{"id":49495,"date":"2020-10-09T09:30:00","date_gmt":"2020-10-09T07:30:00","guid":{"rendered":"https:\/\/tilt.work\/?p=49495"},"modified":"2021-01-12T05:40:39","modified_gmt":"2021-01-12T04:40:39","slug":"hvis-hel-ved-kunne-snakke-ville-den-snakket-som-denne-selgeren","status":"publish","type":"post","link":"https:\/\/tilt.work\/blog\/2020\/10\/09\/hvis-hel-ved-kunne-snakke-ville-den-snakket-som-denne-selgeren\/","title":{"rendered":"Hvis hel ved kunne snakke, ville den snakket som denne selgeren"},"content":{"rendered":"\n

\u00abSist vi snakket sammen hadde du planer om \u00e5 drive opps\u00f8kende salg mot noen definerte m\u00e5lgrupper. N\u00e5 forteller du at dette er noe du har skj\u00f8vet p\u00e5, eller kanskje lagt helt vekk. Kan du si litt om tanken bak denne prioriteringen?\u00bb<\/em>  <\/p>\n\n\n\n

Coachen i meg hadde v\u00e5knet og v\u00e6ret et n\u00e6rt forest\u00e5ende gjennombrudd, s\u00e5 jeg festet et nysgjerrig blikk p\u00e5 samtalepartneren som satt trygt plassert p\u00e5 andre siden av bordet, og ventet.<\/p>\n\n\n\n

Imens studerte jeg bevegelsene i ansiktet hennes, de speilet en intens aktivitet under topplokket der hun lette etter de riktige ordene p\u00e5 et svar hun allerede hadde.  <\/p>\n\n\n\n

Svaret kom sakte, men tydelig: \u00abJeg f\u00e5r ikke energi av \u00e5 selge bare fordi jeg har behov for \u00e5 f\u00e5 solgt noe, salgsmotivasjonen min kommer n\u00e5r jeg ser et behov hos andre som jeg vet jeg kan dekke.\u00bb<\/em><\/p>\n\n\n\n

Jeg nikket og tenkte at hvis hel ved kunne snakke, s\u00e5 ville det h\u00f8res omtrent slik ut.<\/p>\n\n\n\n

Resten av samtalen handlet om opplevd nytteverdi, reelle behov, og hvordan vi faktisk kan kartlegge hva disse behovene dreier seg om.<\/p>\n\n\n\n

Hvem sitt behov snakker vi om?<\/strong><\/h2>\n\n\n\n

V\u00e5re personlige behov knyttes gjerne opp mot to sentrale \u00f8nsker for eget liv:<\/p>\n\n\n\n

  1. Mindre frustrasjon<\/li>
  2. Mer glede<\/li><\/ol>\n\n\n\n

    Behovene for god probleml\u00f8sning p\u00e5 den ene siden, og alt som gir positiv energi p\u00e5 den andre, finnes p\u00e5 begge sider av bordet, b\u00e5de hos selger og kj\u00f8per. Her er ikke dine egne behov de viktigste, samtidig er det lett \u00e5 g\u00e5 seg vill, spesielt i en oppbyggingsfase eller i perioder med lav omsetning. \u00d8nsker du som selger \u00e5 oppn\u00e5 en langvarig og god kunderelasjon, m\u00e5 blikket ditt rettes utover. <\/p>\n\n\n\n

    Men hvordan kartlegger vi egentlig behov hos andre?<\/p>\n\n\n\n

    Mye handler om aktiv lytting og tilstedev\u00e6relse. Vis interesse for det den andre er opptatt av. V\u00e6r genuint nysgjerrig p\u00e5 ordvalg, tonefall, uttalte frustrasjoner og dr\u00f8mmer for framtida. Hva fungerer? Hvor henter hun eller han energi? Og hvilke faktorer utl\u00f8ser hodepine?  <\/p>\n\n\n\n

