{"id":11946,"date":"2021-12-19T11:30:42","date_gmt":"2021-12-19T08:30:42","guid":{"rendered":"https:\/\/zdmaa.com\/having-trouble-handling-sales-price-objections-and-answers\/"},"modified":"2021-12-27T22:59:05","modified_gmt":"2021-12-27T19:59:05","slug":"having-trouble-handling-sales-price-objections-and-answers","status":"publish","type":"post","link":"https:\/\/zdmaa.com\/tr\/having-trouble-handling-sales-price-objections-and-answers\/","title":{"rendered":"Sat\u0131\u015f fiyat\u0131 itirazlar\u0131 ve cevaplar\u0131 ile ilgili sorun mu ya\u015f\u0131yorsunuz?"},"content":{"rendered":"

Sat\u0131\u015f fiyat\u0131 itirazlar\u0131 ve cevaplar\u0131 ile ilgili sorun mu ya\u015f\u0131yorsunuz?<\/span><\/span><\/span><\/span><\/p>\n

\n

\u0130\u015finiz telefonla sat\u0131\u015f yapmaksa ve t\u00fcketici fiyat sorunu ya\u015f\u0131yorsa ne yapars\u0131n\u0131z? <\/span>Sat\u0131\u015f fiyat\u0131 itirazlar\u0131na ve cevaplar\u0131na yan\u0131t vermek i\u00e7in farkl\u0131 stratejiler \u00f6\u011frenmek, uzun vadede aramalarda tasarruf etmenize yard\u0131mc\u0131 olacakt\u0131r. <\/span>Telefonda fiyat itirazlar\u0131na nas\u0131l yan\u0131t verilece\u011fi konusunda sat\u0131\u015f temsilcilerine y\u00f6nelik fikirler.<\/span><\/span><\/p>\n

Fiyat tart\u0131\u015fmayla alakal\u0131 hale geldi\u011finde<\/span><\/span><\/strong><\/h2>\n
<\/figure>\n

Ba\u015far\u0131l\u0131 sat\u0131\u015f temsilcileri genellikle sat\u0131\u015f g\u00f6r\u00fc\u015fmelerinin ba\u015f\u0131nda ve sonunda fiyatland\u0131rmadan bahseder. <\/span>Ba\u015fta fiyat\u0131 belirterek, beklentiler i\u00e7in bir tahmin yapar. <\/span>Konu\u015fman\u0131n sonuna yak\u0131n bir yerde fiyat\u0131 ba\u015fka s\u00f6zc\u00fcklerle ifade etmek, fiyat\u0131 do\u011frular.<\/span><\/span><\/p>\n

Sat\u0131\u015f g\u00f6r\u00fc\u015fmeleri s\u0131ras\u0131nda sat\u0131\u015f fiyat\u0131 itirazlar\u0131n\u0131n yayg\u0131n oldu\u011funu ve “hay\u0131r”\u0131n mutlaka “asla” anlam\u0131na gelmedi\u011fini bilin. <\/span>Ancak ayn\u0131 zamanda, sat\u0131\u015f fiyat\u0131 itirazlar\u0131n\u0131 ve yan\u0131tlar\u0131n\u0131 agresif de\u011fil, diplomatik bir \u015fekilde ele alman\u0131z gerekecek. <\/span>Potansiyel bir m\u00fc\u015fterinin neyi bir anla\u015fma bozucu olarak g\u00f6rd\u00fc\u011f\u00fcn\u00fc \u00f6\u011frenmek i\u00e7in bir \u015fans, \u00fcr\u00fcn\u00fc geli\u015ftirirken daha sonra kullan\u0131\u015fl\u0131 olabilecek bilgiler.<\/span><\/span><\/p>\n

