{"id":6471,"date":"2023-06-02T10:00:00","date_gmt":"2023-06-02T07:00:00","guid":{"rendered":"https:\/\/www.autonom.ro\/blog\/?p=6471"},"modified":"2023-06-09T14:57:56","modified_gmt":"2023-06-09T11:57:56","slug":"learning-tip-of-the-week-28-negocierea-nu-inseamna-compromis","status":"publish","type":"post","link":"https:\/\/www.autonom.ro\/blog\/learning-tip-of-the-week-28-negocierea-nu-inseamna-compromis\/","title":{"rendered":"Negocierea nu \u00eenseamn\u0103 compromis #28"},"content":{"rendered":"\n

Salutare,<\/mark><\/strong><\/p>\n\n\n\n

Vorbim \u00een acest episod despre perseveren\u021b\u0103, despre curajul de a ie\u0219i din zona de confort \u0219i a cere diverse lucruri, despre inteligen\u021b\u0103 emo\u021bional\u0103 \u0219i empatie.<\/p>\n\n\n\n

Toate acestea pot fi citite \u00een newsletterul nostru Learning Tip of The Week<\/mark><\/strong><\/em><\/a>, la care v\u0103 invit\u0103m s\u0103 v\u0103 abona\u021bi fie pe platforma LinkedIn<\/mark><\/strong><\/em><\/a>, fie acces\u00e2nd pagina de mai jos:<\/p>\n\n\n\n

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Abonare Newsletter<\/strong><\/a><\/div>\n<\/div>\n\n\n\n
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#evolutionjourney by Trend Consult<\/mark><\/em><\/strong><\/h2>\n\n\n
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\"Trend<\/figure>\n<\/div>\n\n\n

Puterea perseveren\u021bei \u00een v\u00e2nz\u0103ri: De ce merit\u0103 s\u0103 continui?<\/mark><\/em><\/strong> Un text de George Oltean<\/strong>u, Key Account Manager, Trend Consult.<\/p>\n\n\n\n

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\u00cen v\u00e2nz\u0103ri, nu exist\u0103 substitut pentru perseveren\u021b\u0103, iar aceasta reprezint\u0103 un punct cheie al mentalit\u0103\u021bii \u00een procesul de v\u00e2nzare. Dup\u0103 ce m-am acomodat cu procesul de v\u00e2nz\u0103ri al companiei mele, unul dintre primele lucruri pe care le-am f\u0103cut a fost s\u0103 \u00eenv\u0103\u021b cum s\u0103 fiu perseverent, f\u0103r\u0103 a fi enervant \u00een rela\u021bia cu poten\u021bialii \/ viitorii parteneri sau clien\u021bi. Este important s\u0103 fim deschi\u0219i cu persoana de cealalt\u0103 parte a canalului de comunicare, s\u0103 le explic\u0103m de ce \u00eei contact\u0103m, s\u0103 \u00eei \u00eentreb\u0103m cum se simt \u00een leg\u0103tur\u0103 cu faptul c\u0103 \u00eei contact\u0103m.<\/p>\n\n\n\n

\"\" De ce perseveren\u021ba este crucial\u0103 \u00een v\u00e2nz\u0103ri?<\/mark><\/strong> Permite v\u00e2nz\u0103torilor s\u0103 construiasc\u0103 o rela\u021bie \u0219i s\u0103 stabileasc\u0103 \u00eencredere cu poten\u021bialii clien\u021bi. Prin continuarea contactului \u0219i urm\u0103rirea acestuia, v\u00e2nz\u0103torii pot demonstra angajamentul \u0219i interesul lor \u00een a ajuta clien\u021bii s\u0103 reu\u0219easc\u0103. \u0218i \u00een acest fel cresc \u0219ansele de \u00eencheiere a unei v\u00e2nz\u0103ri, acesta reprezent\u00e2nd un joc al cifrelor. Cu c\u00e2t g\u0103sim mai multe oportunit\u0103\u021bi de a prezenta produsul sau serviciul, cu at\u00e2t sunt mai mari \u0219ansele de a realiza o v\u00e2nzare.<\/p>\n\n\n\n

