{"id":673,"date":"2014-10-02T16:14:22","date_gmt":"2014-10-02T13:14:22","guid":{"rendered":"http:\/\/aslantozcan.com\/?p=673"},"modified":"2014-10-02T16:14:22","modified_gmt":"2014-10-02T13:14:22","slug":"saticilik-bilimi","status":"publish","type":"post","link":"https:\/\/aslantozcan.com\/?p=673","title":{"rendered":"Sat\u0131c\u0131l\u0131k Bilimi."},"content":{"rendered":"

Sat\u0131c\u0131l\u0131\u011f\u0131n bilim olarak tan\u0131mland\u0131\u011f\u0131n\u0131 g\u00f6r\u00fcnce belki de ka\u015flar\u0131n\u0131z\u0131 kald\u0131rd\u0131n\u0131z. Webster s\u00f6zl\u00fc\u011f\u00fc bilimi, “\u0130ncelenen konunun do\u011fas\u0131n\u0131 ya da ilkelerini belirlemek amac\u0131yla s\u00fcrd\u00fcr\u00fclen g\u00f6zlem, ara\u015ft\u0131rma ve deneylerden \u00e7\u0131kar\u0131lan sistematik bilgi” <\/strong>olarak tan\u0131ml\u0131yor. Sat\u0131c\u0131l\u0131\u011fa niye bilim diyorum? \u00c7\u00fcnk\u00fc sat\u0131c\u0131l\u0131kta somutla\u015fan karma\u015f\u0131k sorunlar ancak do\u011fru kurallar izlenerek \u00e7\u00f6z\u00fclebilir. Sat\u0131c\u0131, t\u0131pk\u0131 \u00f6nce bir te\u015fhis koyup sonra hastay\u0131 tedavi etmek zorunda olan bir doktor gibi, sat\u0131c\u0131l\u0131\u011f\u0131n temel kurallar\u0131n\u0131 ve bilgisini \u00f6\u011frenmek ve kar\u015f\u0131la\u015ft\u0131\u011f\u0131 her yeni duruma uygulamak zorundad\u0131r.<\/p>\n

Baz\u0131lar\u0131 sat\u0131c\u0131y\u0131 bir cerrahla kar\u015f\u0131la\u015ft\u0131rma c\u00fcretini bile g\u00f6stermi\u015ftir. E\u011fer bir cerrah cerrahi m\u00fcdahale usullerinin temellerini hat\u0131rlayamazsa, hastan\u0131n d\u00fczelme ihtimali \u00e7ok azd\u0131r. E\u011fer bir sat\u0131c\u0131 sat\u0131c\u0131l\u0131\u011f\u0131n temel kurallar\u0131n\u0131 \u00e7i\u011fnerse, potansiyel m\u00fc\u015fterinin o sat\u0131c\u0131ya yeniden al\u0131c\u0131 olmas\u0131 beklenemez<\/strong>.<\/p>\n

Bir spor kar\u015f\u0131la\u015fmas\u0131nda sahaya \u00e7\u0131kmadan \u00f6nce oyunun kurallar\u0131n\u0131 \u00f6\u011frenmek \u00f6nemlidir. Ayn\u0131 \u015fey sat\u0131c\u0131l\u0131k i\u00e7in de ge\u00e7erlidir. Bahsini duydu\u011funuz b\u00fcy\u00fck ve ilgin\u00e7 sat\u0131\u015flar\u0131n hepsini temel kurallar\u0131 bilen ve uygulayan profesyonel sat\u0131c\u0131lar ger\u00e7ekle\u015ftirmi\u015ftir.<\/p>\n

Kurallar\u0131 \u00f6\u011frendikten sonra pratik yapman\u0131z gerekir. Bir spor dal\u0131nda pratik yapmazsan\u0131z \u00e7ok ge\u00e7meden beceriniz gerileyecektir. Ayn\u0131 \u015fey sat\u0131c\u0131l\u0131kta da ge\u00e7erlidir. Ben i\u015fe ba\u015flarken e\u011fitim i\u00e7in pek az kaynak vard\u0131. \u00dcstlerime, anlamas\u0131 ve \u00f6z\u00fcmsemesi zor birka\u00e7 kitaba ve deneme-yan\u0131lma y\u00f6ntemine dayanmak zorundayd\u0131m. Yani kendi yanl\u0131\u015flar\u0131mdan \u00f6\u011frendim. Bug\u00fcn i\u015fe ba\u015flayan sizlerin elinde pek \u00e7ok kaynak var. Kurs ve seminerlere gidebilir, kitap okuyabilir ve konuyla ilgili kasetleri dinleyebilirsiniz. Ve tekni\u011finizi geli\u015ftirmek i\u00e7in video kay\u0131tlar\u0131n\u0131 kullanabilirsiniz. Ben i\u015fe ba\u015flad\u0131\u011f\u0131mda video \u015fimdi oldu\u011fu kadar yayg\u0131n de\u011fildi. Bu y\u00fczden ben ayna kar\u015f\u0131s\u0131nda e\u011fitim g\u00f6rd\u00fcm. Benim konu\u015fmay\u0131, ikna etmeyi, g\u00f6steri ve vurgulama yapmay\u0131 \u00f6\u011frenme yolum buydu.<\/p>\n

