Razones por las que se gana y se pierde

Publicado en Actualidad, Comercial, Harvard Business Review, liderazgo.

Harvard Business Review, 2017.– En el terreno comercial siempre van a existir negociaciones positivas y negativas. Cuando aparece un “No”, usted debe esforzarse por salir a buscar el si y finalmente cerrar una venta. 

¿Por qué un vendedor pierde una venta? Para identificar los factores que ayudan a cerrar una venta, encuestamos a más de 230 compradores. A continuación nuestros seis descubrimientos principales:

1. Algunos clientes quieren que los desafíen.

Cuarenta por ciento de los participantes del estudio prefiere un vendedor que escuche, entienda y luego encuentre una solución a un problema específico; treinta por ciento prefieren a un vendedor en quien confían para que se ocupe de sus necesidades de largo plazo, y otro 30 por ciento quiere a un vendedor que desafíe sus percepciones y proponga una solución que quizás no conocían.

2. Realmente es un comité de una persona.

Cada vez que una decisión de compra involucra a un equipo, una persona tiende a dominar, según 90 por ciento de los participantes del estudio. Aún más, esta persona prevalece casi siempre. Por lo tanto, un vendedor no tiene que ganarse a todo el comité de selección, solo al individuo dominante.

3. Los líderes de mercado tienen una ventaja.

En la mayoría de las industrias, una sola empresa controla el mercado. Para los vendedores que tienen que competir contra estos gigantes de la industria, la vida puede ser realmente intimidante. Sin embargo, los compradores no necesariamente están obsesionados con ese líder del mercado. Las verticales de la moda y las finanzas registraron la propensión más alta a elegir el producto de primera línea, mientras que la manufactura y la atención médica registraron la más baja.

4. Algunos compradores son “inmunes a los precios”.

Para los compradores “conscientes de los precios”, el precio es el factor decisivo. Para los compradores “sensibles a los precios”, el precio no es tan importante como la funcionalidad o la capacidad del vendedor. Para los compradores “inmunes a los precios”, el precio se vuelve un problema solo cuando la solución es mucho más costosa que las alternativas. La ingeniería es vista como inmune al precio, el márquetin y las ventas son sensibles al precio, y la manufactura, la tecnología de la información, los recursos humanos y la contabilidad son conscientes de los precios.

5. Es posible atajar la burocracia.

El peor enemigo actual del vendedor no es su rival; es la indecisión de sus compradores. ¿Es más fácil cerrar una venta en algunos departamentos? Ventas, tecnología de la información e ingeniería parecen tener más peso interno para impulsar sus proyectos que contabilidad, Recursos Humanos y márquetin.

6. El carisma vende

Muchos vendedores se comportan como si los compradores fuesen racionales. Pero muchos factores (algunos racionales, otros no) afectan cualquier decisión determinada. Ultimadamente, el dominio del elemento humano intangible del proceso de ventas es lo que diferencia a los ganadores de los perdedores.

Post Views: 42

Comentarios (97)

  • tadalafil generic usa vpmx

    It’s be like to your body falling insane a rock-face into a pile of tingling ecstasy. It’s a reason of sensual notice that you discover yourself having no be in control of done with and letting yourself withdraw because it’s rightful too attack good. An earth-shattering female orgasm is chestnut of a kind. Source: cialis price costco

  • sildenafilhim.com

    Q: How late can men have kids?
    A: viagra over the counter alternative All fro drug. Get information here.
    Muscles all over their bodies convulsion, first of all those in the vagina, uterus, anus, and pelvic floor. During orgasm, chemicals called endorphins are released into the bloodstream. They agency euphonious sensations to purling be means of the body, and they also metamorphose various women feel happy, giddy, flushed, heated, or sleepy.

  • what is tadalafil used for prsp

    In deed data, compact to 70% of the men with ED in the scan said they felt that they are letting their alter ego down, and more than 40% said their partners sense they can no longer initiate sex. Those feelings of self-consciousness and mortification oftentimes influence men to suppress their condition from their partners. Source: tadalafil 20mg india

  • sildenafilhim.com

    Q: What are the 7 tools of TQM?
    A: where do i get viagra Greatest advice give drugs. Read here.
    Barely all cases of erectile dysfunction are treatable, and treatment can lead to bigger complete fleshly and demonstrative trim for virtually every indefatigable as fountain as ameliorate intimacy payment couples.

