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Erik Wolterink

Venderinklanden 58, 7542 MN Enschede
Erik Wolterink

Een Consultative Seller? Wat is dat voor ding?

20 februari 2012, by Erik Wolterink, category Archief, salestips, Verkoopstijl, waardepropositie

Verkopers hebben nog steeds een slecht imago. En dat is hun eigen schuld. Te veel verkopers proberen nog steeds hun klant te overtuigen, bezwaren weg te redeneren, en zo snel mogelijk de order te krijgen.

Wat kan een verkoper doen om toch de order te krijgen, en niet als ‘gladde jongen’ gezien te worden? Welke vaardigheden moet je ontwikkelen om niet alleen omzet-technisch maar ook sociaal succesvol te zijn?

De eerste vaardigheid daarvoor is de kunst van het diagnosticeren: we zullen in staat moeten zijn het probleem van de klant te begrijpen. Als je dat kunt zal je klant je meer gaan zien als business partner. Begrip van het probleem van de klant is essentieel voor een succesvol salesproces.

Klanten kunnen meer dan vroeger kiezen uit meerdere aanbieders die allemaal een eigen oplossing voor het klantprobleem hebben. Iedere oplossing heeft een eigen waarde, en eigen resultaten. Je moet in staat zijn je klant de waarde van jouw oplossing te laten zien. Daarvoor is het nodig om te kunnen onderhandelen. Het gaat bij dit onderhandelen niet om prijs of leveringsvoorwaarden, maar om vertrouwen: door de inzichten van de klant op waarde te schatten en te accepteren dat je klant gelijk heeft krijgt je klant vertrouwen.

Er zijn meer salesmensen die kunnen diagnosticeren en onderhandelen. Om jezelf of je oplossing dan goed voor het voetlicht te krijgen moet je differentiëren: wat je ook doet, doe het anders dan je concurrent. Alleen dan kun jij je echt onderscheiden van al die anderen.

Dat klinkt logisch en eenvoudig: als ik al die eigenschappen heb en kan toepassen, word ik succesvol. Was het maar zo eenvoudig….

Er is een eigenschap die nog belangrijker is: inzicht. Alleen de verkoper die inzicht heeft in de problematiek van zijn prospect wordt echt succesvol. Alleen hij kan zijn klant helpen betere resultaten te boeken.

Natuurlijk is het essentieel om je product te kennen als je broekzak, om het probleem van je klant te kennen, en om jouw oplossing te kunnen presenteren. Maar nog belangrijker is RESULTAAT. De nieuwe verkoper gaat een stap verder dan ‘oplossingen’: hij biedt resultaat.

Om de resultaten van je klant te verbeteren moet je inzicht hebben in zijn problemen, processen en organisatie. Vaak moeten veranderingen doorgevoerd worden in meerdere delen van de bedrijfsvoering van de klant om resultaat te kunnen boeken.

De verkoper ‘van vandaag’ initieert, helpt, geeft raad bij die veranderingen. Hij orkestreert. Zowel binnen de organisatie van de klant als in zijn eigen bedrijf. Hij zorgt ervoor dat zijn klant in staat gesteld wordt zijn oplossing in te voeren en toe te passen. En dat zijn oplossing toegespitst wordt op het bereiken van resultaat. Zo’n verkoper is een consultative seller.

De consultative seller boekt meer dan orders. Hij boekt resultaten. Niet alleen voor zijn eigen organisatie, maar ook en vooral voor zijn klant. Daar waar hij kan helpt hij zijn klant resultaten te boeken. Soms intern, soms extern. De verkoper die dat doet, is succesvol.

Vragen? Opmerkingen? Bel of mail me.

Met dank aan Anthony Iannarino, die me met zijn Salesblog steeds weer weet te inspireren.

Terug naar het Archief

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  1. Erik Wolterink |

    Met dank aan Anne Lamers (www.annelamers.nl) voor de feedback. Ga ik zeer binnenkort wat mee doen, en dan zal er minder verwarring bestaan over ‘suspect/prospect/klant’ en al die andere soms verwarring zaaiende sales-begrippen.

