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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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