\"\" Un studiu realizat de Dartnell Corp a explorat frecven\u021ba cu care v\u00e2nz\u0103torii renun\u021b\u0103 s\u0103 \u00eencerce s\u0103 contacteze un client poten\u021bial.<\/mark><\/strong> Din rezultate s-a putut observa c\u0103 aproape jum\u0103tate din reprezentan\u021bii de v\u00e2nz\u0103ri \u00ee\u0219i abandonau demersul dup\u0103 prima apelare, iar \u00een total 90% renun\u021bau la eforturi \u00eentr-un timp scurt. Concluzia a fost c\u0103 majoritatea reprezentan\u021bilor de v\u00e2nz\u0103ri renun\u021b\u0103 prea devreme, priv\u00e2ndu-se astfel de posibilitatea de a ob\u021bine rezultate semnificative. Aceste informa\u021bii au fost prezentate \u0219i \u00een publica\u021bia renumit\u0103 a lui Bill Guertin, „The 800-Pound Gorilla of Sales: How to Dominate Your Market” (2009).<\/p>\n\n\n\n

\"\" Exist\u0103 mai multe strategii pe care le po\u021bi folosi pentru a fi mai perseverent \u00een eforturile de v\u00e2nzare.<\/mark><\/strong> Putem crea un sistem pentru a urm\u0103ri poten\u021bialii clien\u021bi \u0219i acest lucru ar putea implica setarea de memento-uri, urm\u0103rirea progresului \u0219i \u00eenregistrarea observa\u021biilor cheie din conversa\u021bii. C\u0103utarea de noi oportunit\u0103\u021bi \u0219i cre\u0219terea \u0219anselor de a g\u0103si un client poten\u021bial interesat de produsul sau serviciul prezentat. Perseveren\u021ba \u00eenseamn\u0103 s\u0103 nu renun\u021be dup\u0103 o singur\u0103 respingere, ci s\u0103 se continuie s\u0103 se urm\u0103reasc\u0103 \u0219i s\u0103 se contacteze poten\u021bialii clien\u021bi.<\/p>\n\n\n\n

\"\" Perseveren\u021ba are c\u00e2teva beneficii.<\/mark><\/strong> Ajut\u0103 s\u0103 fie construite rela\u021biile \u0219i s\u0103 fie stabilit\u0103 \u00eencrederea cu clien\u021bii. Acest lucru, la r\u00e2ndul s\u0103u, cre\u0219te \u0219ansele de a \u00eencheia o v\u00e2nzare \u0219i de a stabili o rela\u021bie de afaceri pe termen lung. Apoi, perseveren\u021ba ajut\u0103 la perfec\u021bionarea discursului de v\u00e2nzare \u0219i la \u00eembun\u0103t\u0103\u021birea abilit\u0103\u021bilor.<\/p>\n<\/blockquote>\n\n\n\n

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#DozaDeLectur\u0103<\/mark><\/em><\/strong><\/h2>\n\n\n\n
\"Chris<\/figure>
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Recomandarea merge c\u0103tre Arta negocierii scris\u0103<\/mark><\/em><\/strong> de Chris Voss<\/mark><\/strong>, o lectur\u0103 cu multe sfaturi \u0219i sugestii ce pot fi aplicabile celor care nu au avut \u00eenc\u0103 curajul, \u00eens\u0103 vor s\u0103 \u00eendr\u0103zneasc\u0103 s\u0103 ias\u0103 din zona de confort, s\u0103 \u00eenve\u021be s\u0103 cear\u0103.<\/p>\n<\/div><\/div>\n\n\n\n

\"\" Negocierea nu \u00eenseamn\u0103 compromis, echitate, ra\u021bional, ci \u00eenseamn\u0103 s\u0103 ob\u021bii un NU<\/mark><\/strong>, iar dup\u0103 s\u0103 convingi cealalt\u0103 parte a discu\u021biei s\u0103 fie de acord cu ce spui, \u201escopul negocierii este s\u0103 faci partea opus\u0103 s\u0103 spun\u0103 A\u0219a este.\u201d Negociem mereu \u00een vie\u021bile noastre, dar pentru a st\u0103p\u00e2ni acest element este nevoie de inteligen\u021b\u0103 emo\u021bional\u0103 \u0219i empatie. Cuv\u00e2ntul \u201eNu\u201d nu reprezint\u0103 o respingere, ci trebuie reg\u00e2ndit sub forma unuia dintre sensurile alternative.<\/p>\n\n\n\n

