{"id":12701,"date":"2020-02-20T08:13:46","date_gmt":"2020-02-20T07:13:46","guid":{"rendered":"https:\/\/persolog.com\/blog\/superverkaeufer\/"},"modified":"2025-11-27T14:44:38","modified_gmt":"2025-11-27T13:44:38","slug":"superverkaeufer","status":"publish","type":"post","link":"https:\/\/persolog.com\/pl\/blog\/superverkaeufer\/","title":{"rendered":"Cechy doskona\u0142ego sprzedawcy"},"content":{"rendered":"<div data-elementor-type=\"wp-post\" data-elementor-id=\"12701\" class=\"elementor elementor-12701\" data-elementor-post-type=\"post\">\n\t\t\t\t<div class=\"elementor-element elementor-element-5f477c06 e-flex e-con-boxed e-con e-parent\" data-id=\"5f477c06\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-78f64cb1 elementor-widget elementor-widget-text-editor\" data-id=\"78f64cb1\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>\u00a0<\/p>\n<p>Jak rozpozna\u0107 potrzeby klienta? Dowiaduj\u0105c si\u0119, jak dzia\u0142a Pa\u0144stwa klient, a nast\u0119pnie dostarczaj\u0105c mu to, czego potrzebuje. Ka\u017cdy klient jest wyj\u0105tkowy i ma indywidualne potrzeby. Jako super sprzedawca, Pa\u0144stwa zadaniem jest zrozumienie wyj\u0105tkowo\u015bci klienta i dostosowanie si\u0119 do niego.<\/p>\n<p class=\"translation-block\">Dobrym sposobem na ocen\u0119 zachowania ludzi jest model <a href=\"https:\/\/persolog.com\/pl\/persolog-personality-factor-model\/\" target=\"_blank\" rel=\"noopener\">D, I, S, and C.<\/a> Cztery litery oznaczaj\u0105 cztery wymiary zachowa\u0144: dominuj\u0105cy, wywieraj\u0105cy wp\u0142yw, sta\u0142y i z\u0142o\u015bliwy. Dzi\u0119ki temu modelowi mo\u017cna szybko zidentyfikowa\u0107 w rozmowie, co motywuje klienta i jak mo\u017cna si\u0119 z nim optymalnie komunikowa\u0107. Przyjrzyjmy si\u0119 zatem dzisiaj czterem typom klient\u00f3w: D, I, S i C. Oczywi\u015bcie, cztery style zachowa\u0144 s\u0105 tutaj przedstawione w czystej postaci i nieco wyolbrzymione. Ka\u017cda osoba posiada wszystkie cztery style zachowa\u0144 w r\u00f3\u017cnym stopniu. Pa\u0144stwa zadaniem jest okre\u015blenie, kt\u00f3re tendencje behawioralne s\u0105 silne u Pa\u0144stwa klienta i zareagowanie na nie.<\/p>\n<h2>\u00a0<\/h2>\n<h2>Dominuj\u0105cy klient<\/h2>\n<p>\u00a0<\/p>\n<p><strong>Jak rozpozna\u0107 klienta D:<\/strong><\/p>\n<p>Klient typu D przechodzi od razu do rzeczy, jest ekspresyjny, m\u00f3wi g\u0142o\u015bno i bezpo\u015brednio. Cz\u0119sto ma ch\u0142odny i zdystansowany wyraz twarzy i sprawia wra\u017cenie zdecydowanego i pozbawionego emocji. Skupiaj\u0105 si\u0119 na tym \"CO\" i koncentruj\u0105 si\u0119 na celach i wynikach. Pod presj\u0105 wydaj\u0105 si\u0119 dominuj\u0105cy i niecierpliwi.<\/p>\n<p><strong>Jak przekona\u0107 klienta D:<\/strong><\/p>\n<p>Klient D ceni sobie nowo\u015b\u0107, jako\u015b\u0107, rozwi\u0105zania i wydajno\u015b\u0107. Obawiaj\u0105 si\u0119 utraty kontroli i bycia wykorzystywanym oraz chc\u0105 kszta\u0142towa\u0107 swoje otoczenie. Chc\u0105 wygrywa\u0107 i osi\u0105ga\u0107 wyniki. Wa\u017cne jest, aby udziela\u0107 bezpo\u015brednich, kr\u00f3tkich i zwi\u0119z\u0142ych odpowiedzi. Nale\u017cy podkre\u015bla\u0107 wyniki i oferowa\u0107 alternatywy i wybory. Prosz\u0119 unika\u0107 gadulstwa, zbyt wielu szczeg\u00f3\u0142\u00f3w i powt\u00f3rze\u0144. Prosz\u0119 nie okazywa\u0107 niezdecydowania i nie u\u017cywa\u0107 uog\u00f3lnie\u0144.