Ana sorunun ne kadar pahal\u0131 oldu\u011funu \u00f6\u011frenmek i\u00e7in fiyatland\u0131rma hakk\u0131nda en fazla \u00fc\u00e7 soru sormay\u0131 d\u00fc\u015f\u00fcn\u00fcn. <\/span>Herhangi bir cevaba olumlu bir \u015fekilde yan\u0131t vermeye haz\u0131r olun. <\/span>Birincil itiraz\u0131n fiyatland\u0131rma oldu\u011fu ortaya \u00e7\u0131karsa, “Anl\u0131yorum, ba\u015fka insanlar da bana benzer \u015feyler s\u00f6yledi” gibi duygular\u0131n\u0131 \u00f6nemsedi\u011finizi anlamalar\u0131n\u0131 sa\u011flayacak bir \u015fey s\u00f6yleyin.<\/span><\/span><\/p>\n

Sakin bir tavr\u0131 korurken fiyat itirazlar\u0131n\u0131n \u00fcstesinden gelmenin yollar\u0131 vard\u0131r. <\/span>Ancak, size olumsuz sinyaller vermeye devam ederse, ayn\u0131 potansiyel m\u00fc\u015fteriyle \u00e7ok fazla zaman harcamak istemezsiniz.<\/span><\/span><\/p>\n

Potansiyel m\u00fc\u015fterinin ilgi d\u00fczeyini belirlemek i\u00e7in sat\u0131\u015f fiyat\u0131 itirazlar\u0131n\u0131 ve cevaplar\u0131n\u0131 kaydetmek en iyisidir. <\/span>Potansiyel m\u00fc\u015fterinin fiyatla ilgisi olmayan itirazlar\u0131 oldu\u011funu sohbetten \u00f6\u011frenebilirsiniz. <\/span>Potansiyel bir m\u00fc\u015fteri hakk\u0131nda ne kadar \u00e7ok \u015fey bilirseniz, onlar\u0131 o kadar do\u011fru bir \u015fekilde “s\u0131cak”, “s\u0131cak” veya so\u011fuk m\u00fc\u015fteri aday\u0131 olarak kategorize edebilirsiniz.<\/span><\/span><\/p>\n

\u0130tirazlar\u0131 uygun \u015fekilde ele alman\u0131n \u00f6nemi<\/span><\/span><\/strong><\/h2>\n

Pek \u00e7ok ki\u015finin art\u0131k telefonlar\u0131na hemen cevap vermemesinin nedenlerinden biri de telemarketing aramalar\u0131ndan b\u0131km\u0131\u015f olmalar\u0131d\u0131r. <\/span>\u00c7o\u011fu t\u00fcketici, \u00fcr\u00fcn ve hizmet satmaya \u00e7al\u0131\u015fan yabanc\u0131lardan art arda arama alman\u0131n nas\u0131l bir \u015fey oldu\u011funu bilir. <\/span>Belki de en can s\u0131k\u0131c\u0131 k\u0131s\u0131m, arayan\u0131n \u00fcr\u00fcn\u00fcn \u00fcretici taraf\u0131ndan reddedilme nedenlerini duymamas\u0131d\u0131r.<\/span><\/span><\/p>\n

<\/figure>\n

Bir\u00e7ok t\u00fcketici, yap\u0131c\u0131 geri bildirimin \u015firketlerin daha iyi \u00fcr\u00fcnler \u00fcretmesine yard\u0131mc\u0131 oldu\u011funu anlad\u0131klar\u0131 i\u00e7in onlar\u0131n g\u00f6r\u00fc\u015flerini duymak ister. <\/span>Bir sat\u0131\u015f eleman\u0131 olarak, her bireyin sat\u0131\u015f fiyat\u0131 itirazlar\u0131na y\u00f6nelik \u00e7\u00f6z\u00fcmleri \u00f6zelle\u015ftirmek \u00f6nemlidir. <\/span>“Herkese uyan tek beden” pazarlama kavram\u0131, t\u00fcketicilerin kendi \u00fcr\u00fcnlerini \u00e7evrimi\u00e7i olarak kolayca ara\u015ft\u0131rabilecekleri bir \u00e7a\u011fda i\u015fe yaram\u0131yor.<\/span><\/span><\/p>\n