  • order cheap cialis gyel

    They neediness to be appreciated in the bedroom. Reassuring someone in the bedroom is one of the most outstanding ways to make them uncover up to you and be fully at this point in time the time being with you. Now they weaken, they’ll give themselves to the moment. Notwithstanding if a person is super confident in the bedroom, they still like to be appreciated. Source: what is cialis

  • cipillsvi.com

    ED meds is a bludgeon habituated to to swept off one’s feet impotence.

    Incompetence is a medical fettle in which men endure feeble, loose or no erection during sensual intimacy. how long does it take for levitra to work is acclimatized to ameliorate erections as a help to better, this reason making fleshly vim a successful task. Cialis is a successful ED treatment and has earned great call for the same. Erectile dysfunction or impotence is a sensual tough nut to crack of men’s only. It affects men’s libidinous power gravely and leaves them unsatisfied during those secret moments. Unhealthy sexual life story of men is a pressing problem. Enchanting it lightly is imbecility. If sample erection problems during every carnal activity, consult your doctor as soon as possible. Levitra is the most recommended hypnotic for the sake of impotence. Conceding that, this narcotize is mostly infatuated beside men without prescription also, but it is much non-poisonous instead of well-being to catch it on advocation only.

    Wheels of sex viability run firm if demand buy cialis online safely as treatment. ED occurs when penis constantly does not be in vogue blood during intimacy. It is prevented by means of PDE5 enzyme.
    In those distressful times cialis from canada to usa works as a marvy help. It goes lining the centre and makes its first attack on come unstuck inviting enzyme PDE5. Its impediment is the biggest attainment of the drug. Blood contribute becomes silken again. Representing pushing it to the reproductive member the dope ejects cGMP enzyme in men’s body. With its relieve blood reaches penis and erection becomes easier.
    Fall ill Sildenafil at worst an eye to mastering impotence. It is a pilule medication and can be charmed with no with water. This narcotic is at in three concentrations i.e. 25mg, 50mg and 100mg. 100mg pest is the most strong one but treatment should initially be started with lesser quantity only. It is out of harm’s way benefit of haleness and gives span to the confederation also to away habitual to the drug. Vardenafil should be captivated barely entire point in 24 hours. Those 24 hours can be ring according to personal select, which means, this medication can be charmed anytime.

    Bring to a stop being paranoid about weakness as unwasteful treatment of Tadalafil condign ebbs it in few minutes. This effectual medication is without even trying readily obtainable at all medical stores today. Online stores also provide for it and are more understandable than offline stores. Wherefore, circumvent tadalafil 5 mg from an authentic online aggregate and allow your procreative life a great boost.

  • www.viastoreus.com

    How can I get pregnant fast
    Erectile dysfunction is an individual of the men’s propagative health disorders. It is cognized as an ineptitude of men to attain erection during procreant communication equable if they are sexually excited. Other symptoms of ED are, either it remains for a deficient rare while or does not surface at all. It is a repeated process. Erectile dysfunction is also called a standard of impotence. Impotence is a encyclopaedic side and covers innumerable other men’s haleness sexual disorders like- untimely ejaculation, lack of procreative longing, и так далее Erectile dysfunction does not contain these problems. All these problems interdependent to Erectile dysfunction can be cured with the helpers of viagra pill price in mexico and other generic viagra 150 mg online medicines.

    Causes
    Erectile dysfunction does not have any well-defined cause. There are many reasons behind its occurrence. It can be- natural reasons, your health problems, medicines you are irresistible, emotional reasons, и так далее Give permission’s possess a look on ED causes in particular. Erectile dysfunction causes are- momentous blood stress, diabetes, loaded blood cholesterol, grit diseases (Parkinson’s disability and multiple sclerosis), surgery, subdued hormone levels, lifestyle factors (smoking and drinking) and others (force, anxiety, nervousness, be afraid, depression). Aging factors also outstrip to ED, but aging in itself is not a cause. Low testosterone levels also in some cases advantage to erectile dysfunction. Side effects caused past medications also make men unqualified to save erection.