Satt\u0131\u011f\u0131n\u0131z \u00fcr\u00fcn hakk\u0131nda bulabilece\u011finiz her \u015feyi okuyun ve inceleyin. Bir ba\u015fkas\u0131n\u0131 sat\u0131n almaya ikna etmeden \u00f6nce, siz kendiniz \u00fcr\u00fcn\u00fc tam olarak tan\u0131mal\u0131s\u0131n\u0131z. Teknik sorular\u0131n yan\u0131tlar\u0131n\u0131 \u00e7abuk ve duraksamadan bulmal\u0131s\u0131n\u0131z. \u00dcr\u00fcn\u00fc tan\u0131man\u0131z yararl\u0131 bir sunu\u015f haz\u0131rlaman\u0131za da yard\u0131mc\u0131 olacakt\u0131r. Sunu\u015f kendi konu\u015fman\u0131zla, kendi s\u00f6zc\u00fcklerinizle yap\u0131lmal\u0131d\u0131r. Elbette her zaman bir ba\u015fkas\u0131n\u0131n haz\u0131rlad\u0131\u011f\u0131 metni kullanabilirsiniz, ama l\u00fctfen bunu kendi \u00fcslubunuza uyarlamay\u0131 unutmay\u0131n.<\/p>\n

Okurken kendi kendinize, “Bu kavram\u0131 nas\u0131l kullanabilirim? Bu fikirden nas\u0131l yararlanabilirim?” diye sorun. Her sat\u0131c\u0131n\u0131n satmay\u0131 ba\u015faramad\u0131\u011f\u0131 durumlar vard\u0131r. Hi\u00e7 kimse her zaman her muhtemel m\u00fc\u015fteriye sat\u0131\u015f yapmay\u0131 ba\u015faramam\u0131\u015ft\u0131r. En iyi sat\u0131c\u0131lar bile kar\u015f\u0131la\u015ft\u0131klar\u0131 herkese sat\u0131\u015f yapma ba\u015far\u0131s\u0131n\u0131 g\u00f6steremez. Ama kendi \u00fcr\u00fcn\u00fcn\u00fczle rakip \u00fcr\u00fcnleri \u00e7ok iyi incelemek daha az m\u00fc\u015fteri yitirmenize yard\u0131m edecektir. Piyasa, \u015firketler, rakipler, teslimat programlar\u0131, fiyatlar ve hizmet ya da \u00fcr\u00fcn\u00fcn\u00fczle ilgili t\u00fcm di\u011fer unsurlar\u0131 uzmanca kavramak, bir sipari\u015fi ka\u00e7\u0131rmaman\u0131z\u0131 kolayla\u015ft\u0131racakt\u0131r. Ve muhtemel m\u00fc\u015fteriniz hakk\u0131nda ne kadar \u00e7ok \u015fey biliyorsan\u0131z o kadar iyidir, \u00f6rne\u011fin muhtemel m\u00fc\u015fterinizin sunu\u015f yapaca\u011f\u0131n\u0131z g\u00fcn bir \u00f6\u011fle yeme\u011fine kat\u0131lmak zorunda oldu\u011funu bilmeniz, saat 11 i\u00e7in randevu istememenizi sa\u011flar. B\u00f6ylece muhtemel m\u00fc\u015fterinizin “Gitmek zorunday\u0131m” gibi bir \u00f6z\u00fcr\u00fc bulunmayacak ve size, “K\u0131sa kesmek zorunday\u0131m” diyemeyecektir.<\/p>\n

Kendi piyasa ara\u015ft\u0131rman\u0131z\u0131 kendiniz yapma al\u0131\u015fkanl\u0131\u011f\u0131n\u0131 edinin. \u00dcr\u00fcn\u00fcn\u00fcz\u00fcn \u00f6n\u00fcn\u00fczdeki muhtemel m\u00fc\u015fterinin i\u015fine ni\u00e7in ve nas\u0131l yarayaca\u011f\u0131n\u0131 incelemek i\u00e7in zaman ay\u0131r\u0131n. Sat\u0131c\u0131n\u0131n \u00fcr\u00fcn hakk\u0131nda ayr\u0131nt\u0131l\u0131 bilgiye sahip olmamas\u0131 y\u00fcz\u00fcnden ge\u00e7mi\u015fte bir\u00e7ok sat\u0131\u015f yitirilmi\u015ftir. \u00d6rne\u011fin, size bilgisayar\u0131n haf\u0131zas\u0131ndan bilginin nas\u0131l \u00e7a\u011fr\u0131ld\u0131\u011f\u0131n\u0131 g\u00f6steremeyen, halta klavye kullanmay\u0131 bile bilmeyen birinden bir bilgisayar al\u0131r m\u0131s\u0131n\u0131z?<\/p>\n