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    As�prepares to kick off its seventh and final season�Sunday, members of the cast and crew say they feel like they have a new show on their hands. First, there’s no will-they-or-won’t-they tension between Patrick Jane () and Teresa Lisbon () to grapple with, after that steamy kiss in the Season 6 finale. And, for the first time in the show’s history, the Red John storyline will not be lurking in the background.”Essentially this season is about what happens when life turns out the way you’d hoped it would, when you do have a happy ending,” creator told reporters on a conference call last week. “What happens after that? Jane and Lisbon have been engaged in this epic journey for six years. … How do you create a different kind of life? And how do you create a different relationship out of a relationship that was borne in the kind of trauma that theirs was? … It’s the last hurrah for the show.”So, what is in store for Lisbon and Jane? As they navigate the waters of their new relationship, it won’t always be smooth sailing for the couple, executive producer tells TVGuide.com.”They play both the highs and the lows and there are some lows in a way that’s absolutely believable,”�he says. “It is not a conventional TV rom-com relationship. They play it like two people who are really in love.”But don’t expect a lot of between-the-sheets action or bodice-ripping passion.”Season 7 is not�50 Shades of Grey�done by�The Mentalist,” Tunney promises. “It’s sort of interesting because they’re two people who don’t know how to be in a relationship. They’ve both been alone for such a long time. It’s exploring how two people who are adults, who’ve only been responsible for themselves and haven’t really shared their life with anybody in a long time, feel they] explore that intimacy. That it’s uncomfortable.”Page 2 of 4 – Adds Heller: “These two are never going to be�Who’s Afraid of Virginia Woolf? Both Jane and Lisbon are private, self-contained, protective people. … It’s that kind of filial affection that has turned into something more, which in turn makes the romance that much harder for both characters to negotiate. … You can see they’re made for each other not in a fiery, kind of crazy way, but just in a human, gentle, correct way.”Here are eight more teases to expect from the final 13 episodes:1. Bumps in the road for Jane and Lisbon:�Things get awkward around the office as Lisbon and Jane initially try to keep their relationship hidden from their colleagues. But that’s only the start of their troubles, according to Baker and Tunney. “We’re not exploring the sort of obvious other side of having a relationship in the workplace, but more the pitfalls and speed bumps that you’ll come up against when you know someone so well and then you decide to have a relationship with them,” Baker notes.�Adds Tunney:�”Up until caught Red John, that’s why he was there. He wasn’t fighting crime because it was something he was born to do or wanted to do. He didn’t want to work in law enforcement. It was settling this personal score. And now he’s there, and I think he’s wondering why he is there.”2. Pike’s not out of the picture:�One colleague who knows all too well what’s going on between Lisbon and Jane is Lisbon’s ex, Pike (). And he has an exchange with Jane in the season premiere that may present some challenges for the new couple.�”The danger of loving something is that you have something to lose, and that becomes very realistic to Jane,”Szentgyorgyi�notes. “In a weird way, the fact that he had nothing was a kind of defense. … Now he has something he cares about, and that means there is something that you can lose. And that’s something he hasn’t worried about since he was a husband and father.”�But Pike isn’t the only blast from the past that may rock the boat …3. Which familiar faces will be back?�Also returning is guest star as murderous matchmaker Erica Flynn, who will be back in an episode that finds Lisbon and Jane in Beirut. “She is stunning as always and complicates life for Lisbon and Jane and, as usual, has about six plans up her sleeve,”�Szentgyorgyi teases.Page 3 of 4 – 4. What about Rigsby and Van Pelt?�As for Rigsby () and Van Pelt (), it’s unclear whether they will be back, though Yeoman that he hoped they would be. “They were a huge part of the show,” Szentgyorgyi acknowledges, but adds: “I have no teasers to offer on that front.”5. Is Red John buried for good?�The short answer: yes. “There is no callback to the Red John mythology. Red John’s gone,”Szentgyorgyi says.�”The thing that lives is … when you lose your wife and child, however you lose them, that doesn’t go away. That stays with you. Jane’s still that man, and that does come into play in his relationship with Lisbon and the challenges he faces starting a new relationship. But no, there are no more smiley faces.” 6. What we learn about Abbott:�FBI Agent Dennis Abbott’s () past will come back to haunt him in a major way over a three-episode arc that also features guest stars as a DEA agent “who knows a bit too much about Abbott’s past” and as Abbott’s wife. “We’re going to meet Abbott’s wife, and we’re going to learn about some dark things in his past,” Szentgyorgyi says.�”His wife gets an opportunity in Washington, D.C. She lives in Austin but she’s been given a chance to take on a big job in Washington, D.C., and that creates various complications.”7. A new rookie on the scene:� joins the�Mentalist cast this season as rookie FBI agent Michelle Vega, who experiences quite a learning curve in her dealings with Jane. “Vega is new to the FBI,”�Szentgyorgyi says. “She doesn’t know about Jane, she has no preconceptions, no idea how he works or who he is. … In moving to the FBI, we sort of created a world where Jane wasn’t quite as frictional. He was brought in to do what he does. Which has been great. It’s sort of allowed us to play stories that were harder to play when we were in the CBI. But it’s also meant that everyone is kind of accustomed to him. We wanted to bring in a character who didn’t know his ways, who might even cast an askance glance at them. And that’s exactly who Vega is.” Also, teases Heller, “she adds a different touch of romance to the show. There’s a bit of a love triangle going on there.” Page 4 of 4 – 8. No more Fischer:�Not returning to the show, however, is , who was introduced last season to play FBI agent Kim Fischer. As explained in a throwaway line in the premiere, Fischer has relocated to Seattle. “We won’t see any more with her,”�Szentgyorgyi says.The Mentalist�kicks off Season 7�on Sunday�at 9:30/8:30c on CBS. Are you looking forward to the show’s return? And are you excited that Lisbon and Jane finally got together?(Full disclosure: TVGuide.com is owned by CBS.)View original at Other Links From TVGuide.com michael kors purses (Courtesy of Jim Unland.)Related StoriesNov 7:Nov 1:Oct 20:Oct 17: north face sale
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