{"id":35787,"date":"2024-08-08T16:55:01","date_gmt":"2024-08-08T16:55:01","guid":{"rendered":"https:\/\/greatdemo.com\/?p=35787"},"modified":"2024-08-08T16:55:01","modified_gmt":"2024-08-08T16:55:01","slug":"descubrimiento-no-7-haga-cinco-minutos-de-descubrimiento-y-luego-ofrezca-su-demostracion-general-estandar","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/es\/discovery-dont-7-do-five-minutes-of-discovery-and-then-deliver-your-standard-overview-demo\/","title":{"rendered":"Descubrimiento No #7 Haga cinco minutos de descubrimiento y luego ofrezca su demostraci\u00f3n general est\u00e1ndar."},"content":{"rendered":"<p>Inquietantemente, <em>cientos<\/em> de los vendedores siguen avanzando improductivamente por este camino. Parece estar impulsado por el af\u00e1n de los vendedores de <em>mostrar y contar<\/em> en lugar de <em>pregunte y escuche<\/em>.<\/p>\n<p>Los resultados son los que cabr\u00eda esperar: ciclos de ventas prolongados, clientes potenciales frustrados, m\u00faltiples demostraciones, POC y POV innecesarios, escaso \"ajuste\" de la soluci\u00f3n y p\u00e9rdidas ante No Decision y ante competidores que hacen un mejor trabajo de descubrimiento.<\/p>\n<p>Recuerde: El proveedor al que el cliente potencial percibe como el que realiza un mejor trabajo de descubrimiento se encuentra en una posici\u00f3n competitiva ventajosa.<\/p>\n<p>Analog\u00eda hospitalaria: Imagina que llegas a un hospital tras sufrir un accidente de bicicleta: Est\u00e1s sangrando, te duele y te preocupan los huesos rotos. Un m\u00e9dico te pregunta: \"\u00bfD\u00f3nde te duele?\". Tras tu breve respuesta (\"\u00a1En todas partes...!\"), te llevan a recorrer el hospital, se\u00f1al\u00e1ndote los maravillosos equipos, personal, suministros, sistemas y servicios disponibles...<\/p>\n<p>\u00bfLa soluci\u00f3n? Ponga sus ofertas y su empresa \"a sus espaldas\" en un sentido virtual y entable una conversaci\u00f3n de descubrimiento fruct\u00edfera y beneficiosa para ambas partes. Entonces podr\u00e1 presentar una oferta n\u00edtida y centrada. <a href=\"https:\/\/www.amazon.com\/dp\/B0C9SNKC2Y\/ref=tmm_pap_swatch_0?_encoding=UTF8&amp;qid=1688763837&amp;sr=1-4\" target=\"_blank\" rel=\"noopener\">Demostraci\u00f3n t\u00e9cnica<\/a> \u00a1que puede eliminar la necesidad de cualquier otra prueba!<\/p>\n<p>Este es el #7 de la Docena Sucia de No Hacer Descubrimientos - \u00a1puedes encontrar los doce aqu\u00ed! <a href=\"https:\/\/lnkd.in\/evUnp8YV\" target=\"_blank\" rel=\"noopener\">https:\/\/lnkd.in\/evUnp8YV<\/a><\/p>\n<p>&nbsp;<\/p>\n<p>Encontrar\u00e1 todas las recomendaciones en <em>Descubrimiento<\/em>:<\/p>\n<p><a href=\"https:\/\/lnkd.in\/g28PXx55\" target=\"_blank\" rel=\"noopener\">https:\/\/lnkd.in\/g28PXx55<\/a><\/p>","protected":false},"excerpt":{"rendered":"<p>Resulta inquietante que cientos de vendedores sigan avanzando improductivamente por este camino. Parece obedecer al af\u00e1n de los vendedores por mostrar y contar en lugar de<\/p>","protected":false},"author":2,"featured_media":35788,"comment_status":"closed","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":"default","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":[20],"tags":[7],"class_list":["post-35787","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-doing_discovery","tag-blog"],"acf":[],"_links":{"self":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/35787","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=35787"}],"version-history":[{"count":2,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/35787\/revisions"}],"predecessor-version":[{"id":35790,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/35787\/revisions\/35790"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media\/35788"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media?parent=35787"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/categories?post=35787"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/tags?post=35787"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}