{"id":4942,"date":"2022-07-04T14:20:00","date_gmt":"2022-07-04T12:20:00","guid":{"rendered":"https:\/\/kpcommunication.it\/2023\/?p=4942"},"modified":"2022-10-10T14:32:50","modified_gmt":"2022-10-10T12:32:50","slug":"tecniche-pnl-applicate-alla-vendita","status":"publish","type":"post","link":"https:\/\/kpcommunication.it\/2023\/tecniche-pnl-applicate-alla-vendita\/","title":{"rendered":"TECNICHE PNL applicate alla VENDITA"},"content":{"rendered":"\t\t
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\n\t\t\t\t\tIo<\/span>\n\t\t\t\t\n\t\t\t\t\tPOSSO<\/span>\n\t\t\t\t<\/span>\n\t\t\t\t<\/h3>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t
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\n\t\t\t\t\tIo<\/span>\n\t\t\t\t\n\t\t\t\t\tVOGLIO<\/span>\n\t\t\t\t<\/span>\n\t\t\t\t<\/h3>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t
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\n\t\t\t\t\tIo<\/span>\n\t\t\t\t\n\t\t\t\t\tCREDO<\/span>\n\t\t\t\t<\/span>\n\t\t\t\t<\/h3>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t
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In questo nuovo appuntamento della nostra rubrica \u201cPNL PER VIVERE MEGLIO\u201d, affronteremo le fasi essenziali per una perfetta negoziazione:<\/p>

  1. Raccogliere le informazioni importanti<\/li>
  2. Definire un proprio stile di comunicazione<\/li>
  3. Focalizzare le strategie decisionali<\/li>
  4. Gestire le obiezioni in modo efficace<\/li><\/ol>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t
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    RAPPORT? ASSOLUTAMENTE S\u00ec<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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    Partiamo da un concetto che deve sempre essere tenuto presente: senza nessun bisogno, non vi \u00e8 nessuna vendita. Ne consegue, quindi, che conoscere i bisogni del nostro Cliente sia la chiave di apertura. Domandarsi \u201cCosa vuole?\u201d \u00e8 sicuramente una base di partenza ma per poterlo capire veramente, bisogna reperire correttamente le informazioni. Prima mossa:\u00a0STABILIRE RAPPORT<\/strong>\u00a0attraverso il rispecchiamento di postura, controllo della voce, attenzione alla gestualit\u00e0.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t

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    <\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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    Il \u201crapport\u201d \u00e8 l\u2019elemento essenziale di una comunicazione efficace; esistono diversi modi per crearlo (tecnicamente si applica il \u201cmirroring\u201d cio\u00e8 il rispecchiamento dell\u2019altro ponendo attenzione al suo modo di comunicare come se fosse davanti ad uno specchio). Per sviluppare un rapport ottimale bisogna essere sinceramente interessati al \u201cbenessere\u201d del nostro interlocutore poich\u00e9 questa intenzione positiva sar\u00e0 percepita come tale ed il suo inconscio tender\u00e0 a fidarsi. La seconda mossa ottimale \u00e8 raccogliere specifiche informazioni suddivise in:<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t

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    \n\t\t\t\t\n\t\t\t\t<\/i>\t\t\t\t<\/span>\n\t\t\t<\/div>\n\t\t\t\n\t\t\t\t\t\t
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    \n\t\t\t\t\t\t\n\t\t\t\t\t\t\tChunk Up\t\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/h3>\n\t\t\t\t\n\t\t\t\t\t\t\t\t\t

    \n\t\t\t\t\t\t\u2013 generiche del genere \u2013
    \u201cCosa posso fare per soddisfare al meglio
    le tue aspettative?\u201d\t\t\t\t\t<\/p>\n\t\t\t\t\n\t\t\t<\/div>\n\t\t\t\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t

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    \n\t\t\t\t\t\t\n\t\t\t\t\t\t\tChunk Down\t\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/h3>\n\t\t\t\t\n\t\t\t\t\t\t\t\t\t

    \n\t\t\t\t\t\t\u2013 specifiche \u2013
    \u201cCondividiamo quindi quanto sia importante una corretta beauty routine al fine di\u2026ecco perch\u00e9\u2026\u201d\t\t\t\t\t<\/p>\n\t\t\t\t\n\t\t\t<\/div>\n\t\t\t\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t

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    Ne emergeranno due macrocategorie di bisogni per i quali si dovranno applicare strategie di comunicazione differenti:<\/p>

    1. Bisogni REALI \u2013 necessit\u00e0 vere \u2013 in questo caso, utilizzare un linguaggio diretto, evidenziando le caratteristiche funzionali di ci\u00f2 che stiamo proponendo<\/li>
    2. Bisogni PERCEPITI \u2013 l\u2019obiettivo \u00e8 farli emergere, utilizzando un linguaggio che crei coinvolgimento, ponendo domande aperte in modo da coinvolgere attivamente. Non proporre mai soluzioni in fase di apertura ma prestare estrema attenzione al feedback dell\u2019interlocutore.<\/li><\/ol><\/div><\/div>

      Nella gestione di entrambi i bisogni, \u00e8 utile osservare alcune accortezze:<\/p>

      • MAI parlare di prezzo fino a quando ci\u00f2 che proponiamo ha acquisito valore<\/li>
      • ANTICIPARE in fase iniziale ci\u00f2 che diremo e RIASSUMERE alla fine i punti fondamentali del nostro discorso<\/li>
      • NON ESAGERARE con le informazioni<\/li>
      • SCANDIRE LE PAROLE e PARLARE LENTAMENTE in fase di chiusura evitando distrazioni (intendo dire controllare che il vostro sguardo sia focalizzato verso gli occhi dell\u2019interlocutore e \u201cnon scenda\u201d sotto la piramide nasale).<\/li><\/ul><\/div><\/div>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t
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        Ogni nuova informazione deve essere elaborata ma prima che il nostro \u201ccervello trino\u201d la assorba bisogna che si convinca dell\u2019utilit\u00e0, altrimenti tender\u00e0 a non considerarla. Questo perch\u00e9 prima di cambiare idea, la nostra mente deve considerare che le nuove informazioni siano utili in qualche modo.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t

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        Quando poniamo domande con l\u2019intento di trasferire nuove informazioni, MAI abbassare lo sguardo e soprattutto prestare attenzione alla PROSSEMICA (lo spazio intorno al corpo). Se il Cliente tende ad allontanarsi da noi, NON facciamo l\u2019errore di volerci avvicinare troppo. Viceversa, se il Cliente si sporge in avanti, tendiamo ad avvicinarci senza esagerare.<\/p>

        Infine, un ultimo pensiero\u2026ricorda, prima di tutto la vendita \u00e8 informazione; seria, costante, continua. Alla prossima con un passo in pi\u00f9 nel mondo della Programmazione Neuro Linguistica.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"

        In questo nuovo appuntamento della nostra rubrica \u201cPNL PER VIVERE MEGLIO\u201d, affronteremo le fasi essenziali per una perfetta negoziazione<\/p>\n","protected":false},"author":2,"featured_media":4944,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"cybocfi_hide_featured_image":"","footnotes":""},"categories":[7,43,42],"tags":[],"class_list":["post-4942","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-business","category-coaching","category-formazione"],"yoast_head":"\nTECNICHE PNL applicate alla VENDITA - KPCommunication 5.0<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/kpcommunication.it\/2023\/tecniche-pnl-applicate-alla-vendita\/\" \/>\n<meta property=\"og:locale\" content=\"it_IT\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"TECNICHE PNL applicate alla VENDITA - 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