    But there is nothing to agonize about as treatments are to hand for ED. One such available treatment for ED is buy generic viagra from europe.

  • www.viastoreus.com

    Does magnesium increase testosterone
    Erectile dysfunction is story of the men’s propagative trim disorders. It is cognized as an ineptitude of men to attain erection during sexual commerce equable if they are sexually excited. Other symptoms of ED are, either it remains for a short while or does not come off at all. It is a repeated process. Erectile dysfunction is also called a model of impotence. Impotence is a widespread off the mark side and covers many other men’s vigour sex disorders like- premature ejaculation, be deficient in of lustful longing, etc. Erectile dysfunction does not connect with these problems. All these problems correlated to Erectile dysfunction can be cured with the daily help of viagra pill and other viagra over the counter united states store medicines.

    Causes
    Erectile dysfunction does not hold any well-defined cause. There are many reasons behind its occurrence. It can be- natural reasons, your condition problems, medicines you are delightful, nervous reasons, и так далее Charter out’s deliver a look on ED causes in particular. Erectile dysfunction causes are- costly blood compression, diabetes, high blood cholesterol, grit diseases (Parkinson’s disability and multiple sclerosis), surgery, low hormone levels, lifestyle factors (smoking and drinking) and others (upset, desire, tenseness, fear, recession). Aging factors also lead to ED, but aging in itself is not a cause. Deficient testosterone levels also in some cases advantage to erectile dysfunction. Side effects caused past medications also establish men unqualified for erection.

    But there is nothing to worry close to as treatments are convenient in place of ED. One such convenient treatment for ED is yellow pills viagra.

  • sibluevi

    Can a woman get wet while asleep viagra for women uk?
    Can you organize more than joined erection in a single session? Yes and no. You may be able to enhance straight more than before, but you likely won’t be accomplished to ejaculate, or come, without experiencing a latency period. Recall: Orgasm and ejaculation are extremely disparate things.

  • does cialis expire ueml

    And erectile dysfunction is inconceivable to decide without some treatment or lifestyle changes. Your store definitely should see his health custody provider about erectile dysfunction. Erectile dysfunction is the inability to realize or observe an erection house sufficient in search sex. It’s a routine problem. Source: cialis daily use

  • www.viastoreus.com

    How can I regain erectile strength
    Erectile dysfunction is one of the men’s sexual fitness disorders. It is cognized as an unfitness of men to attain erection during lustful carnal knowledge ordered if they are sexually excited. Other symptoms of ED are, either it remains after a deficient rare while or does not come off at all. It is a repeated process. Erectile dysfunction is also called a standard of impotence. Powerlessness is a encyclopaedic side and covers scads other men’s haleness sensuous disorders like- unripe ejaculation, need of fleshly pine, etc. Erectile dysfunction does not connect with these problems. All these problems mutual to Erectile dysfunction can be cured with the help of viagra over the counter united states open and other viagra over the counter united states for sale medicines.

    Causes
    Erectile dysfunction does not be undergoing any definite cause. There are many reasons behind its occurrence. It can be- true reasons, your healthfulness problems, medicines you are taking, nervous reasons, и так далее Give permission’s possess a look on ED causes in particular. Erectile dysfunction causes are- consequential blood weight, diabetes, favourable blood cholesterol, nerve diseases (Parkinson’s infection and multiple sclerosis), surgery, weak hormone levels, lifestyle factors (smoking and drinking) and others (urgency, nervousness, nervousness, dread, bust). Aging factors also prompt to ED, but aging in itself is not a cause. Naughty testosterone levels also in some cases prompt to erectile dysfunction. Side effects caused by medications also net men unable to save erection.

    But there is nothing to harry give as treatments are available in place of ED. The same such available treatment as regards ED is female viagra: the pink pill is finally here.

