{"id":99934,"date":"2022-06-17T06:00:00","date_gmt":"2022-06-17T10:00:00","guid":{"rendered":"https:\/\/latin-business-new.flywheelsites.com\/que-estas-vendiendo-realmente\/"},"modified":"2025-12-06T11:36:04","modified_gmt":"2025-12-06T15:36:04","slug":"que-estas-vendiendo-realmente","status":"publish","type":"post","link":"https:\/\/latinbusinesstoday.com\/es\/que-estas-vendiendo-realmente\/","title":{"rendered":"\u00bfQu\u00e9 Est\u00e1s Vendiendo Realmente?"},"content":{"rendered":"

\u00bfEst\u00e1 usted perdiendo ventas porque est\u00e1 vendiendo algo incorrecto?<\/em><\/p>\n

Camin\u00e9 hasta el mostrador en mi cafeter\u00eda local favorita. La joven detr\u00e1s del mostrador, con una sonrisa radiante, me mira a los ojos y me dice. \u00ab\u00bfC\u00f3mo est\u00e1s hoy?\u00bb<\/p>\n

Al principio me sorprendi\u00f3. Despu\u00e9s de todo, solo quer\u00eda pedir mi caf\u00e9 y sentarme en la esquina para pensar en mi agenda del d\u00eda. Tartamude\u00e9 y dije: \u00abUmm, estoy bien\u00bb. Ella persiste y dice: \u00ab\u00bfen serio? Pareces un poco estresado\u201d. Respondo: \u201cS\u00ed, supongo que estoy un poco estresado, gracias por preguntar\u201d. Pido mi caf\u00e9 y ella sigue atendiendo a la siguiente persona en la fila.<\/p>\n

\u00bfQu\u00e9 est\u00e1 pasando aqu\u00ed?<\/strong><\/p>\n

Lo interesante de esta cafeter\u00eda es que la gente est\u00e1 sentada y hablando. Claro que hay algunas personas que est\u00e1n mirando sus computadoras, pero la mayor\u00eda de la gente est\u00e1 de buen humor y hablando con personas que nunca hab\u00edan conocido.<\/p>\n

En la superficie, este lugar solo vende caf\u00e9. Pero lo que realmente est\u00e1n vendiendo es una comunidad.<\/p>\n

Como empresarios, es f\u00e1cil olvidar lo que realmente estamos vendiendo. Por supuesto, sabemos que estamos vendiendo servicios y productos, pero, \u00bfqu\u00e9 resultado o experiencia estamos vendiendo? Si usted tuviera que hablar con diez vendedores, lo m\u00e1s probable es que la mayor\u00eda de ellos simplemente le informen sobre los detalles de su propio producto o servicio y qu\u00e9 tan buenos son.<\/p>\n

Lo que importa a los clientes<\/strong><\/p>\n

A nuestros clientes no les importa eso, lo que realmente quieren saber es c\u00f3mo nuestro producto o servicio va a impactar sus negocios y su vida personal, ayud\u00e1ndolos a establecer conexiones m\u00e1s profundas con los dem\u00e1s.<\/p>\n

Todos sabemos que la conexi\u00f3n es un rasgo humano fundamental y que la mayor\u00eda de las soluciones se reducir\u00e1n a esta simple idea.<\/p>\n

Vender conexiones es un buen negocio y tambi\u00e9n es divertido. Las personas que trabajan detr\u00e1s del mostrador en esta cafeter\u00eda, parecen disfrutar realmente hablando con sus clientes. Conocen a muchos de ellos por su nombre y saludan a los reci\u00e9n llegados como a un viejo amigo.<\/p>\n

Lo que es realmente interesante es que cuando voy a esta cafeter\u00eda, nunca pregunto ni me importa el precio de mi caf\u00e9. As\u00ed mismo, siempre termino dejando una propina extra generosa. No estamos comprando una taza de caf\u00e9, estamos pagando por la comunidad, y la comunidad no tiene precio.<\/p>\n

Entonces, \u00bfc\u00f3mo se aplica esto a su negocio?<\/p>\n

Para muchos de nosotros, nuestros clientes son virtuales y no tenemos la oportunidad de saludarlos personalmente e interactuar con ellos de la misma manera que en una cafeter\u00eda local.<\/p>\n

Establezca su comunicaci\u00f3n enfocada hacia el exterior.<\/strong><\/p>\n

Usted puede generar lealtad y confianza con nuestros clientes al hablar de ellos y de c\u00f3mo sus productos o soluciones los ayudar\u00e1n a construir mejores conexiones humanas. No puede hacer esto hablando sobre usted y su compa\u00f1\u00eda. Debe hacerlo sobre ellos. \u00bfRecuerda a esa muchacha sonriente que preguntaba c\u00f3mo iba mi d\u00eda?<\/p>\n

P\u00e1gina Siguiente – Haga un balance<\/strong><\/p>\n

<\/p>\n

Eche un vistazo a su sitio web, correos electr\u00f3nicos, podcasts y cualquier medio que usted cree.<\/p>\n

\u00bfEst\u00e1n promocionando lo bueno que es usted y las especificaciones t\u00e9cnicas de sus incre\u00edbles ofertas?<\/p>\n

Cuando usted deje de hablar sobre lo buenos que son usted y su compa\u00f1\u00eda, y les muestre a sus clientes que ellos le importan, las ventas se convertir\u00e1n en un proceso mucho m\u00e1s natural. Lo que cobre por sus productos y servicios se convertir\u00e1 en una idea sin importancia para el cliente. Porque lo que realmente est\u00e1n comprando es la relaci\u00f3n.<\/p>\n

Las grandes marcas intentan hacer esto todo el tiempo. Simplemente mire el comercial de cualquier autom\u00f3vil y ver\u00e1 a alguien conduciendo el autom\u00f3vil, pasando un buen rato con sus amigos o hablando con su vecino.<\/p>\n

Crear esta comunicaci\u00f3n enfocada hacia el exterior es f\u00e1cil en algunos tipos de negocios, como la cafeter\u00eda. En su compa\u00f1\u00eda de software o de consultor\u00eda es un poco m\u00e1s dif\u00edcil. Con un pensamiento creativo, puede cambiar el enfoque total de su empresa desde adentro, hasta enfocarse en ayudar a sus clientes a crear conexiones mejores y m\u00e1s s\u00f3lidas.<\/p>\n

Imag\u00ednese si la chica de la cafeter\u00eda dijera: \u00abofrecemos el mejor servicio y nuestro caf\u00e9 es cultivado en la sombra, de comercio justo, org\u00e1nico y lo tostamos esta ma\u00f1ana\u00bb. Si bien suena bien, no va a tener el mismo efecto de conexi\u00f3n. Como beneficio adicional, cuando usted ayuda a las personas a hacer conexiones, el dinero se convierte en algo secundario y desaparecen las barreras de precios. Usted tendr\u00e1 menos competencia porque le est\u00e1 ofreciendo una conexi\u00f3n y eso no lo conseguir\u00e1n en ning\u00fan otro lugar.<\/p>\n

\u00bfQu\u00e9 est\u00e1 haciendo en su negocio para ayudar a sus clientes a construir conexiones humanas m\u00e1s cercanas?<\/p>\n

Related articles:<\/strong><\/p>\n

Follow-Up Is the Key Sales Criteria<\/a><\/p>\n

6 Disciplines of Customer Experience<\/a><\/p>\n

Grow Business Thru Customer Experience<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"

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