ABORDAGEM
Autor: Lucio Rodrigues | Publicado: 2011-12-07T18:08:00-08:00


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COMO FAZER UMA BOA ABORDAGEM

O que é e
como fazer

O vendedor deve saber

cumprimentar
o cliente e mostrar cortesia. Deve-se eliminar qualquer tipo de preconceito

e
discriminação. A apresentação ao cliente precisa ser saudável e positiva.
Algumas

informações
para uma boa abertura da venda:

Cumprimentar
o cliente com entusiasmo

na voz.
Mostrar para o cliente

que ele é
bem-vindo na loja.

Abordar o
cliente com um

comentário
sobre o item em particular

que ele
olhou ao entrar na loja é

errado.
Primeiro deve-se cumprimentar,

em seguida
falar do produto.

Evitar
perguntas que possam ser

respondidas
com uma simples palavra

(sim ou
não), porque a chance de se

desenvolver
um relacionamento a partir

dessas
respostas é pequena.

Não ter
pressa na abertura da venda;

43

vendedores
que têm esse costume devem diminuir o ritmo; a mercadoria não vai fugir,

nem os
clientes. As pessoas ficam mais à vontade quando estão conversando com

alguém que
parece sinceramente interessado no que elas têm a dizer.

Quando um
cliente disser que está somente dando uma "olhadinha", dizer a ele
para

ficar à
vontade, falar seu nome e informá-lo de que, se precisar de alguma ajuda,
poderá

chamá-lo.
Não sair do campo de visão desse comprador.

Ao abrir a
venda eficazmente, pode-se reduzir a resistência do cliente e fazer perguntas

de
sondagem.