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Los Limites No Son Permitidos

Los Limites No Son Permitidos

          
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About the Book

Los Límites no son Permitidos es el inicio de la serie LANA (Limits are not allowed), planteando lo que he denominado la Metodología Anti Descuentos, enfocada en la Eliminación de Objeciones al Precio que tantas veces encontramos. El enfoque es sobre la comercialización de productos o soluciones para la industria en específico (aunque tiene aplicación general). En cuantas ocasiones habremos presentado soluciones perfectas, según nuestro criterio, pero que son rebatidas porque su precio es mayor que el de la competencia, generando un sentimiento de frustración; luego de todo el trabajo realizado o bien cuántas veces hemos tenido que ceder brindando descuentos significativos; ya que de lo contrario hubiésemos perdido un negocio. Ese, tristemente, es el diario vivir de muchos vendedores o asesores industriales... Si tenemos un producto o una solución diferencial, este texto constituye una ruta emocionante para poder comprender cómo transmitir y convencer a los usuarios, sobre los Beneficios que presentamos y que impactan directamente en llevar a nuestros clientes desde un estado real hacia un estado deseado. ¿quién de nuestros clientes industriales no desea mejorar significativamente sus indicadores de gestión de mantenimiento, disponibilidad de planta, mayor vida útil de los componentes de maquinaria, más productividad, menor inversión en el nivel de inventarios, menores riesgos de accidentes en planta, mayor rentabilidad, optimizar la gestión de activos, menores pérdidas de producción, reducción en la cantidad de paros no programados; etc.? Seguramente la respuesta será Todos deseamos mejorar en esos aspectos. Sin embargo, nos terminan presionando con rebajar nuestros precios de venta y lo peor del caso es terminar cediendo.Vamos a compartir a través de la lectura, una forma apasionante de transmitir esos Beneficios a nuestros usuarios, que logren que olviden el precio como un elemento de decisión y que comprendan la importancia de las relaciones "Ganar-Ganar".El deseo fehaciente de querer compartir con los lectores las experiencias y conocimientos adquiridos durante muchos años en la región (Centroamérica, México y Caribe) a nivel industrial, así como la ausencia en gran medida, de una metodología para las negociaciones de soluciones, productos y servicios de precio superior (Premium) a los competidores; ha sido el impulsor de esta creación. Insisto, esta lectura solamente pretende ser una ayuda para todos aquellos que de una u otra forma, estamos inmersos en el mundo comercial en donde las objeciones a los precios, son el diario vivir; con las consecuencias dañinas de reducción de rentabilidad, ingresos a la fuerza de ventas; así como muchas más, pero sobre todo el sentimiento de "frustración" de efectuar muchas actividades que puedan implicar, en teoría, un valor agregado para el cliente, pero que no sea percibido como tal y que por ende, nos lleve a la encrucijada de reducción de precios.En resumen: La metodología compartida tiene un enfoque especial a la venta industrial; aquella donde hay soluciones (productos y servicios) que tienden a presentarse de manera estandarizada, lo cual constituye uno de los grandes errores, dado que olvidamos que al final del camino, la venta es "emocional". Buscaremos continuamente ese nexo sentimental, que puede convertir nuestras soluciones técnicas de ingeniería (en el caso de la venta industrial) en algo que se convierta en un "puente" que emocionalmente conecte el punto A (estado actual de insatisfacción) con el punto B (estado deseado con el logro de la satisfacción de una necesidad explícita). Al final esa experiencia es la que generará la diferencia...Bienvenidos a este camino emocionante!


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Product Details
  • ISBN-13: 9798616981516
  • Publisher: Amazon Digital Services LLC - KDP Print US
  • Publisher Imprint: Independently Published
  • Height: 229 mm
  • No of Pages: 136
  • Series Title: Lana (Limits Are Not Allowed)
  • Weight: 263 gr
  • ISBN-10: 8616981519
  • Publisher Date: 23 Feb 2020
  • Binding: Paperback
  • Language: Spanish
  • Returnable: N
  • Spine Width: 9 mm
  • Width: 152 mm


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