{"id":2534,"date":"2024-04-25T20:06:08","date_gmt":"2024-04-25T20:06:08","guid":{"rendered":"https:\/\/beeznis.rs\/?p=2534"},"modified":"2024-04-25T20:08:37","modified_gmt":"2024-04-25T20:08:37","slug":"uspesan-prodajni-nastup-osnove-i-tehnike-i-prodajnog-dijaloga","status":"publish","type":"post","link":"https:\/\/beeznis.rs\/?p=2534","title":{"rendered":"Uspe\u0161an prodajni nastup \u2013 osnove i tehnike i prodajnog dijaloga"},"content":{"rendered":"\n

U dana\u0161njem svetu prodaja je svuda oko nas, i to ne samo u realnom \u017eivotu, ve\u0107 (ili posebno) u digitalnom. Poznavanje osnova tehnike prodaje vam svakako mogu biti bonus u ve\u0161tinama koje posedujete, ali i pomo\u0107 u raznim situacijama u \u017eivotu.<\/p>\n\n\n\n

Za prodaju, jedna od najbitnijh stvari, jeste prilago\u0111avanje. Svaki kupac je razli\u010dit i na trgovcu je da te razlike primeti i spram njih ponudi svoj proizvod ili uslugu. Najplasti\u010dniji primer prilago\u0111avanja kupcu jeste da kada razgovarate sa kupcem koristite prirodan ton i ja\u010dinu glasa, ali ako kupac slabije \u010duje, prodavac \u0107e poja\u010dati glas. Tako je i u svemu ostalom, ali hajde da idemo redom.<\/p>\n\n\n\n

PRVI UTISAK je bitan, skoro pa mo\u017eemo re\u0107i da odre\u0111uje da li \u0107e do ponude, a samim time i prodaje uop\u0161te do\u0107i. U \u017eivotu imamo priliku da promenimo prvi utisak, recimo za kolegu sa posla jer \u0107ete sa njim provesti jo\u0161 vremena i imati \u0161ansu za promenu. Ali u prodaji je to ograni\u010deno, jer nemamo interesa da dajemo vi\u0161e od jedne \u0161anse za dobar prvi utisak. Setite se samo kada gledamo reels snimke, u privih par sekundi odlu\u010dujemo da li \u0107emo pogledati video do kraja ili idemo na slede\u0107i. A trend je da se vreme za prvu utisak smanjuje. Zato budite nasmejani, pristupa\u010dni i dopadljivi.<\/p>\n\n\n\n

Zbog \u010dega kupci kupuju?<\/p>\n\n\n\n

\"\"<\/figure>\n\n\n\n
<\/div>\n\n\n\n

Potreba za nekim proizvodom ili \u017eelja za istim su u korenu kupovine. Zna\u010di imamo realnu i subjektivnu odrednicu za kupovinu. Me\u0111utim, njih dve su isprepletane i ne idu jedna bez druge. Recimo da imamo potrebu za novim pantalonama jer su nam stare pukle. Kre\u0107emo u kupovinu ali ne kupujemo prve na koje nai\u0111emo, ve\u0107 potrebu kombinujemo sa \u017eeljom da to budu zelene pantalone. Druga opcija je da imamo dovoljno pantalona, ali smo u obli\u017enjem butiku videli sjajne zelene pantalone koje bi super i\u0161le sa novim cipelama. Zna\u010di \u017eelju opravdavamo potrebom.
To je ono \u010dime se svaki prodavac treba voditi u svom nastupu, ta\u010dnije treba da stvori \u017eelju ili potrebu kod kupca.<\/p>\n\n\n\n

Delovi osnovnog prodajnog dijaloga<\/p>\n\n\n\n

Druga stvar je korist koju kupac dobija kupovinom proizvoda (ili usluge), odnosno benefit koji ima od proizvoda. Benefit za jedan proizvod mo\u017ee biti razi\u010dit spram interesovanja kupca, o ovome \u0107emo detaljnije pri\u010dati u nekoj od slede\u0107ih tema. Bitno je ovde ista\u0107i da ne treba brkati karakteristike i benefite, na osnovu karakteristike dolazimo do benefita. Primer bi bio da pantalone imaju elastina (to je karakteristika) i da zvog toga stoje bolje od drugih u ponudi (benefit).<\/p>\n\n\n\n

Deo dijaloga koji u stvari daje prodajnu notu razgovoru jeste poziv na akciju (engl. CTA), odnosno u ovom slu\u010daju poziv na kupovinu. Bitno je da koristite imperativ, ali naravno da ne zvu\u010di nare\u0111iva\u010dki \"\ud83d\ude0a\"\u00a0Na primer\u00a0 \u2013 kupite, poru\u010dite, nabavite, obezbedite, ulo\u017eite i sl.<\/p>\n\n\n\n

I dolazimo do krune prodajnog razgovora, a to je re\u0161avanje prigovora. Ve\u0107ina kupaca je nazainteresovano, \u010dak i kada im odre\u0111eni proizvod treba. Lako \u0107e da smisle razlog zbog kojeg ne mogu da kupe (nemam para, ipak mi ne treba, nemam vremena do\u0107i \u0107u drugi put, imam ne\u0161to sli\u010dno\u2026). Ukoliko\u00a0 je prigovor pravi i realan verovatno je da ga ne\u0107ete re\u0161iti. Ali ako je samo izgovor da se izvu\u010de iz situacije u kojoj mora doneti odluku, znanje i upornost prodavca mo\u017ee biti nagra\u0111en prodajom.<\/p>\n\n\n\n

U svakom slu\u010daju, prodavac se mora prilago\u0111avati svojim kupcima ili mu\u0161terijama, imati znanje o proizvodu ili uslugama koje nudi jer iz karakteristika izvla\u010dimo benefite koji kupcima poma\u017eu da se zainteresuju ili odlu\u010de. Na kraju prigovor koji treba prihvatiti kao problem zbog kog kupac misli da ne mo\u017ee da kupi i ponuditi mu re\u0161enje.\u00a0<\/p>\n","protected":false},"excerpt":{"rendered":"

U dana\u0161njem svetu prodaja je svuda oko nas, i to ne samo u realnom \u017eivotu, ve\u0107 (ili posebno) u digitalnom. Poznavanje osnova tehnike prodaje vam svakako mogu biti bonus u ve\u0161tinama koje posedujete, ali i pomo\u0107 u raznim situacijama u \u017eivotu. Za prodaju, jedna od najbitnijh stvari, jeste prilago\u0111avanje. Svaki kupac je razli\u010dit i na [\u2026]<\/p>\n","protected":false},"author":1,"featured_media":2535,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_uag_custom_page_level_css":"","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":"","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":[1],"tags":[],"table_tags":[],"yoast_head":"\nUspe\u0161an prodajni nastup \u2013 osnove i tehnike i prodajnog dijaloga - Beeznis<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/beeznis.rs\/?p=2534\" \/>\n<meta property=\"og:locale\" content=\"sr_RS\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Uspe\u0161an prodajni nastup \u2013 osnove i tehnike i prodajnog dijaloga - Beeznis\" \/>\n<meta property=\"og:description\" content=\"U dana\u0161njem svetu prodaja je svuda oko nas, i to ne samo u realnom \u017eivotu, ve\u0107 (ili posebno) u digitalnom. 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