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June 12, 2017 02:00 AM

6 maneras de ser exitoso en fracasar

Por Nancy Friedman, reportera especial de Tire Business
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    (Telephone Doctor Inc. photo)
    Nancy Friedman

    ST. LOUIS, Mo. — No estoy segura quien lo dijo, pero el viejo refrán de “Nada sucede hasta que alguien vende algo” sigue siendo cierto.

    Estar en ventas es un privilegio, un honor. Debo admitir que cerrar una venta es mi ‘droga' personal predilecta que me provoca una euforia que nunca termina. Tristemente, hay muchas personas que se concentran en lo negativo, y yo no estoy muy de acuerdo con ese tipo de mentalidad. Para algunas personas, todo parece ser “demasiado caliente, demasiado frío, demasiado corto, demasiado alto, demasiado gordo, demasiado delgado”.

    Con esa mentalidad, estas son las seis maneras de ser un “éxito en el fracaso”.

    • Evite comunicarse con clientes existentes. No importa hace cuánto le compraron productos, ni siquiera les llama o les envía un mensaje de correo electrónico con una nota agradable, y ciertamente no envíe una nota escrita a mano ya que eso le tomaría demasiado tiempo, para decirles que usted aún los aprecia. Después de todo, ya le compraron una vez, así que probablemente no necesiten nada más. Es más divertido batallar y buscar nuevos clientes, ¿cierto? Además, ¿quién quiere una venta obligada?

    • Ignore las necesidades de los clientes. Solo dígales lo que tiene, los productos y servicios que proporciona, una y otra vez. Si les interesa, pueden comprarlo. Y, sobre todo, no les haga preguntas. Usted no es un detective. Solo siga recordándose a sí mismo que si habla por mucho tiempo, alguien le comprará algo.

    • No llegue a la oficina temprano ni quédese hasta tarde. Enfrentémoslo, usted trabaja casi 40 horas a la semana. Esa es una ventana de oportunidad muy grande para que alguien compre algo. Y seguro que si se queda hasta tarde o llega temprano interrumpirá su tiempo de relajación personal.

    • Llegue a la oficina de mal humor. De esta manera puede compartir sus pensamientos negativos con sus compañeros de trabajo y contagiarlos a ellos también. ¿Por qué otros tienen que estar contentos y satisfechos cuando usted tiene un problema? Comparta esas vibras negativas, y basta de mostrar una actitud feliz. Desde luego, no deje que nadie intente animarlo. Es posible que lo logren y usted no quiere eso.

    • No lea nada sobre ventas ya que usted lo sabe todo. No puede haber nueva información, ¿cierto? O incluso un recordatorio de algo que olvidó. Solo ignórelo. Haga lo que está haciendo. Como dice el refrán: “Si siempre haces lo que siempre has hecho, conseguirás lo que siempre has conseguido”. No necesita ganar más dinero.

    • No pida ayuda. NUNCA. Alguien puede saber algo útil o saber más que usted y eso podría hacer que usted mejore. ¡Tenga cuidado con eso!

    ¡Listo! ¿Ya se siente mejor? Pues no debería.

    Las columnas Op-Ed de Nancy Friedman aparecen periódicamente en Tire Business. Ella es presidenta de Telephone Doctor Inc., una compañía internacional de entrenamiento en servicio al cliente con sede en St. Louis. Puede contactarla vía email en [email protected] o por teléfono al 314-291-1012. Su sitio web es www.nancyfriedman.com.

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