{"id":808,"date":"2015-03-21T11:38:19","date_gmt":"2015-03-21T09:38:19","guid":{"rendered":"http:\/\/aslantozcan.com\/?p=808"},"modified":"2018-03-11T10:56:52","modified_gmt":"2018-03-11T07:56:52","slug":"cogu-satis-yedinci-hayirdan-sonra-yapilir","status":"publish","type":"post","link":"https:\/\/aslantozcan.com\/?p=808","title":{"rendered":"\u00c7O\u011eU SATI\u015e YED\u0130NC\u0130 HAYIR&#8217; dan SONRA YAPILIR."},"content":{"rendered":"<p>\u201c<em>Takiplerinizde yenilikci, yard\u0131msever ve i\u00e7tenseniz, potansiyel m\u00fc\u015fteri kendisini s\u0131k\u0131\u015ft\u0131r\u0131l\u0131yormu\u015f gibi hissetmeyecektir.\u201d<\/em><\/p>\n<p>Potansiyel bir m\u00fc\u015fteriye ilk sat\u0131\u015f\u0131 yapmak 5 ila 10 g\u00f6r\u00fc\u015fmeye mal olur. [ Potansiyel m\u00fc\u015fteri ger\u00e7ekte yedi kere<em> hay\u0131r<\/em> demez, ancak her seferinde takip edersiniz ve potansiyel m\u00fc\u015fteri sat\u0131n almaz, &#8220;\u015fimdi de\u011fil, benim i\u00e7in ba\u015fka bir \u015feyler yap; civardan bak\u0131nmaya devam ediyorum, i\u015f orta\u011f\u0131mla hen\u00fcz g\u00f6r\u00fc\u015fmedim, sonra tekrar deneyin, k\u0131sacas\u0131 bana hen\u00fcz \u201csatamad\u0131n\u0131z.&#8221; der.<\/p>\n<p><em>Profesyonel bir sat\u0131c\u0131 olarak, ne kadar zaman al\u0131rsa als\u0131n takip s\u00fcreci boyunca azmetmeli ve b\u0131rakmamal\u0131s\u0131n\u0131z.<\/em><\/p>\n<p>Yedinci<em> hay\u0131r&#8217;<\/em>\u0131 ge\u00e7ebilmek i\u00e7in <strong>gerekli eforu g\u00f6stermeye ve sat\u0131\u015f\u0131 kapmaya istekli olun<\/strong> <em>veya maa\u015fl\u0131 bir i\u015fte \u00e7al\u0131\u015fmay\u0131 yeniden d\u00fc\u015f\u00fcn\u00fcn.<\/em><\/p>\n<p><strong><em>\u0130\u015fte erken sonu\u00e7land\u0131rma ba\u015far\u0131s\u0131n\u0131 garantilemek i\u00e7in baz\u0131 takip tavsiyeleri&#8230;<\/em><\/strong><!--more--><\/p>\n<ul>\n<li>M\u00fc\u015fterinizin s\u0131cak d\u00fc\u011fmelerini tan\u0131y\u0131n (potansiyel m\u00fc\u015fteriye sat\u0131n alma karar\u0131 verdiren \u015feyler) ve takip plan\u0131n\u0131z\u0131 kurarken onlarla \u00e7al\u0131\u015f\u0131n.<\/li>\n<li>Sat\u0131\u015fa ili\u015fkin yeni bilgiler sunun.<\/li>\n<li>Sunum tarz\u0131n\u0131z ve tutumunuz yarat\u0131c\u0131 olsun.<\/li>\n<li>M\u00fc\u015fteriye \u00f6nce yard\u0131m etme arzunuzda i\u00e7ten olun ve priminizi ikinci s\u0131raya koyun.<\/li>\n<li>\u0130leti\u015fiminizde direkt olun. Konunun etraf\u0131nda d\u00f6nmek potansiyel m\u00fc\u015fterinin sadece can\u0131n\u0131 s\u0131kar (ve muhtemelen ba\u015fka bir yerden sat\u0131n almas\u0131na yol a\u00e7ar). T\u00fcm sorulara cevap <em>verin. <strong><span style=\"text-decoration: underline;\">Potansiyel m\u00fc\u015fteriye patronluk taslamay\u0131n.