Sat\u0131\u015f fiyat\u0131 itirazlar\u0131n\u0131 profesyonel bir \u015fekilde ele almak, i\u015fletmeler aras\u0131 ili\u015fkilerde kritik \u00f6neme sahiptir. <\/span>Potansiyel m\u00fc\u015fterilerin mesajlar\u0131n\u0131za yan\u0131t vermesini sa\u011flamak i\u00e7in her t\u00fcrl\u00fc stratejide, kendinizi al\u0131c\u0131n\u0131n yerine koymal\u0131s\u0131n\u0131z. <\/span>\u0130nsanlar istatistiklerden \u00e7ok insan muamelesi g\u00f6rmekten ho\u015flan\u0131rlar, bu y\u00fczden lider ara\u015ft\u0131rmalar\u0131 daha ki\u015fiselle\u015ftirilmi\u015f mesajlara do\u011fru ilerliyor.<\/span><\/span><\/p>\n

\u0130deal olarak, itirazla ba\u015fa \u00e7\u0131kma tekni\u011fi, t\u00fcketiciyi farkl\u0131 bir sonuca ve \u00fcr\u00fcn hakk\u0131nda yeni bir anlay\u0131\u015fa g\u00f6t\u00fcr\u00fcr. <\/span>\u0130tirazlarla ba\u015fa \u00e7\u0131kmak i\u00e7in etkili bir birle\u015ftirme s\u00fcreci Dinleme, Tan\u0131ma, Ke\u015ffetme ve Yan\u0131t Verme’dir (LAER). <\/span>Baz\u0131 sat\u0131\u015flar, sa\u011flad\u0131klar\u0131 bilgilere yan\u0131t vermeyi i\u00e7eren bir ki\u015finin hak kazanmas\u0131n\u0131 gerektirir.<\/span><\/span><\/p>\n

Beklentiler neden fiyatlara itiraz ediyor?<\/span><\/span><\/strong><\/h2>\n

\u0130nsanlar\u0131n telefonda sunulan bir \u00fcr\u00fcnle “ilgilenmiyorum” demek i\u00e7in farkl\u0131 nedenleri oldu\u011funu anlay\u0131n. <\/span>\u0130nsanlar\u0131n istenmeyen sat\u0131\u015f \u00e7a\u011fr\u0131lar\u0131na itiraz etmelerinin en yayg\u0131n gizli nedenlerinden baz\u0131lar\u0131 \u015funlard\u0131r:<\/span><\/span><\/p>\n

    \n
  1. Sat\u0131n almak i\u00e7in paralar\u0131 yok<\/span><\/span><\/li>\n
  2. \u00dcr\u00fcn\u00fc isteyebilirler ama indirim istiyorlar<\/span><\/span><\/li>\n
  3. sadece \u00fcr\u00fcn\u00fc be\u011fenmediler<\/span><\/span><\/li>\n
  4. \u015eirket veya markayla ilgili k\u00f6t\u00fc bir deneyim ya\u015fad\u0131lar<\/span><\/span><\/li>\n
  5. Sesini veya sunumunu be\u011fenmiyorlar<\/span><\/span><\/li>\n<\/ol>\n

    \u0130tirazlar geli\u015ftirin<\/span><\/span><\/strong><\/h2>\n

    Sat\u0131\u015f fiyat\u0131 itirazlar\u0131n\u0131 a\u015fman\u0131n anahtar\u0131, potansiyel m\u00fc\u015fterilerin fiyata itiraz etmelerinin belirli nedenlerine \u00f6zel yan\u0131tlar vermektir. <\/span>\u0130tirazlar\u0131 \u00f6nemsiz g\u00f6stermek i\u00e7in tasarlanm\u0131\u015f \u00e7\u00fcr\u00fctmelere dayal\u0131 olarak kendiniz veya di\u011fer sat\u0131\u015f temsilcileri i\u00e7in bir senaryo yazabilirsiniz. <\/span>Uygun delegasyonlar\u0131n kullan\u0131lmas\u0131, potansiyel m\u00fc\u015fteriyi en az\u0131ndan \u00fcr\u00fcn hakk\u0131nda d\u00fc\u015f\u00fcnmeye y\u00f6nlendirebilir.<\/span><\/span><\/p>\n

