{"id":9835,"date":"2016-07-08T13:38:32","date_gmt":"2016-07-08T11:38:32","guid":{"rendered":"http:\/\/www.balance.rs\/?p=9835"},"modified":"2016-07-08T13:38:32","modified_gmt":"2016-07-08T11:38:32","slug":"zasto-je-prvi-utisak-tajni-sastojak-prodaje","status":"publish","type":"post","link":"https:\/\/www.balance.rs\/en\/zasto-je-prvi-utisak-tajni-sastojak-prodaje\/","title":{"rendered":"Za\u0161to je prvi utisak tajni sastojak prodaje"},"content":{"rendered":"<p style=\"text-align: center;\">Da li ste nekad razmi\u0161ljali o tome kako <strong>nemate drugu priliku da ponovite \u201eprvi utisak\u201c<\/strong>?<br \/>\n<!--more--><\/p>\n<p>Potrebno je 3 do 5 sekundi da steknemo sliku o drugoj osobi. Isto toliko je potrebno drugima da steknu sliku o nama. Tri sekunde su dovoljne da se nekome svidimo, da se nekome ne svidimo, da nekoga iznerviramo, odu\u0161evimo, da nam neko poveruje ili ne.<\/p>\n<p>Prvi utisak je jedan od najva\u017enijih\u00a0momenata\u00a0u prodaji. Nikad ne\u0107ete imati priliku za drugi\u00a0\u201eprvi utisak\u201c. To je vi\u0161e nego dovoljan razlog za\u0161to treba da ostavite sna\u017ean utisak na prvom sastanku.<\/p>\n<p>Na po\u010detku sastanka poku\u0161ajte da imate ovih nekoliko aspekata u glavi:<\/p>\n<ul>\n<li>Pozdrav<\/li>\n<li>Rukovanje<\/li>\n<li>Razmena vizitkartica<\/li>\n<li>Govor tela<\/li>\n<\/ul>\n<p><strong>Pozdrav<\/strong><\/p>\n<p>Pozdrav je\u00a0prvi kontakt sa kupcem. Potrudite se da ostvarite\u00a0kontakt o\u010dima sa osobom i to direktan. Imajte\u00a0osmeh na licu, budite nasmejani. Zamislite ne\u0161to \u0161to vam izaziva osmeh,\u00a0na\u00a0primer\u00a0kako\u00a0ste\u00a0u\u017eivali\u00a0u\u00a0ko\u0161arka\u0161koj\u00a0utakmici\u00a0svog\u00a0sina\u00a0ili\u00a0na\u00a0\u010dasu baleta svoje\u00a0\u0107erke. Neka vam osmeh lebdi na licu kada ulazite u kancelariju svog kupca.<\/p>\n<p><strong>Rukovanje<\/strong><\/p>\n<p>Obi\u010daj\u00a0rukovanja datira jo\u0161 od\u00a0pre\u00a0nekoliko\u00a0hiljada godina. Plemenski\u00a0ljudi\u00a0su\u00a0rukovanjem pokazivali da nemaju oru\u017eje u rukama. Rukovanje mora da bude sna\u017eno, ali ne i agresivno. Stisak\u00a0ruke treba da je odmeren, ali ne i nadmen. Polo\u017eaj \u0161ake treba da je otvoren prema kupcu i da\u00a0mu pokazuje da nemate skriveno \u201eoru\u017eje\u201c. Vi ste prijatelj kupcu i dolazite mu u iskrenu posetu.<\/p>\n<p><strong>Razmena vizitkarti<\/strong><\/p>\n<p>Prilikom rukovanja, preporuka je da razmenite vizitkartice. Pro\u010ditajte\u00a0pa\u017eljivo ime i prezime, kao\u00a0i radno mesto osobe koja vam daje vizitkarticu. Ako imate nekoliko ljudi sa vizitkartama, onda\u00a0sve kartice pore\u0111ajte ispred sebe na sto, tako da mo\u017eete videti sa kim razgovarate. Pore\u0111ajte ih u pravcu ljudi koji sede ispred vas.<\/p>\n<p><strong>Govor tela<\/strong><\/p>\n<p>Govor tela \u010dini 55% ukupne komunikacije. Kod upoznavanja govor tela je jo\u0161 izra\u017eeniji. Dobar\u00a0prodavac ve\u017eba govor tela i na sastanku vodi ra\u010duna o:<\/p>\n<ul>\n<li>Stavu tela. Telo je ispravljeno.<\/li>\n<li>Polo\u017eaju glave. Glava je podignuta, ali ne i nadmena.<\/li>\n<li>Pogledu. Gledajte kupca pravo u o\u010di, nemojte da skre\u0107ete pogled.<\/li>\n<li>Izrazu lica. Budite pozitivni, raspolo\u017eeni, sa osmehom na licu.<\/li>\n<li>Gestikulaciji rukama. Po\u017eeljno je da bude umerena i sigurna.<\/li>\n<\/ul>\n<p>Na samom sastanku, u komunikaciji izbegavajte po\u0161tapalice i fraze, poput <em>\u201cto nije u skladu sa na\u0161im principima\u201d <\/em>ili <em>\u201ceksperti o tome misle druga\u010dije\u201d.<\/em><\/p>\n<p>Prilikom\u00a0kori\u0161\u0107enja skra\u0107enica: DSO, ROI, KPI, EBITDA, proverite da\u00a0li va\u0161 kupac razume na \u0161ta se one odnose (klimanje glavom, naborano \u010delo i sli\u010dno). Koristite kratke re\u010denice.