{"id":35897,"date":"2024-08-27T16:12:10","date_gmt":"2024-08-27T16:12:10","guid":{"rendered":"https:\/\/greatdemo.com\/?p=35897"},"modified":"2024-08-27T16:12:10","modified_gmt":"2024-08-27T16:12:10","slug":"discovery-dont-bonus-no-anime-a-su-cliente-potencial-a-salirse-del-guion","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/es\/discovery-dont-bonus-dont-encourage-your-prospect-to-go-off-script\/","title":{"rendered":"Descubrimiento \u00a1No BONIFICAR! No anime a su cliente potencial a salirse del gui\u00f3n"},"content":{"rendered":"

\"Bueno\", dijo el vendedor, \"hemos cubierto todas las preguntas de la lista. Gracias por su tiempo...\"<\/p>\n

El cliente potencial hab\u00eda estado contemplando la posibilidad de revelar otro asunto muy importante, pero como el vendedor estaba cerrando la reuni\u00f3n, el jugador potencial no ofreci\u00f3 nada. Mala jugada, vendedor.<\/p>\n

Hace a\u00f1os, Steve Jobs era famoso por comentar casualmente, al final de una presentaci\u00f3n, \"Oh, una cosa m\u00e1s...\" y entonces revelaba un nuevo y sorprendente producto, caracter\u00edstica, servicio o concepto.<\/p>\n

Analog\u00eda hospitalaria: Has estado hablando de unas molestias gastrointestinales con tu m\u00e9dico, que te ha recetado un anti\u00e1cido. Est\u00e1 a punto de abandonar la sala de exploraci\u00f3n y, cuando la mano de su m\u00e9dico se acerca al pomo de la puerta para salir, usted comenta: \"En realidad, estoy algo preocupado por un dolor de cabeza recurrente que he estado teniendo. \u00bfPodemos hablar de ello?\".<\/p>\n

Esto se conoce como efecto pomo<\/a>en el que los pacientes se sienten inc\u00f3modos para revelar informaci\u00f3n cr\u00edtica hasta el \u00faltimo momento posible.<\/p>\n

\u00bfSoluci\u00f3n? Esta es mi favorito<\/em> pregunta de descubrimiento, utilizada al final de la conversaci\u00f3n: \"\u00bfHay algo de lo que no hayamos hablado que nos pueda interesar? debe <\/em>discutir\". Esto abre la puerta (ejem) a cualquier informaci\u00f3n adicional no estructurada de su cliente potencial. Pru\u00e9belo.<\/p>\n

Este es un BONO de La Docena Sucia de Cosas que No se Deben Hacer en los Descubrimientos - \u00a1puedes encontrar los doce aqu\u00ed! https:\/\/lnkd.in\/evUnp8YV<\/a><\/p>\n

Encontrar\u00e1 todas las recomendaciones en Descubrimiento<\/em>:<\/p>\n

https:\/\/lnkd.in\/g28PXx55<\/a><\/p>","protected":false},"excerpt":{"rendered":"

\"Bueno\", dijo el vendedor, \"hemos cubierto todas las preguntas de la lista. Gracias por su tiempo...\". El cliente potencial hab\u00eda estado contemplando la posibilidad de revelar otra, muy<\/p>","protected":false},"author":2,"featured_media":35899,"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-35897","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\/35897","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=35897"}],"version-history":[{"count":1,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/35897\/revisions"}],"predecessor-version":[{"id":35900,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/35897\/revisions\/35900"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media\/35899"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media?parent=35897"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/categories?post=35897"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/tags?post=35897"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}