Solução sob medida

Qual o benefício da solução sob medida?

Uma solução sob medida é aquela que “ atende perfeitamente” a imagem de solução de uma pessoa ou empresa. Tem 2 características fundamentais:

  1. Valor  e Capacidade da solução ajustados às necessidades do potencial comprador.
  2. Interação e Alinhamento para o desenvolvimento da solução.

Essas duas características da solução sob medida  é a razão da alta percepção de valor que elas apresentam


Como gerar soluções sob medida?

  1. Tratar a venda como um processo e desenvolver um nível básico de Inteligência Competitiva nos seus 5 componentes.
  2. Abrir contato, investigar  e obter declarações do potencial comprador sobre 4 informações: Situação, Problema, Implicações e Solução.
  3. Ajudar o potencial comprador, com essas informações, a criar uma Imagem de Solução que permita vislumbrar, QUANDO (uma ação) , QUEM (a pessoa ou equipe que fará a ação) e O QUE ( descrição do uso da oferta para realizar uma ação).
  4. Descrever O QUE da Imagem de Solução, via mensagens de valor da oferta, como perguntas semiabertas e depois fechadas.

A habilidade em gerar soluções sob medida é fruto do desenvolvimento da inteligência competitiva.


 

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