{"id":9870,"date":"2016-07-21T15:44:22","date_gmt":"2016-07-21T13:44:22","guid":{"rendered":"http:\/\/www.balance.rs\/?p=9870"},"modified":"2016-07-21T15:44:22","modified_gmt":"2016-07-21T13:44:22","slug":"trikovi-uspesne-prodaje","status":"publish","type":"post","link":"https:\/\/www.balance.rs\/en\/trikovi-uspesne-prodaje\/","title":{"rendered":"Trikovi uspe\u0161ne prodaje"},"content":{"rendered":"

Svi smo bar jednom bili svedoci fenomenalne prodaje; to je onaj ose\u0107aj kada vam neko ne\u0161to proda, a vi ni trena ne razmi\u0161ljate da li ste pogre\u0161ili kada ste doneli odluku o kupovini. Da li su takvi prodavci prosto talentovani za prodaju ili poseduje trikove uspe\u0161ne prodaje? Ne, oni su samo ovladali ve\u0161tinom uspe\u0161ne prodaje, kojom mo\u017eete ovladati i vi.<\/p>\n

Trikovi uspe\u0161ne prodaje<\/h2>\n

Prodaja<\/a> je ni\u0161ta drugo do proces kroz koji svaki kupac prolazi, a va\u0161a uloga kao ve\u0161tog prodavca<\/a> jeste da budete kup\u010deva bezrezervna podr\u0161ka u svakoj ta\u010dki tog procesa.<\/p>\n

Prodajnih tehnika ima puno, a ovo su dve uspe\u0161ne metode koje mo\u017eete lako primeniti:<\/p>\n

1.\u00a0\u00a0\u00a0 Sugestivna prodaja<\/h2>\n

Ovakva prodaja uti\u010de na odluku va\u0161eg klijenta. Ovim postupak vi otvoreno ili skriveno navodite kupca, da bez prisile prihvati va\u0161 predlog. Potrudite se da ve\u0161to navedete kupca na kupovinu. Nemojte zaboraviti osmeh. Ukoliko se i kupac nasmeje, zna\u010di da ste mu se dopali. Poslu\u0161a\u0107e va\u0161e predloge.<\/p>\n

Zamislite da ste konobar u restoranu i da treba da pri\u0111ete gostu za stolom koji vas pita:<\/p>\n

\u201e\u0160ta biste mogli da mi preporu\u010dite od va\u0161ih specijaliteta?\u201c<\/em><\/p>\n

Ako ste ve\u0161t ugostitelj, postavlja\u0107ete mu slede\u0107a pitanja:<\/p>\n

\u201e\u0160ta bi Vam sada prijalo? Meso ili riba?Da li volite za\u010dinjeno? Jeste li ikada probali tajlandsku hranu?\u201c<\/em><\/p>\n

Na kraju uputi\u0107ete sugestiju:<\/p>\n

\u201eMoja preporuka je da probate..\u201c<\/em><\/p>\n

2.\u00a0\u00a0\u00a0 Cross selling\/up selling<\/h2>\n

O \u0107emu se ovde radi? Jednostavno je: prodajte kupcu jo\u0161 neki proizvod ili dodatnu koli\u010dinu proizvoda po povoljnijoj ceni. Ovo je poznati trik uspe\u0161ne prodaje.<\/p>\n

Cross selling<\/strong> predstavlja unakrsnu (vezanu) prodaju u odnosu na potrebe, poznatu kao \u201eprodaja na prodaju\u201c. \u010cim kupac ubaci ne\u0161to u korpu, potrebno je da mu ponudite artikle koji su u vezi sa izabranim artiklom. Kupac \u0107e imati manji otpor da prihvati va\u0161u ponudu.<\/p>\n

Up selling<\/strong> je tehnika u kojoj vi kao prodavac poku\u0161avate da kupcu prodate \u0161to skuplji proizvod ili neki skuplji dodatak kako biste realizovali \u0161to profitabilniju prodaju.<\/p>\n

Ovo je tehnika koju \u010desto koristi Mc Donald\u2019s. Svakodnevno \u0107ete videti promocije koje privla\u010de decu i roditelje:\u00a0\u201eZa svaki kupljen \u010dizburger, dobijate pomfrit po 50% ni\u017eoj ceni.\u201c<\/em><\/p>\n