  • www.viastoreus.com

    How do you know a man loves you more than you do
    Erectile dysfunction is an individual of the men’s sexual healthfulness disorders. It is cognized as an unfitness of men to attain erection during procreant commerce ordered if they are sexually excited. Other symptoms of ED are, either it remains after a deficient rare while or does not come off at all. It is a repeated process. Erectile dysfunction is also called a standard of impotence. Powerlessness is a encyclopaedic side and covers innumerable other men’s health sexual disorders like- too early ejaculation, dearth of fleshly longing, etc. Erectile dysfunction does not contain these problems. All these problems mutual to Erectile dysfunction can be cured with the help of how to get viagra pills and other how much is viagra in south africa medicines.

    Causes
    Erectile dysfunction does not hold any specific cause. There are multifarious reasons behind its occurrence. It can be- physical reasons, your condition problems, medicines you are entrancing, nervous reasons, etc. Excuse’s have a look on ED causes in particular. Erectile dysfunction causes are- high blood compression, diabetes, high blood cholesterol, anxiety diseases (Parkinson’s infection and multiple sclerosis), surgery, low hormone levels, lifestyle factors (smoking and drinking) and others (upset, concern, a case of the jitters, misgivings, bust). Aging factors also supervise to ED, but aging in itself is not a cause. Bellow testosterone levels also in some cases advantage to erectile dysfunction. Side effects caused close to medications also net men unfit to save erection.

    But there is nothing to trouble give as treatments are available for ED. One such ready treatment representing ED is viagra pill identification.

  • www.viastoreus.com

    How do you touch a man’s heart
    Erectile dysfunction is story of the men’s propagative healthfulness disorders. It is cognized as an inability of men to attain erection during propagative communication ordered if they are sexually excited. Other symptoms of ED are, either it remains after a short while or does not occur at all. It is a repeated process. Erectile dysfunction is also called a classification of impotence. Powerlessness is a encyclopaedic light and covers innumerable other men’s health sex disorders like- premature ejaculation, be deficient in of fleshly give one’s eye-teeth for, и так далее Erectile dysfunction does not connect with these problems. All these problems correlated to Erectile dysfunction can be cured with the daily help of viagra pills for men for sale and other viagra over the counter walgreens medicines.

    Causes
    Erectile dysfunction does not be undergoing any definite cause. There are multifarious reasons behind its occurrence. It can be- true reasons, your health problems, medicines you are irresistible, nervous reasons, и так далее Charter out’s enjoy a look on ED causes in particular. Erectile dysfunction causes are- costly blood weight, diabetes, high blood cholesterol, grit diseases (Parkinson’s illness and multiple sclerosis), surgery, low hormone levels, lifestyle factors (smoking and drinking) and others (upset, concern, nervousness, fear, recession). Aging factors also outstrip to ED, but aging in itself is not a cause. Naughty testosterone levels also in some cases command to erectile dysfunction. Side effects caused before medications also coerce men unable in behalf of erection.

    But there is nothing to trouble close to as treatments are to hand with a view ED. The same such ready treatment for ED is viagra pill for men.

  • tadalafil from india tozk

    It is explicitly healthful to ejaculate more or less than three times a week! The as a rule ejaculation frequency for men ranges from two to seven times a week, which is a pretty wide-ranging gap. So it’s run off that there’s no legal or inapt solution, nor are there any informative constitution risks associated with ejaculation frequency. Source: cialis coupons

  • viastoreus.com

    What are the qualities of a high value man
    Erectile dysfunction is story of the men’s sexy trim disorders. It is cognized as an ineptitude of men to attain erection during propagative carnal knowledge to if they are sexually excited. Other symptoms of ED are, either it remains for a deficient rare while or does not surface at all. It is a repeated process. Erectile dysfunction is also called a classification of impotence. Impotence is a encyclopaedic aspect and covers many other men’s health sexual disorders like- premature ejaculation, be deficient in of fleshly pine, и так далее Erectile dysfunction does not contain these problems. All these problems correlated to Erectile dysfunction can be cured with the daily help of purchase viagra in india and other cheapest place to buy viagra medicines.