<\/p>\n<h2>\u00a0<\/h2>\n<h2>Klient wywieraj\u0105cy wp\u0142yw<\/h2>\n<p>\u00a0<\/p>\n<p><strong>Jak rozpozna\u0107 klienta I: <\/strong><\/p>\n<p>Klient typu I wydaje si\u0119 otwarty i rozmowny. Wydaje si\u0119 emocjonalny i niekonwencjonalny. Klient typu I skupia si\u0119 na \"KTO\". Orientuje si\u0119 na innych i ceni akceptacj\u0119. Klient typu I m\u00f3wi g\u0142o\u015bno i bezpo\u015brednio. Porusza si\u0119 szybko, spontanicznie i anga\u017cuje si\u0119 w proste i swobodne rozmowy. Pod presj\u0105 wydaj\u0105 si\u0119 manipulacyjni i zdezorganizowani.<\/p>\n<p><strong>Jak przekona\u0107 klienta I:<\/strong><\/p>\n<p>Prosz\u0119 podkre\u015bla\u0107 to, co nowe, wyj\u0105tkowe i niezwyk\u0142e. Prosz\u0119 wykaza\u0107 si\u0119 umiej\u0119tno\u015bci\u0105 wys\u0142awiania si\u0119 i podkre\u015bla\u0107 referencje od ekspert\u00f3w i lider\u00f3w opinii. W rozmowach sprzeda\u017cowych prosz\u0119 stwarza\u0107 okazj\u0119 do wymiany pogl\u0105d\u00f3w. Prosz\u0119 by\u0107 otwartym, przyjaznym, ciep\u0142ym i emanowa\u0107 entuzjazmem. Prosz\u0119 budowa\u0107 relacje z klientem indywidualnym. Nigdy nie nale\u017cy zwraca\u0107 si\u0119 do klienta indywidualnego w spos\u00f3b lekcewa\u017c\u0105cy i nie odrzuca\u0107 jego propozycji. Klienci indywidualni potrzebuj\u0105 Pa\u0144stwa zaanga\u017cowania i osobistego kontaktu.<\/p>\n<h2>\u00a0<\/h2>\n<h2>Sta\u0142y klient<\/h2>\n<p>\u00a0<\/p>\n<p><strong>Jak rozpozna\u0107 klienta S:<\/strong><\/p>\n<p>Klient S potrzebuje czasu na podj\u0119cie decyzji i ma tendencj\u0119 do zadawania pyta\u0144. Klienci S m\u00f3wi\u0105 cicho i delikatnie oraz s\u0105 dyplomatyczni. Wydaj\u0105 si\u0119 otwarci i wsp\u00f3\u0142czuj\u0105cy, maj\u0105 ciep\u0142y wyraz twarzy i s\u0142uchaj\u0105. Przywi\u0105zuj\u0105 du\u017c\u0105 wag\u0119 do bezpiecze\u0144stwa i us\u0142ug wsparcia. Zadaj\u0105 pytania \"Jak?\". Klienci S cz\u0119sto poruszaj\u0105 si\u0119 powoli i s\u0105 zrelaksowani. Pod presj\u0105 klient S cz\u0119sto wydaje si\u0119 uleg\u0142y i niezdecydowany.<\/p>\n<p><strong>Jak przekona\u0107 klienta S:<\/strong><\/p>\n<p>Prosz\u0119 wykaza\u0107 si\u0119 cierpliwo\u015bci\u0105 i \u017cyczliwo\u015bci\u0105, aby dowiedzie\u0107 si\u0119, jakie cele ma Pa\u0144stwa klient. Prosz\u0119 wyja\u015bni\u0107 procedur\u0119 krok po kroku i opisa\u0107, w jaki spos\u00f3b te kroki prowadz\u0105 do po\u017c\u0105danego celu. Prosz\u0119 k\u0142a\u015b\u0107 nacisk na obs\u0142ug\u0119 i niezawodno\u015b\u0107. Prosz\u0119 by\u0107 szczerym, otwartym, uczciwym i uwa\u017cnie s\u0142ucha\u0107. Prosz\u0119 m\u00f3wi\u0107 mi\u0119kko, spokojnie i niezbyt bezpo\u015brednio. Zdecydowanie nale\u017cy unika\u0107 zbytniego po\u015bpiechu, bycia zbyt asertywnym lub wydawania si\u0119 wymagaj\u0105cym. Prosz\u0119 da\u0107 swoim klientom czas na zrozumienie i ponowne rozwa\u017cenie rozwi\u0105zania.