brownbag: to sell is human
DESCRIPTION
Slides de um brownbag que o Raphael Molesim e eu fizemos na Lambda3.TRANSCRIPT
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Vender é Humano@raphaelmolesim e @giovannibassi
(inspired by D. Pink)
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Reconfiguração
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Renascimento
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O que é vender?
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Vender
Alienar ou ceder por certo preço.
Alienar
Dar a posse de algo para alguém
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• 1 em cada 9 trabalha no comercial
• 8 em cada 9 trabalha com “non-sales selling”
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Non-Sales Selling
• Empreendedorismo (38%)
• Elasticidade (Atlassian , Lambda3)
• Ed-Med
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Assimetria de informação
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Persuadir, Influenciar e Convencer
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Influenciar, Persuadir e ConvencerOutras Atividades
O que você faz?
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“Crucial”
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Goste você ou não, estamos no comercial
agora
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Always Be Closing
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Attunement
Buoyancy
Clarity
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Sintonia
Flutuabilidade
Claridade
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Sintonia
• Cadeira do Cliente
• Imitação
• Busca pelo Ambivertido
• Mapa de Discussões
• Conversa com um viajante do tempo
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Flutuabilidade
• Auto-Conversa Interrogativa
• Positividade na medida / Negatividade Apropriada
• Problema Permanente, Universal e Pessoal
• Envie para você memso uma carta de Rejeição
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Claridade
• Resolução de Problemas / Busca de Problemas
• Claridade depende de Contraste (Referencial)
• Estrutura de ideias:
• Experiências, Rótulo, Difamado, Potencial
• Próximo passo
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Claridade
• Duas perguntas irracionais
• Sair da zona de conforto
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Abordagem
• Uma palavra
• Pergunta
• Ritmo
• Assunto
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Abordagem da Pixar
Era uma vez _____.
Uma dia, ________ . Um dia, ______. Por causa disso, ________ . Até que finalmente _________ .
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Após Abordagem
• O que você quer que as pessoas saibam, sintam e façam?
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Técnicas de Abordagem
• Visual
• Pecha-Kucha
• Primeiro o inclinado depois o desafiante
• Numero granulares
• Descrição em 3 palavras (empresa/produto/eu)
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Improviso
• Ouça as ofertas
• “Sim e”
• Bonito na foto
• Nunca discuta
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Sirva
• Faça isso ser pessoal
• Crie um propósito