<\/span><\/strong><\/em><\/li>\n<li><em> Dost\u00e7a yakla\u015f\u0131n. \u0130nsanlar dostlar\u0131ndan sat\u0131n almay\u0131 severler.<\/em><\/li>\n<li><em> Mizah kullan\u0131n&#8230; Ne\u015feli olun. \u0130nsanlar g\u00fclmeye bay\u0131l\u0131rlar. Potansiyel m\u00fc\u015fterinizi g\u00fcld\u00fcrmek ortak ilgi alan\u0131 bulmak ve ili\u015fki kurmak i\u00e7in m\u00fcthi\u015f bir yoldur.<\/em><\/li>\n<li><em> \u015e\u00fcpheye d\u00fc\u015ft\u00fc\u011f\u00fcnde, faydalar\u0131ndan bahsedin.<\/em><\/li>\n<li><em> Sat\u0131n almalar\u0131n\u0131 istemekten korkmay\u0131n.<\/em><\/li>\n<\/ul>\n<p><em>Takip i\u00e7in bir form\u00fcl olsayd\u0131, \u015f\u00f6yle olurdu.. yeni bilgi + yarat\u0131c\u0131l\u0131k + i\u00e7tenlik + direkt olma + dostluk + mizah = SATI\u015e <\/em>&#8230;&#8230;.ancak tam bir form\u00fcl yok.<\/p>\n<p><em>Her takip farkl\u0131d\u0131r ve gerekti\u011finde yukar\u0131da yer alan tavsiyelerdeki unsurlar se\u00e7ilmelidir. \u0130\u015fte konu\u015fmaya nas\u0131l ba\u015flayaca\u011f\u0131n\u0131z konusunda kendinizi rahat hissetmeniz i\u00e7in birka\u00e7 ba\u015flang\u0131\u00e7 c\u00fcmlesi:<\/em><\/p>\n<ul>\n<li><em> Birka\u00e7 yenili\u011fin karar vermenize yard\u0131m edebilece\u011fini d\u00fc\u015f\u00fcnd\u00fcm&#8230;<\/em><\/li>\n<li><em> Bilmek isteyebilece\u011finizi d\u00fc\u015f\u00fcnd\u00fc\u011f\u00fcm yeni bir \u015fey oldu.<\/em><\/li>\n<li><em> Durumda bir de\u011fi\u015fiklik oldu.<\/em><\/li>\n<li><em> Sizi d\u00fc\u015f\u00fcn\u00fcyordum da,&#8230;&#8230;&#8230;&#8230;&#8230;hakk\u0131nda konu\u015fmak i\u00e7in aramak istedim.<\/em><\/li>\n<\/ul>\n<p><em>&#8220;Mektubumu [bilgiyi ya da her neyse] ald\u0131n\u0131z m\u0131 diye aram\u0131\u015ft\u0131m&#8221; demeyin. \u00c7ok budalaca durur ve potansiyel m\u00fc\u015fteriye ka\u00e7\u0131\u015f yolu verir. E\u011fer sizinle konu\u015fmak istemiyorsa, &#8220;Hay\u0131r, kesinlikle almad\u0131m&#8221; diyecektir. Bu size ne kazand\u0131r\u0131r? Hi\u00e7bir \u015fey.<\/em><\/p>\n<p><em>Neden \u015f\u00f6yle denemiyorsunuz: &#8220;Ge\u00e7en g\u00fcn size [malzemenin ismi] yollad\u0131m ve bir iki \u015feyin \u00fczerinden sizinle birlikte \u015fahsen ge\u00e7mek isterim, \u00e7\u00fcnk\u00fc pek kendili\u011finden anla\u015f\u0131l\u0131r de\u011filler&#8230;&#8221;<\/em><\/p>\n<p><em>\u00a0<\/em><strong>Muhtemelen potansiyel m\u00fc\u015fterinin can\u0131n\u0131 s\u0131kmazs\u0131n\u0131z, e\u011fer&#8230;<\/strong><\/p>\n<ul>\n<li><em> Kendisi de bir sat\u0131c\u0131 ise,<\/em><\/li>\n<li><em> S\u00f6yleyecek yeni, yarat\u0131c\u0131 veya e\u011flenceli bir \u015feyiniz varsa,<\/em><\/li>\n<li><em> K\u0131sa konu\u015fur ve konunun \u00f6z\u00fcne inerseniz,<\/em><\/li>\n<li><em> \u00dcr\u00fcn ya da hizmetinizle i\u00e7ten ilgilendiyse,<\/em><\/li>\n<li><em> \u00c7a\u011fr\u0131lar\u0131n\u0131za