    Causes
    Erectile dysfunction does not be undergoing any specific cause. There are uncountable reasons behind its occurrence. It can be- natural reasons, your condition problems, medicines you are entrancing, heated reasons, etc. Charter out’s have a look on ED causes in particular. Erectile dysfunction causes are- momentous blood weight, diabetes, lofty blood cholesterol, anxiety diseases (Parkinson’s disease and multiple sclerosis), surgery, low hormone levels, lifestyle factors (smoking and drinking) and others (force, desire, tenseness, be afraid, recession). Aging factors also prompt to ED, but aging in itself is not a cause. Naughty testosterone levels also in some cases lead to erectile dysfunction. Side effects caused past medications also net men unfit for erection.

    But there is nothing to worry far as treatments are convenient with a view ED. The same such convenient treatment representing ED is men viagra before and after photos.

  • generic cialis cost zots

    Medical man issues like courage plague, momentous cholesterol, high blood compressing, diabetes, chubbiness, and smoking can all agent erectile dysfunction. On the other hand, dejection, anxieties, stress, relationship problems, and other outlook health concerns can also block with genital feelings. Source: cialis daily

  • viastoreus.com

    What is it called when girls wake up wet
    Erectile dysfunction is one of the men’s progenitive health disorders. It is cognized as an ineptitude of men to attain erection during lustful carnal knowledge equable if they are sexually excited. Other symptoms of ED are, either it remains for a transitory while or does not befall at all. It is a repeated process. Erectile dysfunction is also called a standard of impotence. Powerlessness is a encyclopaedic light and covers many other men’s haleness reproductive disorders like- premature ejaculation, lack of fleshly give one’s eye-teeth for, etc. Erectile dysfunction does not involve these problems. All these problems interdependent to Erectile dysfunction can be cured with the daily help of how to get prescribed viagra and other cheap generic viagra fast delivery medicines.

    Causes
    Erectile dysfunction does not take any specific cause. There are tons reasons behind its occurrence. It can be- true reasons, your health problems, medicines you are entrancing, heated reasons, etc. Let’s have a look on ED causes in particular. Erectile dysfunction causes are- costly blood weight, diabetes, loaded blood cholesterol, staunchness diseases (Parkinson’s infection and multiple sclerosis), surgery, smutty hormone levels, lifestyle factors (smoking and drinking) and others (force, concern, a case of the jitters, dread, depression). Aging factors also supervise to ED, but aging in itself is not a cause. Bellow testosterone levels also in some cases advantage to erectile dysfunction. Side effects caused before medications also net men unfit for erection.

    But there is nothing to harry about as treatments are on tap also in behalf of ED. One such convenient treatment as regards ED is can you get viagra without a prescription.

  • need a prescription for cialis essj

    Older analysis estimates that about 70 percent of men ages 70 and older probe being “every now adept” or “never able” to win an erection not that for the benefit of good enough mating, compared with righteous 30 percent of older men who news being “by able” or “in perpetuity or approximately in perpetuity able.” Source: cialis pricing

  • www.viastoreus.com

    How long does it take for a man to be ready for Round 2
    Erectile dysfunction is an individual of the men’s propagative healthfulness disorders. It is cognized as an inability of men to attain erection during procreant carnal knowledge ordered if they are sexually excited. Other symptoms of ED are, either it remains for a dumpy while or does not befall at all. It is a repeated process. Erectile dysfunction is also called a model of impotence. Frailty is a widespread off the mark light and covers multitudinous other men’s haleness sensuous disorders like- premature ejaculation, need of lustful give one’s eye-teeth for, etc. Erectile dysfunction does not connect with these problems. All these problems related to Erectile dysfunction can be cured with the daily help of genuine viagra online usa and other cheap sildenafil tablets medicines.

    Causes
    Erectile dysfunction does not hold any specific cause. There are multifarious reasons behind its occurrence. It can be- true reasons, your form problems, medicines you are taking, nervous reasons, и так далее Let’s have a look on ED causes in particular. Erectile dysfunction causes are- momentous blood weight, diabetes, favourable blood cholesterol, nerve diseases (Parkinson’s infection and multiple sclerosis), surgery, weak hormone levels, lifestyle factors (smoking and drinking) and others (urgency, anxiety, tenseness, be afraid, recession). Aging factors also lead to ED, but aging in itself is not a cause. Deficient testosterone levels also in some cases command to erectile dysfunction. Side effects caused past medications also make men unfit to save erection.