    Potansiyel bir m\u00fc\u015fteriye, belirli fiyatland\u0131rman\u0131n arkas\u0131nda iyi nedenler oldu\u011funu bildirmek, fiyat itirazlar\u0131n\u0131n \u00fcstesinden gelmenin anahtar\u0131d\u0131r. <\/span>\u00dcr\u00fcn\u00fcn ba\u015flang\u0131\u00e7ta ihtiyac\u0131 olmad\u0131\u011f\u0131n\u0131 d\u00fc\u015f\u00fcnen insanlara nas\u0131l yard\u0131mc\u0131 oldu\u011funu a\u00e7\u0131klayan bir vaka \u00e7al\u0131\u015fmas\u0131n\u0131 payla\u015fmaya haz\u0131r olun.<\/span><\/span><\/p>\n

    \u00c7\u00fcr\u00fctmelerinizin, olas\u0131l\u0131\u011f\u0131n e\u011filimlerin ula\u015famayaca\u011f\u0131 bir yer oldu\u011funa dair k\u00fc\u00e7\u00fcmseyici ifadelerden tamamen uzak durdu\u011fundan emin olun. <\/span>Bu, ge\u00e7en y\u00fczy\u0131l\u0131n \u00e7ok satan d\u00f6neminde i\u015fe yarayan bir taktik olabilir, ancak art\u0131k modas\u0131 ge\u00e7mi\u015f olarak kabul ediliyor.<\/span><\/span><\/p>\n

    Fiyat \u0130tirazlar\u0131n\u0131 A\u015fma Ad\u0131mlar\u0131<\/span><\/span><\/strong><\/h2>\n
    <\/figure>\n

    Bir itiraza duygusal olarak yan\u0131t vermek yerine, sakin ve arkada\u015f\u00e7a bir tart\u0131\u015fmay\u0131 s\u00fcrd\u00fcren \u00f6l\u00e7\u00fcl\u00fc bir yakla\u015f\u0131m benimseyin. <\/span>Reddedilmeyi ki\u015fisel alg\u0131lamay\u0131n. <\/span>A\u015f\u0131r\u0131 sat\u0131\u015f bask\u0131s\u0131na ba\u015fvurmadan \u015fu ad\u0131mlar\u0131 izleyin:<\/span><\/span><\/p>\n

      \n
    1. D\u00fc\u015f\u00fcncelerini tamamlama olana\u011f\u0131na izin ver<\/span><\/span><\/li>\n
    2. birka\u00e7 saniye duraklay\u0131n<\/span><\/span><\/li>\n
    3. Potansiyel bir m\u00fc\u015fteriye basit bir soru sorun<\/span><\/span><\/li>\n
    4. Potansiyel m\u00fc\u015fteri konu\u015fmay\u0131 bitirdi\u011finde, bir takip sorusu sorun.<\/span><\/span><\/li>\n
    5. Durumlar\u0131n\u0131 \u00f6zetleyerek potansiyel m\u00fc\u015fterinin anlad\u0131\u011f\u0131n\u0131z\u0131 bilmesini sa\u011flay\u0131n<\/span><\/span><\/li>\n
    6. Gerekirse a\u00e7\u0131klama isteyin<\/span><\/span><\/li>\n
    7. Endi\u015felerini duyuran \u00fcr\u00fcn de\u011feri ve yat\u0131r\u0131m getirisi hakk\u0131nda bilgi sa\u011flay\u0131n<\/span><\/span><\/li>\n<\/ol>\n

      Potansiyel m\u00fc\u015fteriye endi\u015felerini dinledi\u011finizi bildirerek, yo\u011fun bir konu\u015fma yapma \u015fans\u0131n\u0131z daha y\u00fcksektir. <\/span>Giri\u015fimi kilitlemeye \u00e7al\u0131\u015fmak yerine, gelecekteki konu\u015fmalara yol a\u00e7abilecek bir ili\u015fki geli\u015ftirmeye daha fazla odaklan\u0131n. <\/span>Sat\u0131\u015f fiyat\u0131 itirazlar\u0131n\u0131n \u00f6z\u00fcne indi\u011finizde, ki\u015finin “\u015fimdi” sat\u0131n almaya haz\u0131r olmad\u0131\u011f\u0131n\u0131, ancak gelecekte sat\u0131n almaya a\u00e7\u0131k olabilece\u011fini biliyor olabilirsiniz.<\/span><\/span><\/p>\n