<\/p>\n<h2>\u00a0<\/h2>\n<h2>Ostro\u017cny klient<\/h2>\n<p>\u00a0<\/p>\n<p><strong>Jak rozpozna\u0107 klienta typu C:<\/strong><\/p>\n<p>Klient typu C jest zazwyczaj ostro\u017cny, pow\u015bci\u0105gliwy i potrzebuje czasu na podj\u0119cie decyzji. Zadaj\u0105 pytania i m\u00f3wi\u0105 cicho i dyplomatycznie. Klienci typu C cz\u0119sto wydaj\u0105 si\u0119 zamkni\u0119ci w sobie, wykazuj\u0105 niewielk\u0105 gestykulacj\u0119 i mimik\u0119 twarzy oraz sprawiaj\u0105 wra\u017cenie zdystansowanych. Klienci typu C koncentruj\u0105 si\u0119 na \"DLACZEGO\" i koncentruj\u0105 si\u0119 na wytycznych i standardach. Pod presj\u0105 klient typu C cz\u0119sto staje si\u0119 narzekaj\u0105cy i uparty.<\/p>\n<p><strong>Jak przekona\u0107 klienta typu C:<\/strong><\/p>\n<p>Klient C potrzebuje danych i fakt\u00f3w. Prosz\u0119 u\u017cywa\u0107 por\u00f3wnywalnych materia\u0142\u00f3w i opiera\u0107 si\u0119 na logicznych, widocznych faktach i korzy\u015bciach. Prosz\u0119 skupi\u0107 si\u0119 na szczeg\u00f3\u0142ach i przygotowa\u0107 wszystkie fakty. Wa\u017cne jest r\u00f3wnie\u017c, aby byli Pa\u0144stwo dobrze zorganizowani i mieli przygotowane pisemne materia\u0142y do podj\u0119cia decyzji. Prosz\u0119 udziela\u0107 szczeg\u00f3\u0142owych odpowiedzi, dok\u0142adnie odnosi\u0107 si\u0119 do zastrze\u017ce\u0144 i podkre\u015bla\u0107 jako\u015b\u0107, niezawodno\u015b\u0107 i bezpiecze\u0144stwo. Prosz\u0119 unika\u0107 niejasno\u015bci i niedom\u00f3wie\u0144, zw\u0142aszcza je\u015bli chodzi o pytania klienta. Prosz\u0119 nie rozmawia\u0107 z nimi o sprawach osobistych lub rodzinnych, dop\u00f3ki naprawd\u0119 ich Pa\u0144stwo nie poznaj\u0105. Prosz\u0119 nie m\u00f3wi\u0107 zbyt g\u0142o\u015bno lub gro\u017anie i unika\u0107 pochlebstw, przekonywania i namawiania.<\/p>\n<h3>\u00a0<\/h3>\n<h3>Jak mo\u017ce Pan to zastosowa\u0107 w praktyce?<\/h3>\n<p>\u00a0<\/p>\n<p>Prosz\u0119 trenowa\u0107 obserwacj\u0119: Je\u015bli chc\u0105 Pa\u0144stwo szybko rozpoznawa\u0107 zachowania klient\u00f3w, musz\u0105 Pa\u0144stwo \u0107wiczy\u0107. Prosz\u0119 zapozna\u0107 si\u0119 z charakterystyk\u0105 4 styl\u00f3w zachowa\u0144 i obserwowa\u0107 swoich klient\u00f3w. Jak si\u0119 zachowuj\u0105? Jak si\u0119 wypowiadaj\u0105? Jakie pytania zadaj\u0105?<\/p>\n<ol>\n<li><strong>Zdefiniowanie widocznych wymiar\u00f3w behawioralnych:<\/strong> W drugim kroku prosz\u0119 przeanalizowa\u0107 obserwacje. Je\u015bli klient m\u00f3wi g\u0142o\u015bno i zdecydowanie, prawdopodobnie jest bardziej typem D lub I. Prosz\u0119 okre\u015bli\u0107, kt\u00f3re wymiary s\u0105 najbardziej widoczne.<\/li>\n<li><strong>Prosz\u0119 by\u0107 \u015bwiadomym potrzeb swoich klient\u00f3w:<\/strong> Gdy ju\u017c wiedz\u0105 Pa\u0144stwo, jak zachowuje si\u0119 Pa\u0144stwa klient, nast\u0119pnym krokiem jest zastanowienie si\u0119, czego potrzebuje. Czy chce rozmawia\u0107 na tematy osobiste? Czy chce szybko doj\u015b\u0107 do konkluzji? Czy ceni sobie bezpiecze\u0144stwo? A mo\u017ce liczby, dane i fakty?