    Hvordan lytte fram et behov?<\/strong><\/h2>\n\n\n\n

    For noen \u00e5r siden var jeg sendt ut av en offentlig oppdragsgiver for \u00e5 selge r\u00e5dgiving rimelig til kunder som ikke hadde bedt om det. Oppdraget var p\u00e5 mange m\u00e5ter selvmotsigende, men oppdragsgiver fikk dekket sitt behov for \u00e5 vise initiativ, og jeg mitt for \u00e5 ha nok \u00e5 gj\u00f8re.  <\/p>\n\n\n\n

    Men hva med bedriftene, de som var i m\u00e5lgruppa?<\/p>\n\n\n\n

    En av bedriftslederne tok motvillig og st\u00e5ende imot bes\u00f8k, samtidig som han var tydelig p\u00e5 at han verken hadde tid eller kapasitet til videre oppf\u00f8lging. Han fortalte at de hadde altfor mye \u00e5 gj\u00f8re, og dessuten l\u00e5 de og vaket rundt null i resultat. <\/p>\n\n\n\n

    \u00abHmm..\u00bb<\/em> svarte jeg, \u00ab.. n\u00e5r dere har s\u00e5 mye \u00e5 gj\u00f8re, burde dere ikke hatt et bra overskudd? Skulle vi sett litt p\u00e5 det?\u00bb <\/em><\/p>\n\n\n\n

    Dermed satte han seg ned, og praten var i gang.<\/p>\n\n\n\n

    \u00c5ret etter kunne den samme bedriften skilte med sitt st\u00f8rste overskudd p\u00e5 ti \u00e5r.  De hadde satt ord p\u00e5 sitt eget behov for \u00e5 jobbe smartere, og fikk hjelp p\u00e5 vegen.<\/p>\n\n\n\n

    Forn\u00f8yde kunder senker frustrasjonsniv\u00e5et v\u00e5rt og tilf\u00f8rer oss positiv energi. Dermed dekker de ogs\u00e5 v\u00e5re behov, i runde to.<\/p>\n","protected":false},"excerpt":{"rendered":"

    Svaret kom sakte, men tydelig: \u00abJeg f\u00e5r ikke energi av \u00e5 selge bare fordi jeg har behov for \u00e5 f\u00e5 solgt noe, salgsmotivasjonen min kommer n\u00e5r jeg ser et behov hos andre som jeg vet jeg kan dekke.\u00bb<\/p>\n","protected":false},"author":12,"featured_media":49507,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_et_pb_use_builder":"","_et_pb_old_content":"","_et_gb_content_width":"","_price":"","_stock":"","_tribe_ticket_header":"","_tribe_default_ticket_provider":"","_tribe_ticket_capacity":"0","_ticket_start_date":"","_ticket_end_date":"","_tribe_ticket_show_description":"","_tribe_ticket_show_not_going":false,"_tribe_ticket_use_global_stock":"","_tribe_ticket_global_stock_level":"","_global_stock_mode":"","_global_stock_cap":"","_tribe_rsvp_for_event":"","_tribe_ticket_going_count":"","_tribe_ticket_not_going_count":"","_tribe_tickets_list":"[]","_tribe_ticket_has_attendee_info_fields":false,"_EventAllDay":false,"_EventTimezone":"","_EventStartDate":"","_EventEndDate":"","_EventStartDateUTC":"","_EventEndDateUTC":"","_EventShowMap":false,"_EventShowMapLink":false,"_EventURL":"","_EventCost":"","_EventCostDescription":"","_EventCurrencySymbol":"","_EventCurrencyCode":"","_EventCurrencyPosition":"","_EventDateTimeSeparator":"","_EventTimeRangeSeparator":"","_EventOrganizerID":[],"_EventVenueID":[],"_OrganizerEmail":"","_OrganizerPhone":"","_OrganizerWebsite":"","_VenueAddress":"","_VenueCity":"","_VenueCountry":"","_VenueProvince":"","_VenueState":"","_VenueZip":"","_VenuePhone":"","_VenueURL":"","_VenueStateProvince":"","_VenueLat":"","_VenueLng":"","_VenueShowMap":false,"_VenueShowMapLink":false,"footnotes":""},"categories":[144],"tags":[1578,2116,2425,2426,1283,2121,1407,1500],"kompetanse":[],"tema":[],"acf":[],"yoast_head":"\nHvis hel ved kunne snakke, ville den snakket som denne selgeren - 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