\"\" Emo\u021biile nu sunt obstacole, ci mijloace.<\/mark><\/strong> \u00cen persoana cu care interac\u021bionezi trebuie identificate emo\u021biile \u0219i astfel le putem influen\u021ba. Trebuie g\u0103sit\u0103 \u201eleb\u0103da neagr\u0103\u201d cu ajutorul \u00eentreb\u0103rilor cu r\u0103spuns deschis. Altfel spus s\u0103 g\u0103sim punctele slabe ale persoanei cu care discut\u0103m, s\u0103 \u00eencerc\u0103m s\u0103 \u00eei \u00een\u021belegem motivele \u0219i s\u0103 ajungem la solu\u021bia cea mai bun\u0103 pentru noi.<\/p>\n\n\n\n

\"\" Empatia reprezint\u0103 \u201ecapacitatea de a recunoa\u0219te perspectiva interlocutorului prin verbalizarea acelei recunoa\u0219teri\u201d.<\/mark><\/strong> Altfel spus \u00eenseamn\u0103 s\u0103 fii atent la o alt\u0103 fiin\u021b\u0103 uman\u0103, s\u0103 o \u00eentrebi ce simte \u0219i s\u0103 dore\u0219ti s\u0103 \u00eei \u00een\u021belegi lumea. Nu este vorba de a fi de acord cu valorile \u0219i credin\u021bele celuilalt, sau a-l lua \u00een bra\u021be. Aceea e simpatie. Empatia tactic\u0103 este \u00een\u021belegerea sentimentelor \u0219i st\u0103rii de spirit a altuia, \u00eentr-un anumit moment, precum \u0219i capacitatea de a asculta ceea ce se afl\u0103 dincolo de acele sentimente pentru a avea o influen\u021b\u0103 sporit\u0103 \u00een momentele care vor urma.<\/p>\n\n\n\n

\"\" Accelerarea procesului de a ob\u021bine un \u201eDa\u201d poate determina cealalt\u0103 persoan\u0103 s\u0103 intre \u00een defensiv\u0103.<\/mark><\/strong> Este necesar\u0103 o impresie pozitiv\u0103, pentru ca cel\u0103lalt s\u0103 nu-\u0219i dea seama de dorin\u021ba de a vinde \u0219i s\u0103 aib\u0103 o dorin\u021b\u0103 de a se comporta constructiv. Ascultarea pasiv\u0103 este foarte important\u0103 \u0219i poate fi aplicat\u0103 prin diferite tactici: pauze eficiente, \u00eencuraj\u0103ri minimale, oglindirea celor spuse de cel\u0103lalt, reformularea sau rezumatul discu\u021biei.<\/p>\n\n\n\n

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#\u00centreb\u0103riCuSens din Jocul Autonom<\/mark><\/em><\/strong><\/h2>\n\n\n\n

Ai face echip\u0103 cu o persoan\u0103 identic\u0103 cu tine?<\/mark><\/em><\/strong><\/p>\n\n\n\n

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#DeAscultat<\/mark><\/em><\/strong><\/h2>\n\n\n\n
\"\"<\/a><\/figure>
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V\u0103 propunem s\u0103 asculta\u021bi o discu\u021bie interesant\u0103 pe care Andreea Ro\u0219ca<\/mark><\/strong> a avut-o cu Ioan Iacob, la The Vast & The Curious<\/mark><\/em><\/strong>, despre ce reprezint\u0103 o negociere bun\u0103 \u0219i despre datoria fundamental\u0103 a unui lider.<\/p>\n<\/div><\/div>\n\n\n\n

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Apple Podcasts<\/strong><\/a><\/div>\n\n\n\n
Spotify<\/strong><\/a><\/div>\n<\/div>\n\n\n\n
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Pe data viitoare!<\/mark><\/em><\/strong><\/p>\n","protected":false},"excerpt":{"rendered":"