<\/li>\n<li><strong>Prosz\u0119 przygotowa\u0107 rozmow\u0119:<\/strong> Prosz\u0119 przygotowa\u0107 rozmow\u0119 tak, aby zaspokoi\u0107 potrzeby klienta. W przypadku typu I nale\u017cy zaplanowa\u0107 nieco wi\u0119cej czasu, aby mie\u0107 wystarczaj\u0105co du\u017co czasu na rozmow\u0119 o sprawach osobistych. W przypadku typu C potrzebuje Pan\/Pani materia\u0142\u00f3w pisemnych.<\/li>\n<li><strong>Prosz\u0119 poprowadzi\u0107 rozmow\u0119 z klientem:<\/strong> Prosz\u0119 przekona\u0107 si\u0119, jak zmienia si\u0119 rozmowa z klientem, gdy odpowiada si\u0119 na jego indywidualne potrzeby.<\/li>\n<\/ol>\n<p class=\"translation-block\">\u2714\ufe0f<strong> Przy okazji:<\/strong> Aby zawsze mie\u0107 przegl\u0105d czterech wymiar\u00f3w behawioralnych, opracowali\u015bmy <a href=\"https:\/\/shop.persolog.com\/Kurzcheckliste-Verkauf\/CL101\" target=\"_blank\" rel=\"noopener\">list\u0119 kontroln\u0105<\/a>, kt\u00f3r\u0105 mo\u017cna po prostu po\u0142o\u017cy\u0107 na biurku. W ten spos\u00f3b zawsze maj\u0105 Pa\u0144stwo gotowe tre\u015bci i mog\u0105 optymalnie doradza\u0107 swoim klientom.<\/p>\n<!-- \/wp:image --><!-- wp:paragraph -->\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\t\t<\/div>\n\t\t\t\t<\/div>","protected":false},"excerpt":{"rendered":"<p>Jak rozpozna\u0107 potrzeby klienta? Dowiaduj\u0105c si\u0119, jak dzia\u0142a Pa\u0144stwa klient, a nast\u0119pnie dostarczaj\u0105c mu to, czego potrzebuje. Ka\u017cdy klient jest wyj\u0105tkowy i ma indywidualne potrzeby. Jako super sprzedawca, Pa\u0144stwa zadaniem jest zrozumienie wyj\u0105tkowo\u015bci klienta i dostosowanie si\u0119 do niego.<\/p>\n<p>Dobrym sposobem na ocen\u0119 zachowania ludzi jest model D, I, S i G. Cztery litery oznaczaj\u0105 cztery wymiary zachowa\u0144: dominuj\u0105cy, wp\u0142ywowy, sta\u0142y i sumienny. Dzi\u0119ki temu modelowi mo\u017cna szybko zidentyfikowa\u0107 w rozmowie, co motywuje klienta i jak mo\u017cna si\u0119 z nim optymalnie komunikowa\u0107. Przyjrzyjmy si\u0119 zatem dzisiaj czterem typom klient\u00f3w: D, I, S i G. Oczywi\u015bcie cztery style zachowa\u0144 s\u0105 tutaj przedstawione w czystej postaci i nieco wyolbrzymione. Ka\u017cda osoba posiada wszystkie cztery style zachowa\u0144 w r\u00f3\u017cnym stopniu. Pa\u0144stwa zadaniem jest okre\u015blenie, kt\u00f3re tendencje behawioralne s\u0105 silne u Pa\u0144stwa klienta i zareagowanie na nie.<\/p>","protected":false},"author":1,"featured_media":20088,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","ast-disable-related-posts":"","theme-transparent-header-meta":"","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"set","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"footnotes":""},"categories":[31,23],"tags":[],"class_list":["post-12701","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-personal-development","category-personality"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v27.3 (Yoast SEO v27.5) - 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