      Fiyat itirazlar\u0131na faydal\u0131 cevaplar<\/span><\/span><\/strong><\/h2>\n

      \u00d6zellikle bir B2B ili\u015fkisi s\u00f6z konusuysa, tek bir g\u00f6r\u00fc\u015fmede sat\u0131\u015f fiyat\u0131 itirazlar\u0131na \u00e7\u00f6z\u00fcm bulamayabilirsiniz. <\/span>Sat\u0131\u015fa ne zaman girip \u00e7\u0131kaca\u011f\u0131n\u0131z\u0131 bilin, b\u00f6ylece tek umursad\u0131\u011f\u0131n\u0131z \u015fey satmakm\u0131\u015f gibi g\u00f6r\u00fcnmeyin. <\/span>Sat\u0131\u015f itirazlar\u0131n\u0131 ele almak i\u00e7in a\u015fa\u011f\u0131daki yan\u0131tlar\u0131 g\u00f6z \u00f6n\u00fcnde bulundurun:<\/span><\/span><\/p>\n

        \n
      1. Fiyat neye k\u0131yasla?<\/span><\/span><\/li>\n
      2. \u00dcr\u00fcn\u00fcn neden pahal\u0131 oldu\u011funu d\u00fc\u015f\u00fcnd\u00fc\u011f\u00fcn\u00fcz\u00fc a\u00e7\u0131klay\u0131n<\/span><\/span><\/li>\n
      3. Sadece b\u00fct\u00e7enize uymayan bir \u00fcr\u00fcn m\u00fc?<\/span><\/span><\/li>\n
      4. \u00dcr\u00fcn\u00fc b\u00fct\u00e7enize uygun hale getirmenin yollar\u0131na bakal\u0131m<\/span><\/span><\/li>\n
      5. Bu \u00fcr\u00fcnle ilgili tek sorununuz fiyat m\u0131?<\/span><\/span><\/li>\n
      6. \u00dcr\u00fcnden g\u00fcnl\u00fck olarak alabilece\u011finiz de\u011fere bir g\u00f6z atal\u0131m.<\/span><\/span><\/li>\n
      7. Daha \u00f6nce bu t\u00fcr bir \u00fcr\u00fcn sat\u0131n ald\u0131n\u0131z m\u0131?<\/span><\/span><\/li>\n
      8. En son ne zaman tamamen fiyata dayal\u0131 bir \u015fey sat\u0131n ald\u0131n\u0131z?<\/span><\/span><\/li>\n
      9. Bu anla\u015fmay\u0131 ka\u00e7\u0131rman\u0131 istemiyorum<\/span><\/span><\/li>\n<\/ol>\n
        <\/figure>\n

        Sat\u0131\u015f g\u00f6revlileri, konu\u015fmak yerine dinlemeye odakland\u0131klar\u0131nda, sat\u0131\u015f itirazlar\u0131yla ba\u015f etmede genellikle daha ba\u015far\u0131l\u0131 olurlar. <\/span>\u0130ster ar\u0131yor ister arama yap\u0131yor olun, her potansiyel m\u00fc\u015fteriyi uzun vadeli olarak d\u00fc\u015f\u00fcnmelisiniz. <\/span>Bug\u00fcn kapatamazsan\u0131z, daha sonra m\u00fc\u015fteri \u00fcr\u00fcne daha a\u015fina hale geldi\u011finde daha iyi \u015fans\u0131n\u0131z olabilir.<\/span><\/span><\/p>\n

        Bazen sessizlik, fiyat itiraz\u0131na en iyi yan\u0131tt\u0131r. <\/span>Potansiyel m\u00fc\u015fterinin s\u00f6ylediklerini d\u00fc\u015f\u00fcnmesine izin verin ve neden itiraz ettiklerini a\u00e7\u0131klama \u015fans\u0131 verin.<\/span><\/span><\/p>\n

