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Außendienst

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• Selbständig machen im Außendienst

• Die Probleme der ersten 100 Tage

• Gut präsentieren im Außendienst

• Die 9 Außendienst-Verkäufertypen

• Dauerhafter Verkaufserfolg

• Phasen des Verkaufsgesprächs

• Gewinner & Verlierer im Außendienst

• Kundenerwartung an Außendienst

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• Basis im Außendienst

• Emotional Selling

• Erfolgreich verhandeln

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Richtig Bewerben

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Erwartungen von Kunden an den Außendienst

Der Verkauf wird in Zukunft geprägt sein von steigenden Erwartungen an den Aussendienstmitarbeiter

1.Emotionen
Die Menschen verlassen sich wieder auf ihr „Bauch-Gefühl“. Außendienstmitarbeiter müssen immer besser die Kunst beherrschen, dem Kunden mit Phantasie und Kreativität positive Gefühle zu vermitteln.

2.Informationen
Der Kunde hat die Möglichkeit, sich innerhalb kürzester Zeit alle Informationen, die er zur Kaufentscheidung benötigt, per Internet, Fernseher oder in Fachzeitschriften zu besorgen. Für den Außendienstmitarbeiter bedeutet das, den Kunden noch schneller und zugleich bequemer zu informieren. Außendienstmitarbeiter von morgen sehen heute schon Dinge, die der Kunde erst morgen wissen will.

3.Bedarf erkennen und entwickeln
Besonders in Krisenzeiten investiert der Kunde nur in seinen wirklichen Bedarf und will kein Risiko eingehen. Gerade was die finanziellen Ressourcen angeht, darf der Kunde keinen Zweifel haben. Nur ein geduldiger Außendienstmitarbeiter kann ihm das Gefühl vermitteln, dass dieser selbst die Zügel in der Hand hat und frei entscheiden kann, was er braucht. Fühlt sich der Kunde gedrängt, wird er das Weite suchen.

4.Sicherheit und Vertrauen
Ein Gefühl von Sicherheit und Vertrauen stellt der Außendienstmitarbeiter vor allem durch Höflichkeit und Zuverlässigkeit her. Vertrauen ist schnell verspielt, etwa wenn der Außendienstmitarbeiter Versprechungen macht, die er nicht einhält.

5.Präsenz
Der Außendienstmitarbeiter der Zukunft ist allgegenwärtig. Die modernen Medien helfen ihm dabei. Ob die private Handy-Nummer, die E-Mail-Adresse oder der regelmäßige, persönliche Besuch. Kunden wollen sich gut betreut fühlen. Und das möglichst rund um die Uhr.


 
 

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