\u00dcr\u00fcn\u00fcn\u00fcz\u00fc ve alan\u0131n\u0131z\u0131 ne kadar iyi biliyorsan\u0131z o \u00f6l\u00e7\u00fcde yarat\u0131c\u0131l\u0131kla sat\u0131\u015f yapars\u0131n\u0131z. Yeni pazarlama anlay\u0131\u015flar\u0131na kulak verin. S\u0131radan bir sat\u0131c\u0131 olmaktan b\u00f6yle kurtulursunuz. M\u00fc\u015fteriler \u00f6nerilerinizi dinler ve bilginize sayg\u0131 g\u00f6sterir. \u0130nsanlar sizin olgu ve rakamlar konusundaki bilginizi biri birlerine anlatmaya ba\u015flay\u0131nca, sat\u0131\u015f hacminiz yeni zirvelere s\u0131\u00e7rayacakt\u0131r.<\/p>\n

\u00d6zet<\/strong><\/p>\n

    \n
  1. Sat\u0131c\u0131l\u0131k hakk\u0131nda bulabildi\u011finiz her \u015feyi okuyun; sat\u0131\u015f psikolojisi, sat\u0131\u015f teknikleri, ba\u015far\u0131l\u0131 sat\u0131c\u0131lar\u0131n y\u00f6ntemleri. Her g\u00fcn incelemeleriniz i\u00e7in belirli bir zaman ay\u0131r\u0131n.<\/li>\n
  2. Satt\u0131\u011f\u0131n\u0131z hizmet ya da \u00fcr\u00fcn\u00fcn t\u00fcm “girdisini \u00e7\u0131kt\u0131s\u0131n\u0131” \u00f6\u011frenin.<\/li>\n
  3. Kendi pazar ara\u015ft\u0131rman\u0131z\u0131 kendiniz yap\u0131n.<\/li>\n
  4. Yarat\u0131c\u0131 pazarlama fikirlerine, \u00f6nerilerine ve sat\u0131\u015f konusundaki yararl\u0131 tavsiyelere kulak verin.<\/li>\n
  5. Sat\u0131\u015f tekni\u011finizi m\u00fckemmelle\u015ftirin, var olan en modem ara\u00e7lar\u0131 kullan\u0131n. Kendinizin ve ba\u015fkalar\u0131n\u0131n yanl\u0131\u015flar\u0131ndan ders \u00e7\u0131kar\u0131n.<\/li>\n
  6. \u00d6\u011frendiklerinizle ilgili pratikler yap\u0131n ve \u00f6\u011frenmeye devam edin.<\/li>\n<\/ol>\n

    Kaynak: The Joy of Selling-J.T.Auer<\/em><\/p>\n","protected":false},"excerpt":{"rendered":"

    Sat\u0131c\u0131l\u0131\u011f\u0131n bilim olarak tan\u0131mland\u0131\u011f\u0131n\u0131 g\u00f6r\u00fcnce belki de ka\u015flar\u0131n\u0131z\u0131 kald\u0131rd\u0131n\u0131z. Webster s\u00f6zl\u00fc\u011f\u00fc bilimi, “\u0130ncelenen konunun do\u011fas\u0131n\u0131 ya da ilkelerini belirlemek amac\u0131yla s\u00fcrd\u00fcr\u00fclen g\u00f6zlem, ara\u015ft\u0131rma ve deneylerden \u00e7\u0131kar\u0131lan sistematik bilgi” olarak tan\u0131ml\u0131yor. Sat\u0131c\u0131l\u0131\u011fa niye bilim diyorum? \u00c7\u00fcnk\u00fc sat\u0131c\u0131l\u0131kta somutla\u015fan karma\u015f\u0131k sorunlar ancak do\u011fru kurallar izlenerek \u00e7\u00f6z\u00fclebilir. Sat\u0131c\u0131, t\u0131pk\u0131 \u00f6nce bir te\u015fhis koyup sonra hastay\u0131 tedavi etmek zorunda […]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[16],"tags":[],"_links":{"self":[{"href":"https:\/\/aslantozcan.com\/index.php?rest_route=\/wp\/v2\/posts\/673"}],"collection":[{"href":"https:\/\/aslantozcan.com\/index.php?rest_route=\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/aslantozcan.com\/index.php?rest_route=\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/aslantozcan.com\/index.php?rest_route=\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/aslantozcan.com\/index.php?rest_route=%2Fwp%2Fv2%2Fcomments&post=673"}],"version-history":[{"count":1,"href":"https:\/\/aslantozcan.com\/index.php?rest_route=\/wp\/v2\/posts\/673\/revisions"}],"predecessor-version":[{"id":674,"href":"https:\/\/aslantozcan.com\/index.php?rest_route=\/wp\/v2\/posts\/673\/revisions\/674"}],"wp:attachment":[{"href":"https:\/\/aslantozcan.com\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=673"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/aslantozcan.com\/index.php?rest_route=%2Fwp%2Fv2%2Fcategories&post=673"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/aslantozcan.com\/index.php?rest_route=%2Fwp%2Fv2%2Ftags&post=673"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}