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cM 4N{"id":7456,"date":"2016-02-06T13:44:41","date_gmt":"2016-02-06T11:44:41","guid":{"rendered":"http:\/\/uriesblog.ro\/?p=7456"},"modified":"2016-02-06T13:45:03","modified_gmt":"2016-02-06T11:45:03","slug":"ghid-practic-cum-sa-demontezi-obiectiile-false","status":"publish","type":"post","link":"https:\/\/uriesblog.ro\/ghid-practic-cum-sa-demontezi-obiectiile-false\/","title":{"rendered":"Ghid practic \u2013 cum s\u0103 demontezi obiec\u021biile false"},"content":{"rendered":"Am intrat \u00een asigur\u0103ri de via\u021b\u0103 \u00een anul 2000 \u0219i am fost, pe r\u00e2nd, consultant, manager de echip\u0103, trainer, director de agen\u021bie, director de v\u00e2nz\u0103ri. \u0218i asta timp de 6 ani. \u00cen tot acel timp mi-am notat toate obiec\u021biile pe care le-am auzit de la clien\u021bi sau consultan\u021bi \u00een timpul procesului de v\u00e2nzare a unei asigur\u0103ri de via\u021b\u0103. Eram con\u0219tiincios, am vrut s\u0103 am succes, s\u0103 urc pe scara ierarhic\u0103. \u00cemi notam aproape tot \u0219i mai apoi analizam cu aten\u021bie.<\/p>\n
Am \u00eenceput s\u0103 scriu o carte numit\u0103 Ghid de demontare a obiec\u021biilor false ap\u0103rute \u00een procesul de v\u00e2nzare a unei asigur\u0103ri de via\u021b\u0103. Punctual, cu problem\u0103 \u0219i solu\u021bie, cu concret \u0219i adev\u0103rat, cu aiurea \u0219i fals. Eu consider c\u0103 o astfel de carte i-ar ajuta pe foarte mul\u021bi agen\u021bi de v\u00e2nz\u0103ri din domeniul asigur\u0103rilor de via\u021b\u0103.<\/p>\n
La pu\u021bin timp dup\u0103 ce m-am retras din asigur\u0103rile de via\u021b\u0103 m\u0103 sun\u0103 o tip\u0103 care se d\u0103dea consultant financiar la Generali, divizia de via\u021b\u0103. \u00cemi spune st\u00e2ngaci \u0219i f\u0103r\u0103 convingere c\u0103 \u0219i-ar dori s\u0103 se \u00eent\u00e2lneasc\u0103 cu mine pentru a discuta un plan financiar. Mi-a mai spus c\u0103 a primit recomandare de la tipul cutare care cic\u0103 mi-ar fi prieten. Da, tipul \u00eemi este prieten, dar respectivul \u0219tia c\u0103 am \u0219i 6 ani de asigur\u0103ri de via\u021b\u0103 \u00een spate, a\u0219a c\u0103 recomandarea pentru tipa respectiv\u0103 a fost mai mult un test. \u0218i-o b\u0103\u0219c\u0103lie, printre altele.<\/p>\n
M-am dus la \u00eent\u00e2lnire \u0219i i-am servit consultantei de la Generali un buchet mare de obiec\u021bii pe care tipa nu a \u0219tiut s\u0103 le demonteze. A c\u0103lcat \u00een str\u0103chini p\u00e2n\u0103 s-a t\u0103iat toat\u0103 \u0219i la picioare \u0219i la m\u00e2ini. A fost orgie. P\u0103i ce s\u0103-\u021bi fac dac\u0103 te duci nepreg\u0103tit la clien\u021bi? \u0218i ce s\u0103-\u021bi fac dac\u0103 te duci f\u0103r\u0103 s\u0103 \u0219tii \u0219i ce naiba o lucrat sau lucreaz\u0103 clientul? Din gre\u0219eli \u00eenve\u021bi, dar nu mai bine ar fi s\u0103 \u00eenve\u021bi din gre\u0219elile \u0219i experien\u021ba altora?<\/p>\n
Tu ce zici, s\u0103 continui s\u0103 scriu acea carte sau nu? Ar fi de folos cuiva? S-ar vinde? Vorbim de o carte tehnic\u0103.<\/p>\n
Las aici \u0219i-o mostr\u0103.<\/p>\n
Gre\u0219eli frecvente datorit\u0103 c\u0103rora nu vinzi asigur\u0103ri de via\u021b\u0103<\/p>\n
\n- Vedem clientul ca pe un adversar.<\/li>\n
- Nu empatiz\u0103m.<\/li>\n
- Nu ascult\u0103m activ.<\/li>\n
- \u00cencerc\u0103m s\u0103 convingem clientul \u00een loc s\u0103 discut\u0103m cu el.<\/li>\n
- Vorbim prea mult \u0219i ascult\u0103m prea pu\u021bin.<\/li>\n
- \u00cencerc\u0103m s\u0103 c\u00e2\u0219tig\u0103m ceva \u00eenainte de a oferi.<\/li>\n<\/ul>\n
Obiec\u021bii<\/p>\n
\n- Nu am timp.<\/li>\n
- Nu m\u0103 intereseaz\u0103.<\/li>\n
- Nu am nevoie.<\/li>\n
- Trimite\u021bi-mi oferta pe fax.<\/li>\n
- Suna\u021bi-m\u0103 m\u00e2ine.<\/li>\n
- C\u00e2t cost\u0103.<\/li>\n
- V\u0103 pierde\u021bi timpul.<\/li>\n
- \u0218tiu despre ce este vorba…<\/li>\n
- Nu vreau s\u0103-mi risc banii.<\/li>\n
- M\u0103 mai g\u00e2ndesc.<\/li>\n<\/ul>\n
Deci, s\u0103 scriu sau s\u0103 nu scriu acea carte?<\/p>\n","protected":false},"excerpt":{"rendered":"
Am intrat \u00een asigur\u0103ri de via\u021b\u0103 \u00een anul 2000 \u0219i am fost, pe r\u00e2nd, consultant, manager de echip\u0103, trainer, director de agen\u021bie, director de v\u00e2nz\u0103ri. \u0218i asta timp de 6 ani. \u00cen tot acel timp mi-am notat toate obiec\u021biile pe care le-am auzit de la clien\u021bi sau consultan\u021bi \u00een timpul procesului de v\u00e2nzare a unei […]<\/p>\n","protected":false},"author":1,"featured_media":7457,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"ngg_post_thumbnail":0,"jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_newsletter_tier_id":0,"jetpack_publicize_message":"","jetpack_is_tweetstorm":false,"jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":true,"jetpack_social_options":{"image_generator_settings":{"template":"highway","enabled":false}}},"categories":[13],"tags":[14,15],"jetpack_publicize_connections":[],"yoast_head":"\n
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