<\/p>\n<p>Da bi prodajni sastanak bio uspe\u0161an, po\u0161tujte slede\u0107a pravila:<\/p>\n<ul>\n<li>Pozdrav<\/li>\n<li>Pozitivna atmosfera<\/li>\n<li>Small talk<\/li>\n<li>Dogovor oko vremena<\/li>\n<li>Predstavljanje cilja sastanka<\/li>\n<\/ul>\n<p><strong>Pozdrav<\/strong><\/p>\n<p>Pozdravom zapo\u010dinjete sastanak.\u00a0Nakon \u0161to sto ste pru\u017eili ruku, recite:\u00a0<em>\u201cDobar dan, moje ime je\u2026\u201d<\/em><\/p>\n<p><strong>Pozitivna atmosfera<\/strong><\/p>\n<p>Pripremite\u00a0teren na samom po\u010detku. Neka druga strana primeti da se ose\u0107ate kao kod ku\u0107e. Recite neobavezno: <em>\u201cVa\u0161 poslovni prostor je jako prijatan\u2026\u201d <\/em><\/p>\n<p><strong>Small talk<\/strong><\/p>\n<p>Small\u00a0talk\u00a0predstavlja\u00a0neobavezni\u00a0deo\u00a0razgovora\u00a0i\u00a0treba\u00a0izbegavati\u00a0teme\u00a0kao\u00a0\u0161to\u00a0su: politika, religija, politi\u010dka situacija\u2026 Small talk predstavlja uvod za razgovor o prodaji. Cilj je povezati se\u00a0sa klijentom i na li\u010dnom nivou. Vi\u0161e verujemo ljudima koji su nam sli\u010dniji. Small talk slu\u017ei da kreiramo most poverenja sa osobom.<\/p>\n<p>Tokom sastanka treba neosetno pre\u0107i na razgovor o prodaji:<\/p>\n<p><em>\u201eZaista je sjajno \u0161to i vi navijate za KK Crvena Zvezda. Oni su doveli nekoliko sjajnih igra\u010da ove \u00a0godine i mislim da \u0107e osvojiti Evroligu. Uostalom, i vi ste izbacili nekoliko sjajnih proizvoda ove<\/em><em>\u00a0<\/em><em>godine i osvojili dobar market share. Kako ide prodaja va\u0161ih novih proizvoda?\u201c<\/em><\/p>\n<p>Tokom small talk-a treba iskoristiti i vreme za analizu informacija o kupcu.<\/p>\n<ul>\n<li>Kako izgledaju prostorije? \u0160ta vam one govore o kupcu?<\/li>\n<li>Kako se zaposleni obla\u010de? Kako se pona\u0161aju? Kakva je atmosfera?<\/li>\n<li>\u0160ta se nalazi na radnom stolu kupca?<\/li>\n<\/ul>\n<p><strong>Dogovor oko raspolo\u017eivog vremena<\/strong><\/p>\n<p>Kupac ima malo vremena za razgovor. Ponekad sastanak mo\u017ee trajati 10 minuta, a ponekad \u0107e\u00a0imati i 4 sata za sastanak sa vama. Preporuka je da, odmah na po\u010detku razgovora, pitate\u00a0 kupca\u00a0koliko ima vremena. Pitanje treba da bude direktno: <em>\u201cGospodine Vuji\u010di\u0107, koliko imate vremena za ovaj razgovor?\u201d<\/em><\/p>\n<p>Pustite kupca da sam odredi vreme razgovora. Zapi\u0161ite vreme koje je kupac odredio.<\/p>\n<p>Pet minuta pred kraj sastanka, zamolite kupca da napravite rezime sastanka:\u00a0<em>\u201eGospodine Vuji\u010di\u0107, s obzirom da imamo jo\u0161 pet minuta vremena, predla\u017eem da rezimiramo\u2026\u201c<\/em><\/p>\n<p><strong>Predstavljanje cilja sastanka<\/strong><\/p>\n<p>De\u0161ava\u0107e se da u toku jednog dana imate\u00a0nekoliko sastanaka, zato je korisno da sagovornika\u00a0(kupca)\u00a0na\u00a0po\u010detku\u00a0sastanka\u00a0podsetite\u00a0na\u00a0cilj\u00a0sastanka.\u00a0Nagla\u0161avanje cilja\u00a0sastanka\u00a0olak\u0161ava\u00a0njegovo ostvarenje i \u0161tedi vreme.<\/p>\n<p>Naveli smo samo neke od segmenata na koje treba da obratite pa\u017enju. Zapamtite, imate samo par sekundi da ostavite dobar prvi utisak. Mo\u017eete sigurno i sami zaklju\u010diti da vredi dati sve od sebe pri svakom novom susretu, zar ne? A sa dobrom pripremom i pozitivnim mislima, mo\u017eete ostaviti ne dobar, ve\u0107 sjajan utisak.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Da li ste nekad razmi\u0161ljali o tome kako nemate drugu priliku da ponovite \u201eprvi utisak\u201c?<\/p>\n","protected":false},"author":4,"featured_media":9842,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[13],"tags":[14,15],"class_list":["post-9835","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-prodaja","tag-prodaja","tag-prvi-utisak","entry","has-media"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Za\u0161to je prvi utisak tajni sastojak prodaje - Balance Consulting<\/title>\n<meta name=\"description\" content=\"Potrebno je 3-5 sekundi da steknemo sliku o drugoj osobi, i drugi o nama. 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