{"id":7435,"date":"2020-04-17T18:20:43","date_gmt":"2020-04-17T18:20:43","guid":{"rendered":"https:\/\/greatdemo.com\/?p=7435"},"modified":"2023-01-27T22:42:00","modified_gmt":"2023-01-27T22:42:00","slug":"tiene-sentido","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/es\/does-that-make-sense\/","title":{"rendered":"\u00bfTiene sentido?"},"content":{"rendered":"<p>Escuchamos preguntas sobre el uso de esta frase en casi todos los talleres de \u00a1Gran Demo! (y, m\u00e1s recientemente, en nuestras sesiones de Great Connection!).  Deber\u00edamos utilizar esta frase en nuestras demostraciones y\/o existen alternativas?<\/p>\n<p>No, S\u00ed, y S\u00ed...<\/p>\n<p><strong>No<\/strong><\/p>\n<p>Hay mucha gente que se opone violentamente a \"\u00bfTiene sentido?\". - y podemos ver por qu\u00e9, ya que las opciones de respuesta del cliente son bastante limitadas:<\/p>\n<p>El vendedor pregunta: \"\u00bfTiene sentido?\".  El cliente responde,<\/p>\n<ul>\n<li>\"Um, s\u00ed...\" (es decir, s\u00ed, tiene sentido y lo entend\u00ed)<\/li>\n<li>\"Um, s\u00ed...\" (es decir, no estoy seguro de haber entendido)<\/li>\n<li>\"Um, s\u00ed...\" (es decir, no, no ten\u00eda sentido para m\u00ed - \u00a1pero no quiero parecer est\u00fapido!)<\/li>\n<li>\"Creo que s\u00ed...\" (lo que significa que no estoy seguro de nada...)<\/li>\n<li>\"Lo siento, no...\" (es decir, \u00a1me estoy enfadando porque me preguntan esto una y otra vez...!).<\/li>\n<li>\"\u00a1No!\" (lo que significa que me estoy enfadando mucho y si me lo pides una vez m\u00e1s, \u00a1dar\u00e9 por terminada esta demo!).<\/li>\n<\/ul>\n<p>\u00a1La ambig\u00fcedad aqu\u00ed es muy alta!<\/p>\n<p><strong>S\u00ed<\/strong><\/p>\n<p>Utilizando la frase <em>ocasionalmente<\/em> es probablemente aceptable - particularmente si otras frases de comprobaci\u00f3n se distribuyen (ricamente) entre su uso.  Adem\u00e1s, es adecuado si est\u00e1 respondiendo a una pregunta espec\u00edfica con una respuesta detallada - en este caso es probable que est\u00e9 buscando comprensi\u00f3n y comprobando la integridad de su respuesta.<\/p>\n<p>Sin embargo, puede llegar a ser bastante agobiante cuando preguntamos: \"\u00bfTiene sentido?\" cada 2 minutos en una demostraci\u00f3n.  Y lo que es peor, puede crear confusi\u00f3n.  \u00bfExisten otras opciones?  (\u00a1Por supuesto!)<\/p>\n<p><strong>S\u00ed - Alternativas<\/strong><\/p>\n<p>El objetivo de \"\u00bfTiene sentido?\" es conocer la opini\u00f3n del cliente.  As\u00ed que aqu\u00ed tienes algunas opciones que puedes considerar:<\/p>\n<p>Alternativas de facturaci\u00f3n general:<\/p>\n<ul>\n<li>\"\u00bfPreguntas?\"<\/li>\n<li>\"\u00bfPreguntas o comentarios?\"<\/li>\n<li>\"\u00bfTus pensamientos?\"<\/li>\n<li>\"\u00bfRetroalimentaci\u00f3n?\"<\/li>\n<li>\"\u00bfQu\u00e9 te parece hasta ahora?\"<\/li>\n<li>\"\u00bfComentarios, preguntas, observaciones?\"<\/li>\n<li>\"\u00bfTe resuena?\"<\/li>\n<li>\"\u00bfQu\u00e9 opinas de esto?\"<\/li>\n<li>\"\u00bfQu\u00e9 te parece esto?\"<\/li>\n<li>\"\u00bfEs este el tipo de capacidad que tienes en mente?\"<\/li>\n<\/ul>\n<p>Al responder a preguntas concretas de los clientes:<\/p>\n<ul>\n<li>\"\u00bfResponde eso suficientemente a su pregunta?\"<\/li>\n<li>\"\u00bfEs suficiente?\"<\/li>\n<li>\"\u00bfHe respondido adecuadamente a su pregunta?\"<\/li>\n<li>\"\u00bfEs eso lo que quer\u00edas saber?\"<\/li>\n<li>\"\u00bfEs suficiente o tenemos que profundizar m\u00e1s?\".<\/li>\n<\/ul>\n<p>Otra opci\u00f3n (estupenda) para ambos casos es hacer un breve resumen:<\/p>\n<ul>\n<li>\"As\u00ed que, para resumir...\"<\/li>\n<li>\"Para recapitular...\"<\/li>\n<li>\"As\u00ed que lo que has visto hasta ahora...\"<\/li>\n<li>\"En conclusi\u00f3n (sobre este punto)...\"<\/li>\n<li>\"En resumen...\"<\/li>\n<\/ul>\n<p>El acto de resumir permite al cliente saber que es su turno de comentar o preguntar.<\/p>\n<p><strong>\u00bfAlguna otra sugerencia?<\/strong><\/p>","protected":false},"excerpt":{"rendered":"<p>\u00bfDeber\u00edamos utilizar esta frase en nuestras demostraciones y\/o existen alternativas?<\/p>","protected":false},"author":2,"featured_media":7436,"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 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