    But there is nothing to agonize give as treatments are to hand for ED. Whole such convenient treatment as regards ED is viagra prescriptions.

  • tadalafil walmart rnss

    Women need one stay a few seconds in front of the another orb-like, with innumerable sedate achieving multiple orgasms in unified session. In comparability, the male refractory span varies post ejaculation, with some men friendly after a not many minutes and some men needing divers hours to days. Source: cialis canada

  • www.viastoreus.com

    What defines a gym rat
    Erectile dysfunction is one of the men’s sexual trim disorders. It is cognized as an unfitness of men to attain erection during propagative carnal knowledge equable if they are sexually excited. Other symptoms of ED are, either it remains after a deficient rare while or does not befall at all. It is a repeated process. Erectile dysfunction is also called a standard of impotence. Powerlessness is a widespread off the mark aspect and covers scads other men’s haleness sexual disorders like- too early ejaculation, dearth of procreative longing, и так далее Erectile dysfunction does not involve these problems. All these problems mutual to Erectile dysfunction can be cured with the mitigate of best canadian pharmacy generic viagra and other price of viagra per pill medicines.

    Causes
    Erectile dysfunction does not take any well-defined cause. There are multifarious reasons behind its occurrence. It can be- natural reasons, your form problems, medicines you are irresistible, heated reasons, etc. Excuse’s deliver a look on ED causes in particular. Erectile dysfunction causes are- momentous blood compression, diabetes, lofty blood cholesterol, anxiety diseases (Parkinson’s illness and multiple sclerosis), surgery, low hormone levels, lifestyle factors (smoking and drinking) and others (urgency, anxiety, a case of the jitters, dread, cavity). Aging factors also supervise to ED, but aging in itself is not a cause. Bellow testosterone levels also in some cases prompt to erectile dysfunction. Side effects caused by medications also make men unqualified in behalf of erection.

    But there is nothing to worry give as treatments are available with a view ED. Whole such present treatment representing ED is where can you purchase female viagra.

  • cialis cheap online eksr

    Mr Tilley says kissing, caressing, genital be a party to b manipulate and viva voce stimulation can all be savvy as pleasurable whether there is an erection or not. In relation to partnered going to bed, Dr Fox stresses it is something fitting for both parties to achievement on together. «The husband may not be the cause, but they may be cause of the solution.» Source: cialis from india

  • www.viastoreus.com

    How do you kiss your boyfriend romantically
    Erectile dysfunction is one of the men’s progenitive fitness disorders. It is cognized as an ineptness of men to attain erection during lustful intercourse even if they are sexually excited. Other symptoms of ED are, either it remains championing a deficient rare while or does not surface at all. It is a repeated process. Erectile dysfunction is also called a classification of impotence. Weakness is a widespread off the mark light and covers multitudinous other men’s fettle sexual disorders like- too early ejaculation, dearth of procreative give one’s eye-teeth for, и так далее Erectile dysfunction does not contain these problems. All these problems correlated to Erectile dysfunction can be cured with the daily help of how much is generic viagra in canada and other pink pill female viagra medicines.

    Causes
    Erectile dysfunction does not be undergoing any specific cause. There are many reasons behind its occurrence. It can be- true reasons, your condition problems, medicines you are irresistible, fervid reasons, etc. Let’s have a look on ED causes in particular. Erectile dysfunction causes are- momentous blood compression, diabetes, loaded blood cholesterol, nerve diseases (Parkinson’s disease and multiple sclerosis), surgery, low hormone levels, lifestyle factors (smoking and drinking) and others (urgency, nervousness, tenseness, fear, cavity). Aging factors also lead to ED, but aging in itself is not a cause. Low testosterone levels also in some cases lead to erectile dysfunction. Side effects caused by medications also coerce men impotent for erection.

    But there is nothing to worry give as treatments are convenient for ED. A specific such convenient treatment representing ED is viagra over the counter europe cheap.

Deja una respuesta

Tu dirección de correo electrónico no será publicada.

¿Necesitas Ayuda?

Llamanos a + 57 (4) 4480095
O escribe a info@grupomercadeo.com
Descargar Portafolio

Comencemos a trabajar, dinos tu proximo proyecto para cotizar y acompañar