Check List da Inteligência Competitiva

Quais são as principais habilidades da Inteligência Competitiva?

Check List da Inteligência competitiva

Na tabela abaixo são descritas  habilidades fundamentais para desenvolver a inteligência competitiva.

Inteligência Competitiva

Habilidades fundamentais

Descrição das habilidades fundamentais

Inteligência Emocional

Autoconsciência

Conhecer a si mesmo, habilidades emocionais e técnicas, pontos fortes e fracos. Obter equilíbrio.

Autocontrole

Executar contatos e atividades inter pessoais de forma correta e consistente tal como planejado, para obter resultados consistentes.

Motivação

Canalizar energias para alcançar objetivos e incentivar mudanças.

Empatia

Se colocar no lugar do outro e sentir o  que o outro sente, para liderar, obter compromissos e evitar objeções ou conflitos.

Sociabilidade

Persuadir as pessoas mudarem de atitude e ajudá-las a atingirem objetivos e metas.

Conhecer o Valor da  Oferta

Atributos de Valor 

Investigar o que as pessoas e empresas mais valorizam e suas conexões com problemas e necessidades

Necessidades e Problemas

Mapear as necessidades e problemas que a oferta resolve para os potenciais compradores e suas conexões com os atributos de valor

Oferta Ampliada

Conhecer as características de serviços, produtos, promoções e soluções para permitir compor soluções sob medida e articular todos os componentes da oferta

Avaliação e Estratégias de valor

Avaliar percepções de valores dos potenciais compradores, desenhar curvas comparativas. Desenvolver estratégias com foco, singularidade e mensagens de valor.

Mensagens de Valor

Desenvolver declarações de benefícios  para implementar as estratégias de valor, como foco e singularidade.

Fluência Situacional

Diagnóstico Situacional

Desenvolver fluência para diagnosticar situações específicas mais frequentes e emergentes, fazer simulações de problemas específicos e propor solução específicas, no momento do contato.

Cliente referência

Preparar histórias de sucesso de clientes. Como resolveram problemas e necessidades, com o do uso da oferta, para atrair a atenção, prospectar oportunidades de venda e aumentar a eficiência da investigação de necessidades.

Scripts de venda

Desenvolver roteiros para aumentar a eficiência na execução dos contatos, introduzir abordagens planejadas, chamar a atenção, despertar o interesse sobre a oferta e suas soluções.

Fazer Contatos

Alinhamento da venda com a compra

Sincronizar comportamentos do vendedor com a comportamentos do comprador, para aumentar o alinhamento emocional, velocidade da venda, taxa conversão e tamanho da venda.

Planejar o contato 

Definir um plano de contato com objetivo, perguntas SPIS para seguir como referência para a execução do contato e avaliação do sucesso.

Abir Contatos

Desenvolver Rapport, Sorrir, Olhar, Escutar, Sentir.

Investigar Necessidades e Problemas

Aplicar perguntas SPIS –  Situação, Problema, Implicação e Solução para obter informações e alinhar informações e comportamentos.

Desenvolver a Imagem de solução do Problema

Criar imagem de solução usando informações e declarações do potencial comprador obtidas durante a investigação.

Demonstrar capacidade e valor da solução

Descrever capacidade e valor da solução para atender a necessidade e imagem de solução  do potencial comprador.

Fechar a Venda

Fechar a venda = necessidade ativa  +imagem de solução + valor + controle + falar com a pessoa que decide a compra.

Atingir metas

PDCA

Aplicar continuamente o processo de gestão de 4 passos: Planejar, Desempenhar, Checar e Ajustar para melhorar os processoscomportamentosferramentas e  atingir metas

Avaliação de desempenho

Monitorar, analisar desvios e padrões e fazer previsões da equação: Resultado = Contatos x Velocidade x Conversão x Tamanho x Precisão.

Balancear habilidades

Balancear  habilidades técnicas e emocionais para ajustar os desvios nos resultados e indicadores – Número de contatos, VelocidadeConversãoTamanho e Precisão 


 

 


Saiba mais. Inteligência Competitiva, Ferramentas da Inteligência Competitiva, Exercícios de Campo

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