        \u00e7\u00f6z\u00fcm<\/span><\/span><\/strong><\/h2>\n

        Sat\u0131\u015f fiyatlar\u0131na yap\u0131lan itirazlara do\u011fru \u00e7\u00f6z\u00fcmleri bulmak, her potansiyel m\u00fc\u015fteri i\u00e7in \u00f6\u011frenme s\u00fcrecinin bir par\u00e7as\u0131d\u0131r. <\/span>Pek \u00e7ok t\u00fcketicinin, \u00e7evrimi\u00e7i \u00fcr\u00fcn incelemeleri \u00fczerine yapt\u0131klar\u0131 ara\u015ft\u0131rmalara dayanarak al\u0131\u015fveri\u015f listeleri planlad\u0131\u011f\u0131n\u0131 unutmay\u0131n. <\/span>Bu nedenle, itibar izleme yaz\u0131l\u0131m\u0131 kullanarak \u00f6nceki m\u00fc\u015fterilerin geri bildirimlerini dinlemeniz \u00e7ok \u00f6nemlidir.<\/span><\/span><\/p>\n

        Olumlu bir \u00e7evrimi\u00e7i itibar\u0131 korumak, sat\u0131\u015f itirazlar\u0131n\u0131n \u00fcstesinden gelmenin anahtarlar\u0131ndan biridir. <\/span>\u0130deal olarak, her \u00e7a\u011fr\u0131, t\u00fcketiciyi ve fabrikalar\u0131 gelecekte de\u011ferlendirilmek \u00fczere zihinlerindeki fikirler hakk\u0131nda bilgilendiren g\u00f6nderiye eklenir.<\/span><\/span><\/p>\n<\/div>\n","protected":false},"excerpt":{"rendered":"

        Sat\u0131\u015f fiyat\u0131 itirazlar\u0131 ve cevaplar\u0131 ile ilgili sorun mu ya\u015f\u0131yorsunuz? \u0130\u015finiz telefonla sat\u0131\u015f yapmaksa ve t\u00fcketici fiyat sorunu ya\u015f\u0131yorsa ne yapars\u0131n\u0131z? Sat\u0131\u015f fiyat\u0131 itirazlar\u0131na ve cevaplar\u0131na yan\u0131t vermek i\u00e7in farkl\u0131 stratejiler \u00f6\u011frenmek, uzun vadede aramalarda tasarruf etmenize yard\u0131mc\u0131 olacakt\u0131r. Telefonda fiyat itirazlar\u0131na nas\u0131l yan\u0131t verilece\u011fi konusunda sat\u0131\u015f temsilcilerine y\u00f6nelik fikirler. Fiyat tart\u0131\u015fmayla alakal\u0131 hale geldi\u011finde …<\/p>\n","protected":false},"author":1,"featured_media":9937,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[25],"tags":[],"class_list":["post-11946","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-uncategorized-tr"],"yoast_head":"\nSat\u0131\u015f fiyat\u0131 itirazlar\u0131 ve cevaplar\u0131 ile ilgili sorun mu ya\u015f\u0131yorsunuz? - zdmaa<\/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:\/\/zdmaa.com\/tr\/having-trouble-handling-sales-price-objections-and-answers\/\" \/>\n<meta property=\"og:locale\" content=\"tr_TR\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Sat\u0131\u015f fiyat\u0131 itirazlar\u0131 ve cevaplar\u0131 ile ilgili sorun mu ya\u015f\u0131yorsunuz? - zdmaa\" \/>\n<meta property=\"og:description\" content=\"Sat\u0131\u015f fiyat\u0131 itirazlar\u0131 ve cevaplar\u0131 ile ilgili sorun mu ya\u015f\u0131yorsunuz? \u0130\u015finiz telefonla sat\u0131\u015f yapmaksa ve t\u00fcketici fiyat sorunu ya\u015f\u0131yorsa ne yapars\u0131n\u0131z? 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