\"\u00a1Tienes un culo bien gordo!\", exclam\u00f3 triunfante Steve, mi compa\u00f1ero de juegos de rol.<\/p>\n
Est\u00e1bamos en una sesi\u00f3n de formaci\u00f3n inicial de ventas en la que el ponente nos exhort\u00f3 a cambiar nuestras t\u00edpicas respuestas de \"S\u00ed, pero...\" en las discusiones por \"S\u00ed\", y<\/em>...\" Se\u00f1al\u00f3 que cuando la mayor\u00eda de la gente oye \"S\u00ed, pero...\" lo que est\u00e1 realmente<\/em> audiencia es \"No\".<\/p>\n Me dijo: \"S\u00ed, y<\/em>...\" es un enfoque m\u00e1s s\u00f3lido para ofrecer una respuesta, sobre todo cuando tu r\u00e9plica representa una opini\u00f3n, direcci\u00f3n u orientaci\u00f3n diferentes. Se\u00f1al\u00f3 que los c\u00f3micos expertos en improvisaci\u00f3n siempre construya<\/em> sobre las ideas previas de sus colegas. \"S\u00ed, y<\/em>...\" es una forma estupenda de conseguirlo.<\/p>\n El ponente utiliz\u00f3 una forma sencilla y a la postre muy eficaz de ense\u00f1arnos el \"S\u00ed, y<\/em>...\" alternativa. Nos emparej\u00f3, nos indic\u00f3 que eligi\u00e9ramos un tema de debate y nos dijo que adopt\u00e1ramos puntos de vista opuestos.<\/p>\n \"En tu di\u00e1logo\", dijo, \"cada vez que oigas 'S\u00ed, pero...<\/em>' de tu compa\u00f1ero tienes que gritarle: '\u00a1Tienes un culo muy gordo!\".<\/p>\n No pas\u00f3 mucho tiempo antes de que la gente gritara: \"\u00a1Tienes un culo muy gordo!\" por todo el recinto, junto con muchas risas.<\/p>\n La formaci\u00f3n funcion\u00f3. Creo que casi todos los que asistimos hemos tenido cuidado de utilizar el \"S\u00ed, y<\/em>...\" desde entonces.<\/p>\n Moraleja: \u00a1hay mucho que podemos aprender de la improvisaci\u00f3n!<\/p>\n Teaser: Este es un ejemplo de mi pr\u00f3ximo libro, \"Suspending Disbelief: Una colecci\u00f3n de historias de ventas y preventas (y lecciones aprendidas)\".<\/p>\n <\/p>","protected":false},"excerpt":{"rendered":" \"\u00a1Tienes un culo bien gordo!\", exclam\u00f3 triunfante Steve, mi compa\u00f1ero de juegos de rol. Est\u00e1bamos en una sesi\u00f3n de formaci\u00f3n inicial de ventas en la que el ponente exhortaba<\/p>","protected":false},"author":2,"featured_media":36915,"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":[16],"tags":[7],"class_list":["post-36914","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-humor","tag-blog"],"acf":[],"_links":{"self":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/36914","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=36914"}],"version-history":[{"count":1,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/36914\/revisions"}],"predecessor-version":[{"id":36916,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/36914\/revisions\/36916"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media\/36915"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media?parent=36914"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/categories?post=36914"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/tags?post=36914"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}