Perguntas de Problemas que a Oferta Resolve

Quais são os problemas que a oferta resolve?

Conhecer a oferta e soluções não é conhecer as suas características. É bem mais do que isso: é saber como as soluções resolvem os problemas dos compradores e como eles percebem e valorizam isso.

Isso não é tão simples de fazer quanto possa parecer à primeira vista.  Exige mudança de comportamento. Não mais focar no “produto” e sim focar nos “problemas” que ele pode resolver para o cliente.

Uma técnica para ganhar o hábito de olhar na perspectiva do cliente é fazer e responder  a pergunta:  “Quais são os problemas que a minha oferta resolve?”

Figura. Perguntas de Problema para Conhecer a Oferta.  São utilizadas para ajudar a identificar os problemas que a sua oferta resolve e descrevê-la via os problemas e desejos que ela pode resolver.

Conhecer a oferta com foco nos problemas que ela resolve é um passo fundamental para a venda com alto desempenho. Gera vários benefícios:

  • Aumenta o seu mercado potencial – já que existem muitos mais  problemas (e necessidades) das pessoas do que características dos produtos.
  • Desenvolve o perfil de “resolvedor de problemas“, um atributo de valor muito valorizado no mercado.
  • Exercita a Empatia.  Olhar a oferta na perspectiva do potencial comprador.
  • Direciona a sua atenção para os problemas dos clientes ao invés das características dos produtos.
  • Desenvolve fluência nos contatos de venda – conectar problemas com soluções, e vice versa.
  • Torna você mais atraente.
  • Foca em informações que realmente interessam ao potencial comprador – problemas e soluções.
  • Atrai pessoas que têm necessidades latentes, necessidades ativas e desejos.
  • Gera confiança, boa vontade nas pessoas para ouvir o que você tem a dizer, pelo fato de perceberem a sua busca pelo entendimento dos seus problemas.
  • Amplia a sua capacidade de identificar oportunidades de venda.

Saiba mais:  Perguntas, Perguntas de Problema, Perguntas de Problemas GEADDSS.

 

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