{"id":5558,"date":"2020-11-13T19:57:35","date_gmt":"2020-11-13T16:57:35","guid":{"rendered":"https:\/\/selectednews.info\/pt\/como-ser-um-heroi-no-novo-normal-das-vendas-complexas\/"},"modified":"2020-11-13T19:57:42","modified_gmt":"2020-11-13T16:57:42","slug":"como-ser-um-heroi-no-novo-normal-das-vendas-complexas","status":"publish","type":"post","link":"https:\/\/selectednews.info\/pt\/como-ser-um-heroi-no-novo-normal-das-vendas-complexas\/","title":{"rendered":"Como ser um her\u00f3i no \u2018novo normal\u2019 das Vendas Complexas"},"content":{"rendered":"<p>O que mudou no comportamento dos Clientes e das suas organiza\u00e7\u00f5es num momento em que: ponderam se devem ou n\u00e3o fazer investimentos significativos num contexto de extrema incerteza, lidam com or\u00e7amentos bloqueados, as decis\u00f5es tendem a ser adiadas enquanto as organiza\u00e7\u00f5es reagem e reavaliam onde est\u00e3o, algumas est\u00e3o a redefinir-se, e outras entram em p\u00e2nico?O que sabemos \u00e9 que todos os Clientes continuam a ter necessidades e que, segundo nos revelam estudos recentes, todos adoramos comprar, mas odiamos que nos vendam e que nos pressionem. Ningu\u00e9m atura um vendedor insistente e que \u201csabe tudo\u201d!De acordo com pesquisas levadas a cabo pela Korn Ferry em vendas complexas, B2B, neste momento, 77% dos Clientes n\u00e3o consideram que os Comerciais podem ajudar nos seus problemas de neg\u00f3cio. O mesmo estudo demonstra que 69% dos Clientes inquiridos acham que os Comerciais n\u00e3o identificam com efic\u00e1cia nem garantem acesso aos decisores; que 61% n\u00e3o d\u00e3o aos Clientes perspetiva ou insights para estes reformularem o seu pensamento; e, surpreendentemente, 60% n\u00e3o usam sequer perguntas para descobrir as necessidades insatisfeitas dos seus Clientes.\u00a0\u00a0Para navegar neste \u201cnovo normal\u201d \u00e9 essencial dedicar tempo a entender as prioridades, agora diferentes, e os novos valores dos Clientes.\u00a0Numa Venda Complexa \u2013 com diversos interlocutores, investimento significativo, produtos\/servi\u00e7os complexos e ciclo de venda longo \u2013 \u00e9 improv\u00e1vel que uma proposta de valor anterior \u00e0 crise ainda seja relevante, pelo que ser\u00e1 certamente necess\u00e1rio rever a proposta de valor para cada interlocutor antes da pr\u00f3xima reuni\u00e3o com o Cliente.Os Comerciais devem ainda abra\u00e7ar um novo desafio: pensarem como Clientes e sa\u00edrem da sua zona de conforto, j\u00e1 que \u00e9 t\u00e3o f\u00e1cil dedicar toda a energia \u00e0s \u201cetapas da venda\u201d, em vez de investir tempo colocando-se no lugar do comprador! A forma como reagem a novas informa\u00e7\u00f5es e como conversam com os seus Clientes pode lev\u00e1-los repentinamente a abrir um novo ciclo de venda. Se reagirem rapidamente a estes requisitos de neg\u00f3cio em constante mudan\u00e7a, estar\u00e3o em posi\u00e7\u00e3o de oferecer novas solu\u00e7\u00f5es aos Clientes, que j\u00e1 tinham sido enterradas na pilha do \u201cligue-me para o ano!\u201d. \u00c9 por isso determinante fazer perguntas para descobrir as necessidades dos Clientes e explorar ativamente as suas novas preocupa\u00e7\u00f5es de neg\u00f3cio; ajudar os Clientes a configurar e estruturar novas perspetivas e a ganhar insights para reformular solu\u00e7\u00f5es \u2013 s\u00f3 assim os Comerciais poder\u00e3o facilitar e influenciar os Clientes no percurso de tomada de decis\u00e3o de compra, foc\u00e1-los na Solu\u00e7\u00e3o e em ultrapassar o Problema.Portanto, neste momento de incerteza, pense novamente sobre onde est\u00e3o os seus Clientes no percurso de tomada de decis\u00e3o de compra. Tenha em mente que os Clientes precisam de ajuda para reagir \u00e0 crise e depois para repensar um caminho para o futuro. Todos os Clientes t\u00eam novas necessidades n\u00e3o atendidas, mas\u2026 Quais s\u00e3o? E como pode o seu produto\/servi\u00e7o ajudar? Como pode ajud\u00e1-los a estruturar esse processo? Fale com os interlocutores certos, genuinamente focado no prop\u00f3sito de ajudar a resolver os problemas do neg\u00f3cio do seu Cliente, fazendo perguntas para saber as suas necessidades por satisfazer, e facilitando e influenciando a estrutura\u00e7\u00e3o de novas solu\u00e7\u00f5es.No final, prepare a capa: pode vir a ser o novo her\u00f3i!*Este artigo foi publicado originalmente no Grande ConsumoRelated<br \/>\n<br \/>\n<!--noindex--><br \/>\n<a href=\"https:\/\/www.marketing-vendas.pt\/2020\/11\/13\/como-ser-um-heroi-no-novo-normal-das-vendas-complexas\/\" rel=\"nofollow\">Source link <\/a><br \/>\n<!--\/noindex--><\/p>\n","protected":false},"excerpt":{"rendered":"<p>O que mudou no comportamento dos Clientes e das suas organiza\u00e7\u00f5es num momento em que: ponderam se devem ou n\u00e3o fazer investimentos significativos num contexto de extrema incerteza, lidam com or\u00e7amentos bloqueados, as decis\u00f5es tendem a ser adiadas enquanto as organiza\u00e7\u00f5es reagem e reavaliam onde est\u00e3o, algumas est\u00e3o a redefinir-se, e outras entram em p\u00e2nico?O [&hellip;]<\/p>\n","protected":false},"author":2,"featured_media":5559,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[2],"tags":[],"class_list":["post-5558","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-tendencias-de-marketing-online"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.4 - 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