Atitude Consultiva

O que devemos fazer para desenvolver a atitude Consultiva?

Na abordagem consultiva é assumida uma postura ativa na relação comercial. Não basta analisar as necessidades do cliente, porque este, muitas vezes, não sabe exatamente qual o problema e a melhor solução para seu problema. As empresas e profissionais que adotam a abordagem consultiva não vendem soluções que sejam simplesmente melhores que as ofertas dos concorrentes. Vendem a solução dos problemas atuais e futuros do cliente.

O que se espera de um consultor?

Existem vários tipos de expectativas quando se contrata serviços de um consultor. De uma forma geral, será a combinação de alguns dos itens abaixo:

  • Desenvolver, avaliar ou gerenciar um investimento ou projeto específico.
  • Fornecer parecer especializado em uma área específica.
  • Encontrar soluções para questões específicas.
  • Ajudar no processo de decisão.
  • Preencher uma lacuna causada por falta de pessoal, habilidades e experiência.
  • Desenvolver serviços personalizados e fora do padrão.
  • Prover serviços especializados e financeiramente viáveis por um período de tempo determinado.
  • Permitir controlar despesas, contratando serviços específicos e temporários.
  • Apresentar serviços e resultados nas formas mais adequadas e convenientes.

Boas práticas para desenvolver a atitude consultiva


Saiba mais. Check list da Inteligência Competitiva, Ferramentas da Inteligência Competitiva.


 

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