Salutare, Vorbim \u00een acest episod despre perseveren\u021b\u0103, despre curajul de a ie\u0219i din zona de confort \u0219i a cere diverse lucruri, despre inteligen\u021b\u0103 emo\u021bional\u0103 \u0219i empatie. Toate acestea pot fi citite \u00een newsletterul nostru Learning Tip of The Week, la care v\u0103 invit\u0103m s\u0103 v\u0103 abona\u021bi fie pe platforma LinkedIn, fie acces\u00e2nd pagina de mai […]<\/p>\n","protected":false},"author":4,"featured_media":6006,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"inline_featured_image":false,"footnotes":""},"categories":[1923],"tags":[],"class_list":["post-6471","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-learning-tip-of-the-week"],"yoast_head":"\nNegocierea nu \u00eenseamn\u0103 compromis #28 - Blog Autonom<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.autonom.ro\/blog\/learning-tip-of-the-week-28-negocierea-nu-inseamna-compromis\/\" \/>\n<meta property=\"og:locale\" content=\"ro_RO\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Learning Tip of the Week powered by Autonom\" \/>\n<meta property=\"og:description\" content=\"Negocierea nu \u00eenseamn\u0103 compromis #28. Vorbim \u00een acest episod despre perseveren\u021b\u0103, despre curajul de a ie\u0219i din zona de confort \u0219i a cere diverse lucruri, despre inteligen\u021b\u0103 emo\u021bional\u0103 \u0219i empatie.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.autonom.ro\/blog\/learning-tip-of-the-week-28-negocierea-nu-inseamna-compromis\/\" \/>\n<meta property=\"og:site_name\" content=\"Blog Autonom\" \/>\n<meta property=\"article:publisher\" content=\"https:\/\/www.facebook.com\/AutonomRomania\/\" \/>\n<meta property=\"article:published_time\" content=\"2023-06-02T07:00:00+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2023-06-09T11:57:56+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/www.autonom.ro\/blog\/wp-content\/uploads\/2022\/11\/newsletter-elements_Social-Card.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"1200\" \/>\n\t<meta property=\"og:image:height\" content=\"630\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Sorina Volerat\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Scris de\" \/>\n\t<meta name=\"twitter:data1\" content=\"Sorina Volerat\" \/>\n\t<meta name=\"twitter:label2\" content=\"Timp estimat pentru citire\" \/>\n\t<meta name=\"twitter:data2\" content=\"7 minute\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\\\/\\\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\\\/\\\/www.autonom.ro\\\/blog\\\/learning-tip-of-the-week-28-negocierea-nu-inseamna-compromis\\\/#article\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/www.autonom.ro\\\/blog\\\/learning-tip-of-the-week-28-negocierea-nu-inseamna-compromis\\\/\"},\"author\":{\"name\":\"Sorina Volerat\",\"@id\":\"https:\\\/\\\/www.autonom.ro\\\/blog\\\/#\\\/schema\\\/person\\\/969476990feb32c04946c9f242c3210e\"},\"headline\":\"Negocierea nu \u00eenseamn\u0103 compromis #28\",\"datePublished\":\"2023-06-02T07:00:00+00:00\",\"dateModified\":\"2023-06-09T11:57:56+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\\\/\\\/www.autonom.ro\\\/blog\\\/learning-tip-of-the-week-28-negocierea-nu-inseamna-compromis\\\/\"},\"wordCount\":1008,\"publisher\":{\"@id\":\"https:\\\/\\\/www.autonom.ro\\\/blog\\\/#organization\"},\"image\":{\"@id\":\"https:\\\/\\\/www.autonom.ro\\\/blog\\\/learning-tip-of-the-week-28-negocierea-nu-inseamna-compromis\\\/#primaryimage\"},\"thumbnailUrl\":\"https:\\\/\\\/www.autonom.ro\\\/blog\\\/wp-content\\\/uploads\\\/2022\\\/11\\\/newsletter-elements_Social-Card.jpg\",\"articleSection\":[\"Learning Tip of the Week\"],\"inLanguage\":\"ro-RO\"},{\"@type\":\"WebPage\",\"@id\":\"https:\\\/\\\/www.autonom.ro\\\/blog\\\/learning-tip-of-the-week-28-negocierea-nu-inseamna-compromis\\\/\",\"url\":\"https:\\\/\\\/www.autonom.ro\\\/blog\\\/learning-tip-of-the-week-28-negocierea-nu-inseamna-compromis\\\/\",\"name\":\"Negocierea nu \u00eenseamn\u0103 compromis #28 - 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