hemen geri d\u00f6n\u00fcyorsa,<\/em><\/li>\n<li><em> Sizden ho\u015fland\u0131ysa,<\/em><\/li>\n<li><em> Satt\u0131\u011f\u0131n\u0131z \u015feye ihtiyac\u0131 var g\u00f6r\u00fcn\u00fcyorsa&#8230;<\/em><\/li>\n<\/ul>\n<p><em>\u00a0<\/em><strong>Muhtemelen potansiyel m\u00fc\u015fterinin can\u0131m s\u0131kars\u0131n\u0131z, e\u011fer&#8230;<\/strong><\/p>\n<ul>\n<li><em> \u00c7a\u011fr\u0131lar\u0131n\u0131za geri d\u00f6n\u00fclmemesine ra\u011fmen \u00fc\u00e7 defadan fazla ararsan\u0131z,<\/em><\/li>\n<li><em> Budalaca ya da zorlay\u0131c\u0131 sorular sorarsan\u0131z (\u00e7\u00fcnk\u00fc muhtemelen ilk seferde iyi dinlemediniz),<\/em><\/li>\n<li><em> Samimiyetsiz olarak alg\u0131land\u0131ysan\u0131z,<\/em><\/li>\n<li><em> \u00c7ok erken ya da \u00e7ok s\u0131k bask\u0131 uygularsan\u0131z,<\/em><\/li>\n<li><em> Potansiyel m\u00fc\u015fteriye veya personelinden birilerine kar\u015f\u0131 kabaysan\u0131z.<\/em><\/li>\n<\/ul>\n<p><em>\u00a0<\/em>Takip<em> \u0131srar i\u00e7in kullan\u0131lan ba\u015fka bir kelimedir. Takip yetene\u011finiz sat\u0131\u015f ba\u015far\u0131n\u0131z\u0131 belirleyecektir. Herhangi bir profesyonel sat\u0131c\u0131ya ba\u015far\u0131n\u0131n s\u0131rr\u0131n\u0131 sorun. Cevab\u0131&#8230;. <strong>Israr <\/strong>olacakt\u0131r.<\/em><\/p>\n<p><em>\u00a0<\/em><em>Kaynak: Jeffrey Gitomer<\/em><\/p>\n","protected":false},"excerpt":{"rendered":"<p>\u201cTakiplerinizde yenilikci, yard\u0131msever ve i\u00e7tenseniz, potansiyel m\u00fc\u015fteri kendisini s\u0131k\u0131\u015ft\u0131r\u0131l\u0131yormu\u015f gibi hissetmeyecektir.\u201d Potansiyel bir m\u00fc\u015fteriye ilk sat\u0131\u015f\u0131 yapmak 5 ila 10 g\u00f6r\u00fc\u015fmeye mal olur. [ Potansiyel m\u00fc\u015fteri ger\u00e7ekte yedi kere hay\u0131r demez, ancak her seferinde takip edersiniz ve potansiyel m\u00fc\u015fteri sat\u0131n almaz, &#8220;\u015fimdi de\u011fil, benim i\u00e7in ba\u015fka bir \u015feyler yap; civardan bak\u0131nmaya devam ediyorum, i\u015f orta\u011f\u0131mla [&hellip;]<\/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\/808"}],"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=808"}],"version-history":[{"count":2,"href":"https:\/\/aslantozcan.com\/index.php?rest_route=\/wp\/v2\/posts\/808\/revisions"}],"predecessor-version":[{"id":943,"href":"https:\/\/aslantozcan.com\/index.php?rest_route=\/wp\/v2\/posts\/808\/revisions\/943"}],"wp:attachment":[{"href":"https:\/\/aslantozcan.com\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=808"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/aslantozcan.com\/index.php?rest_route=%2Fwp%2Fv2%2Fcategories&post=808"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/aslantozcan.com\/index.php?rest_route=%2Fwp%2Fv2%2Ftags&post=808"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}