV\u00e2nz\u0103ri 2.0.(21) \u2013 Atitudinea care face diferen\u0163a pentru v\u00e2nz\u0103torii profesioni\u015fti.<\/p>\n<p>\n<span style=\"color:#000080;\"><strong>ADRIAN CIOROIANU este trainer, executive \u015fi autor \u201eV\u00c2NZ\u0102RI 2.0 PUNCT \u015eI DE LA CAP\u0102T\u201c<\/strong><\/span><\/p>\n","protected":false},"excerpt":{"rendered":"<p>\u201eToat\u0103 lumea are un plan, p\u00e2n\u0103 c\u00e2nd prime\u015fte un pumn \u00een fa\u0163\u0103\u201d &#8211; Mike Tyson. Probabil acest citat se potrive\u015fte cel mai bine pentru 2020 atunci c\u00e2nd vine vorba de v\u00e2nz\u0103tori. C\u00e2nd ce f\u0103ceam p\u00e2n\u0103 \u00een martie 2020 nu mai merge, nu prea mai ai de ales. A\u015fa e? Adic\u0103 e\u015fti dispus s\u0103 \u00eencerci orice, [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[7211,529,512],"tags":[36312,87,7212],"class_list":["post-189979","post","type-post","status-publish","format-standard","hentry","category-comert","category-opinii","category-revista-bm","tag-adrian-cioroianu","tag-opinie","tag-vanzari"],"_links":{"self":[{"href":"https:\/\/bm.dev.synology.me\/index.php?rest_route=\/wp\/v2\/posts\/189979","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/bm.dev.synology.me\/index.php?rest_route=\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/bm.dev.synology.me\/index.php?rest_route=\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/bm.dev.synology.me\/index.php?rest_route=\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/bm.dev.synology.me\/index.php?rest_route=%2Fwp%2Fv2%2Fcomments&post=189979"}],"version-history":[{"count":0,"href":"https:\/\/bm.dev.synology.me\/index.php?rest_route=\/wp\/v2\/posts\/189979\/revisions"}],"wp:attachment":[{"href":"https:\/\/bm.dev.synology.me\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=189979"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/bm.dev.synology.me\/index.php?rest_route=%2Fwp%2Fv2%2Fcategories&post=189979"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/bm.dev.synology.me\/index.php?rest_route=%2Fwp%2Fv2%2Ftags&post=189979"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}