Necessidade Latente

O que são necessidades latentes e como são tratadas no processo de vendsa?

Necessidades latentes são necessidades adormecidas na mente  dos compradores e podem ser ativadas para despertar o desejo de compra da nossa oferta. 

As pessoas não conseguem tratar muitas necessidades ao mesmo tempo. Algumas ficam no primeiro plano para serem tratadas (estado consciente) e as demais ficam num plano de fundo, adormecidas (ou latentes), aguardando na fila, até serem ativadas.

Como despertar necessidades latentes

Se oferecermos uma solução para um cliente com uma necessidade latente, que nós vemos e o cliente não vê, será difícil vender alguma coisa para ele. Assim, o desafio do vendedor é colocar uma necessidade que a nossa oferta pode resolver neste plano consciente (ativar uma necessidade). Com fazer isso? Como ativar uma necessidade latente? Como atrair a sua atenção? O que irá motivar o cliente a sair de uma situação de conforto?

A resposta é dar ESPERANÇA de uma solução para um problema ou necessidade latente.

Uma vez a necessidade ativada, o próximo passo é desenvolver a necessidade: ajudar o cliente a falar, refletir, desenvolver a necessidade, entender o seu problema,  a gravidade e urgência e criar a melhor  imagem de solução do problema na perspectiva dele, com a nossa influência.

Na perspectiva do vendedor necessidades latentes são necessidades potenciais para comprar as nossas ofertas

De uma forma geral, o vendedor percebe uma necessidade e o comprador não. A razão disso é que o vendedor, desenvolve essa capacidade pelo fato de trabalhar projetando a visão de necessidades do comprador para a sua oferta. Essa capacidade de antever a solução pode gerar um erro do vendedor em apresentar uma solução antes do comprador estar pronto para recebê-la.

Na perspectiva do comprador, as necessidades latentes são necessidades adormecidas

Existem por que o comprador ou desconhece que existe  um problema ou uma solução; ou identificou a necessidade (problema) no passado e não conseguiu encontrar uma solução adequada, e ela adormeceu na sua mente.


Necessidades latentes no mercado empresarial

Pergunte para você mesmo: quantos potenciais clientes estão ativamente procurando comprar alguma coisa similar ao que eu vendo? Se formos otimistas podemos prever uns 5%. Isto significa que 95% dos que não estão procurando têm o que chamamos de Necessidades Latentes. Fica claro que uma habilidade diferenciada é saber tratar esses 95% do mercado de Necessidades Latentes.

Qual o problema em apenas trabalhar os 5% de compradores com necessidades ativas? A resposta é que, se uma pessoa está neste grupo de pessoas com necessidades ativas, é muito provável que algum vendedor já o tenha influenciado, participado ou criado uma imagem de solução, que aponta para os seus produtos e serviços, antes de você.

Isto é especialmente verdade, no mercado empresarial, onde as empresas precisam ter mais de uma fonte de oferta, em razão do seu processo de compra. Isto é, existe grande possibilidade do comprador potencial já ter feito a sua escolha emocional e você só estará ajudando o seu competidor a fechar a venda. Isto não quer dizer que você não pode reverter a situação e fechar a venda. Só quer dizer que é uma tarefa mais difícil.

O mercado a ser prospectado é enorme!

A vantagem a ser obtida aqui é que você pode ser o primeiro a ativar uma necessidade latente. Se você continuar a alimentar seus potenciais clientes com perguntas investigativas, que expandam as suas visões, o comprador, a cada vez que você fala com ele, estará mais alinhado com você e verá novas alternativas. É dessa forma que as empresas compram, e, essa é uma boa forma de “blindar” nosso potencial cliente da concorrência. Educando-o sobre solucionar seus problemas.


 

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