{"id":25838,"date":"2021-01-14T11:43:27","date_gmt":"2021-01-14T19:43:27","guid":{"rendered":"https:\/\/greatdemo.com\/?p=25838"},"modified":"2023-01-27T22:40:58","modified_gmt":"2023-01-27T22:40:58","slug":"como-descubrir-la-importancia-de-las-preguntas-por-que","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/es\/doing-discovery-the-importance-of-why-questions\/","title":{"rendered":"Descubrir - La importancia de las preguntas \"\u00bfPor qu\u00e9?"},"content":{"rendered":"

\u00a0 \u00a0 El cliente potencial pregunta: \"\u00bfSu software puede hacer xxx?\".<\/p>\n

\u00a0 \u00a0 El vendedor responde: \"S\u00ed, por supuesto\".<\/p>\n

No puedo decirle cu\u00e1ntas veces se ha producido esa breve conversaci\u00f3n, \u00a1sin que el vendedor haya hecho ninguna pregunta de seguimiento...! \u00bfQu\u00e9 falta? Preguntar: \"\u00bfPor qu\u00e9?\"<\/p>\n

Con demasiada frecuencia, los vendedores se limitan a hacer preguntas sobre las necesidades del cliente potencial, sin hacer preguntas aclaratorias, lo que supone una gran p\u00e9rdida de oportunidades...<\/p>\n

Repasemos de nuevo la conversaci\u00f3n, esta vez con un vendedor m\u00e1s comprometido:<\/p>\n

\u00a0 \u00a0 El cliente potencial pregunta: \"\u00bfSu software puede hacer xxx?\".<\/p>\n

\u00a0 \u00a0 El vendedor responde: \"S\u00ed, por supuesto, \u00bfpor qu\u00e9 es importante para usted?\".<\/p>\n

\u00a0 \u00a0 El cliente potencial responde: \"Oh, es realmente dif\u00edcil de hacer hoy en d\u00eda; en gran medida es un proceso manual que lleva horas y es un requisito clave para nosotros\".<\/p>\n

\u00a0 \u00a0 \"Entiendo\", dice el vendedor, \"\u00bfcon qu\u00e9 frecuencia hay que hacer esto y en qu\u00e9 m\u00e1s repercute?\".<\/p>\n

La conversaci\u00f3n contin\u00faa, con dos resultados intrigantes:<\/p>\n

    \n
  1. El vendedor adquiere una comprensi\u00f3n mucho m\u00e1s rica de la situaci\u00f3n del cliente potencial, junto con el valor asociado de la capacidad.<\/li>\n
  2. Y el cliente potencial tiene la sensaci\u00f3n de que el vendedor comprende mejor su situaci\u00f3n, lo que le hace sentirse m\u00e1s c\u00f3modo trabajando con \u00e9l.<\/li>\n<\/ol>\n

    Las preguntas \"\u00bfPor qu\u00e9?\" son desencadenantes encantadores: \u00a1no desaproveche estas oportunidades en sus di\u00e1logos de Descubrimiento!<\/p>","protected":false},"excerpt":{"rendered":"

    El cliente potencial pregunta: \"\u00bfSu software puede hacer xxx?\".<\/p>\n

    El vendedor responde: \"S\u00ed, por supuesto\".<\/p>\n

    No puedo decirle cu\u00e1ntas veces se ha producido esa breve conversaci\u00f3n, \u00a1sin que el vendedor haya hecho ninguna pregunta de seguimiento...! \u00bfQu\u00e9 falta? Preguntar: \"\u00bfPor qu\u00e9?\"<\/p>","protected":false},"author":2,"featured_media":25839,"comment_status":"open","ping_status":"closed","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":"default","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":[14,20,8,9],"tags":[7],"class_list":["post-25838","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-advanced_topics","category-doing_discovery","category-great-demo-blog","category-growth_development","tag-blog"],"acf":[],"_links":{"self":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/25838","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/comments?post=25838"}],"version-history":[{"count":0,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/25838\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media\/25839"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media?parent=25838"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/categories?post=25838"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/tags?post=25838"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}