¿QUÉ HACER CUANDO NECESITO PREPARARME PARA UNA INTERACCIÓN EMPRESARIAL?
Ante las primeras interacciones comerciales, traemos esta pregunta: ¿por qué es tan importante prepararse? Piensa un poco antes de continuar, visualiza al menos tres ventajas de una buena preparación.
El primer beneficio de una buena preparación es intangible. Se trata del mensaje que pasamos al cliente diciendo algo así como “eres importante para mí, tu tiempo es valioso para mí, así que me he preparado para hablar contigo”. No es necesario decir esto, el cliente se dará cuenta si la preparación está bien hecha.
El segundo beneficio sería la estructuración de la interacción. Se hará mucho más claro en la mente del vendedor todo el camino por recorrer. Acentúa sus fortalezas, sus vulnerabilidades, así como prevé mucho de lo que sucederá en cada etapa de la interacción, como veremos a continuación.
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