palestra vendas
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Como Vender Mais Em Tempos De CriseProfessor Pós-Doutor Eduardo Maróstica
Cursos, Workshops e PalestrasSanto André, 18/01/2016
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• Graduado em Administração de Empresas com ênfase em Comércio Exterior, Pós-Graduado em Gestão Estratégica de Organizações, MBA em Negociação, Mestrado em Administração e Negócios; Doutor em Administração, Comunicação e Educação e PHD em Business Administration na FCU/USA.
• Em meu histórico profissional, conto com passagens na área estratégica empresarial em diversas organizações nacionais e internacionais. Atualmente é Sócio-Diretor em uma empresa de consultoria e treinamento empresarial. Atuo como consultor, autor, colunista e palestrante em empresas no Brasil e no Exterior.
• Na área acadêmica lecionando para alunos de MBA, Pós-MBA e Mestrado, eleito o melhor professor do Brasil nos cursos de MBA da FGV entre 2010 e 2015.
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11 982490054
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AgendaCrise?Cenários e Tendências;Mercado;Consumidor;Concorrência; Vendas e Pós-Vendas; Modelos em Vendas.
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“Estamos viajando por um território desconhecido, onde os velhos mapas e bússolas são inadequados e possivelmente perigosos” Peter Drucker
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Crise, Vendas e a Oportunidade!
Enquanto uns choram…
… outros vendem lenços!
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"OlharOlhar é uma coisa, verver o que se olha é outra, entenderentender o que se vê é uma outra, aprenderaprender o que você entende é uma coisa a mais, mas agiragir sobre o que você aprende, é tudo que realmente importa."
(Winston Churchill)
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MERCADO FICOU MAIS VELOZ
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Em 50 Anos - Das 500 maiores e melhores empresas, apenas 20% estão lá. 50% dos produtos ou serviços lançados nos últimos 50 anos não existem mais.
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Hoje em dia existe um excesso de empresas similares, empregando pessoas similares, que tiveram uma educação similar, exercendo funções similares, tendo ideias similares, produzindo coisas similares, com preços similares e com qualidade similar.
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“Antes de iniciares a tarefa de mudar o mundo, dá três voltas na tua própria casa.” (Provérbio Chinês)
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© 2015 Professor PHD Eduardo Maróstica
Tendências de Mercado
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Mulheres vão mandar em tudo!
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Satisfação x Expectativa
© 2015 Professor PHD Eduardo Maróstica
15,00
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18% do tempo esperando ou viajando
25% do tempo no telefone
31% do tempo Venda Pessoal
Desafios46,9
horassemanais
11% do tempo Visitando
15% do tempo em tarefas administrativas
Como melhorar a performance de vendas?
Estratégia em Vendas: Tempo Investido
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© 2015 Professor PHD Eduardo Maróstica
A realidade é que vendas morreu. Nos dias de hoje o vendedor tem que ser especialista em produtividade de clientes.
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02/05/23 40
CONSTRUTOR
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SEU CLIENTE VOCÊ SEU CONCORRENTE
SEU PROBLEMA
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Cliente é tudo! Cliente é Deus?
© 2015 Professor PHD Eduardo Maróstica
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É o fim das vendas como nós conhecemos?
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98
30 12
Com a idade, desaprendemos a ser criativos
%%
IdadeIdade
% d
e Pe
ssoa
s M
uito
Cria
tivas
5 5 anosanos
10 10 anosanos
15 15 anosanos
+ 25 + 25 anosanos
2
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Mitos
Da Criatividade...
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Inteligência de MercadoSegundo Marostica (2014), a Inteligência de Mercado é um conjunto de inteligências
equivalentes, cujo qual a soma das partes é que trará a visão do todo. Ainda de acordo
o autor, as oito inteligências são:
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Tem que fazer de tudo isso?
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Desconhecimento
Conhecimento
Dúvidas
Escolha
Compra
Fechou
Informa
Explica
Influencia
Demonstra
Encanta
Acompanha
Vender é...Cliente Vendedor
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© 2015 Professor PHD Eduardo Maróstica
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© 2015 Professor PHD Eduardo Maróstica
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© 2015 Professor PHD Eduardo Maróstica
Vendas: Projetos
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© 2015 Professor PHD Eduardo Maróstica
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Vendas Simples e Complexas
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Chave na mão, ou turn key, é um tipo de operação empregada em processos licitatórios no qual a empresa contratada fica obrigada a entregar a obra em condições de pleno funcionamento. Tanto o preço do serviço quanto o prazo para entrega são definidos no próprio processo.
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Vendas no Comércio Eletrônico
© 2015 Professor PHD Eduardo Maróstica
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Vendas Diretas
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Atualizado: Vendedores que são campeões porque estudamvárias técnicas de vendas e fazem de tudo para experimentá-las e testá-las.
Vendedor Estratégico é…
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Presente: Vendedores que se dedicam em manter contatos contínuos com seus clientes. Através de visitas, internet, telefone ou propaganda.
Vendedor Estratégico é…
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Conveniente: Vendedores que facilitam a vida de seus clientes.
Vendedor Estratégico é…
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Ativo: Vendedores que são mais rápidos em procurar os clientes, mais rápidos em atender, mais rápidos em retornar contatos!
Vendedor Estratégico é…
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Exclusivo: Vendedores que são os únicos que atendem determinadas regiões, ou únicos que vendem determinado produto ou serviço, sempre estabelecem vantagem competitiva.
Vendedor Estratégico é…
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©Professor Doutor Eduardo Maróstica
10 Mandamentos para 2016
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©Professor Doutor Eduardo Maróstica
10 Mandamentos para 2016
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©Professor Doutor Eduardo Maróstica
10 Mandamentos para 2016
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“Onde outros vêem CRISE,PROBLEMAS,
CAOS, CONFUSÃO...
Enxergamos
OPORTUNIDADES!”
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“Mesmo que você esteja no caminho certo, você será ultrapassado se ficar sentado. Para o infinito e além!" Buzz Lightyear
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