Kako zaklju\u010diti prodaju?<\/h2>\n

Tehnike zaklju\u010denja prodaje predstavljaju na\u010din dolaska do \u201eDA\u201c. One slu\u017ee kao efikasna pomo\u0107 da usmerite kupca na dono\u0161enje odluke o kupovini. Same tehnike prodaje bez prethodnih koraka u prodajnom procesu naj\u010de\u0161\u0107e su neefikasne. Dakle, tehnike prodaje nisu \u201e\u010darobni \u0161tapi\u0107\u201c pomo\u0107u kojeg prodajete, one su samo jedan korak u prodajnom procesu.<\/p>\n

\u00b7\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Mi\u0161ljenje<\/h3>\n

Pitajte klijenta za mi\u0161ljenje o proizvodu. Navedite ga da analizira proizvod, daje svoje predloge, razmi\u0161lja o njemu.<\/p>\n

\u00b7\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Direktno<\/h3>\n

Zatra\u017eite njegovu odluku o kupovini. Nemojte dopustiti da vam daje prazna obe\u0107anja i da uzaludno tro\u0161i svoje vreme.<\/p>\n

\u00b7\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 \u0160tene<\/h3>\n

Dajte proizvod kupcu da ga koristi u dogovorenom periodu. U ve\u0107ini slu\u010dajeva, kupac ne\u0107e mo\u0107i da se odvoji od proizvoda.<\/p>\n

\u00b7\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Vaga<\/h3>\n

Napravite na levoj strani spisak svih pozitivnih (+) karakteristika proizvoda . Sa druge strane napravite spisak svih negativnih (-) karakteristika.\u00a0Napravite rezime zajedno sa kupcem. Ako va\u0161 proizvod ima mnogo vi\u0161e ZA , to vam mo\u017ee dosta pomo\u0107i prilikom zaklju\u010denja prodaje.<\/p>\n

\u00b7\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Alternativa<\/h3>\n

Dajte klijentu alternativu bez obzira \u0161to jo\u0161 nije odlu\u010dio.<\/p>\n

\u201eSvi\u0111aju Vam se zvoncare\u2026Ostala su jo\u0161 dva para. \u0160ta mislite da pogledate farmerke? Uvek su u modi.\u201c<\/p>\n

Koji je slede\u0107i korak?<\/h2>\n

Da biste nastavili saradnju, morate jasno definisati slede\u0107i korak. Poseta ne mora da se zavr\u0161i prodajom, ali sa klijentom morate posti\u0107i neki dogovor.<\/p>\n

Ne pristajte na:<\/p>\n

    \n
  • \u201eDobro, \u010du\u0107emo se\u2026\u201c<\/em><\/li>\n
  • \u201eVide\u0107emo\u2026\u201c<\/em><\/li>\n
  • \u201eOstavite materijale, pa \u0107emo Vam se javiti\u2026\u201c<\/em><\/li>\n<\/ul>\n

    Umesto toga, defini\u0161ite vreme ponovnog vi\u0111anja i dajte predlog:<\/p>\n

      \n
    • \u201eOstavi\u0107u Vam materijale da detaljnije pogledate. Koje vreme Vam odgovara za slede\u0107i sastanak, ponedeljak ili petak?\u201c<\/em><\/li>\n
    • \u201eNapravi\u0107emo ponudu do sutra. Kada mo\u017eemo o\u010dekivati povratnu informciju sa Va\u0161e strane?\u201c<\/em><\/li>\n
    • \u201eKada Vam se vra\u0107a direktor sa slu\u017ebenog puta? Mo\u017eete mi dati njegov broj, kako bi se direktno dogovorili?\u201c<\/em><\/li>\n<\/ul>\n

      Za kraj, setite se re\u010di Zig Ziglara da prodaja nije proces u kome vi radite ne\u0161to nekome, ve\u0107 proces u kome vi radite ne\u0161to ZA nekoga. Sre\u0107no!<\/em><\/p>\n","protected":false},"excerpt":{"rendered":"

      Da li su prodavci prosto talentovani za prodaju ili poseduje trikove uspe\u0161ne prodaje? Ne, oni su samo ovladali ve\u0161tinom uspe\u0161ne prodaje!<\/p>\n","protected":false},"author":4,"featured_media":9866,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[13],"tags":[14,19],"class_list":["post-9870","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-prodaja","tag-prodaja","tag-uspesnost","entry","has-media"],"yoast_head":"\nTrikovi uspe\u0161ne prodaje \u2022 Balance Consulting Kragujevac<\/title>\n<meta name=\"description\" content=\"Da li su prodavci prosto talentovani za prodaju ili su zaslu\u017eni trikovi uspe\u0161ne prodaje? 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