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Machen Sie aus "Beratungsklauern Auftraggeber: Mit der richtigen Strategie gewinnen

Machen Sie aus "Beratungsklauern Auftraggeber: Mit der richtigen Strategie gewinnen

          
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About the Book

Essay aus dem Jahr 2010 im Fachbereich BWL - Marketing, Unternehmenskommunikation, CRM, Marktforschung, Social Media, Note: keine, Sprache: Deutsch, Abstract: Viele Handwerker und Dienstleister haben die Situation schon zig-mal erlebt. Man wird von einem Interessenten besucht, der ein Problem, eine Aufgabenstellung in Verbindung mit einer Auftragsvergabe schildert. In der Erwartung des (größeren) Auftrages, erfolgt dann eine (umfangreiche) Beratung in der die Lösung erarbeitet bzw. aufgezeigt wird. Wenn das Gespräch beendet ist, verabschiedet sich der Interessent mit dem Hinweis, dass er sich das alles noch einmal überlegen müsse. Wenn alles gut geht, kommt der Interessent wieder, wenn nicht, haben Sie Zeit und Know-how für einen Wettbewerber investiert. Ein Patentrezept wird es dagegen nicht geben, weil es immer Leute geben wird die sich ausschließlich am Preis orientieren, auch wenn sie bereits mehrfach schlechte Erfahrungen gemacht haben. Weil sie wissen, dass der günstigere Einkauf oft mit Minderleistungen verbunden ist, versuchen sie vor der endgültigen Entscheidung möglichst viele Informationen zu sammeln, um die Fehler bei der Anschaffung zu vermeiden. Wenn man einen Kunden gewinnen will, muss man sein Vertrauen gewinnen. In der Praxis heißt das, dass Sie den Interessenten im Informations- bzw. Beratungsgespräch das Gefühl -besser noch die Erkenntnis- vermitteln müssen, dass er bei einer anderen Firma keine gleichwertige Lösung erhält. Er muss in diesem Gespräch erkennen, dass Sie über Kompetenz und Wissen verfügen und dieses auch zu seinem Vorteil einsetzen werden.


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Product Details
  • ISBN-13: 9783640756971
  • Publisher: Grin Publishing
  • Binding: Paperback
  • Language: German
  • Returnable: N
  • Spine Width: 1 mm
  • Width: 178 mm
  • ISBN-10: 3640756975
  • Publisher Date: 08 Aug 2013
  • Height: 254 mm
  • No of Pages: 8
  • Series Title: German
  • Weight: 36 gr


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Machen Sie aus "Beratungsklauern Auftraggeber: Mit der richtigen Strategie gewinnen
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