{"id":8421,"date":"2020-04-15T13:48:40","date_gmt":"2020-04-15T12:48:40","guid":{"rendered":"https:\/\/drwebercoaching.com\/venta-consultiva-frente-a-venta-transaccional\/"},"modified":"2022-07-10T04:38:59","modified_gmt":"2022-07-10T03:38:59","slug":"venta-consultiva-frente-a-venta-transaccional","status":"publish","type":"post","link":"https:\/\/drwebercoaching.com\/es\/venta-consultiva-frente-a-venta-transaccional\/","title":{"rendered":"Venta consultiva frente a venta transaccional"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"8421\" class=\"elementor elementor-8421 elementor-956\" data-elementor-post-type=\"post\">\n\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-599adb6 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"599adb6\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-c9e5552\" data-id=\"c9e5552\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-10c0454 elementor-widget elementor-widget-text-editor\" data-id=\"10c0454\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p dir=\"ltr\" style=\"line-height: 1.38; margin-top: 12pt; margin-bottom: 12pt;\"><span style=\"font-size: 29pt; font-family: Arial; color: #000000; background-color: transparent; font-weight: 400; font-style: normal; font-variant: normal; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;\">L<\/span><span style=\"font-size: 18pt; font-family: Arial; color: #000000; background-color: transparent; font-weight: 400; font-style: normal; font-variant: normal; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;\">as mejores t\u00e9cnicas de venta han pasado de la venta transaccional a la venta consultiva. Hoy en d\u00eda, los empleados del sector minorista que realizan simples transacciones de venta reciben formaci\u00f3n en venta consultiva. La venta consultiva tiene un enfoque muy diferente al de la venta transaccional y ha demostrado ser la base de la estrategia de ventas m\u00e1s eficaz.<\/span><\/p>\r\n\r\n<h3 dir=\"ltr\" style=\"line-height: 1.38; margin-top: 14pt; margin-bottom: 4pt;\"><span style=\"font-size: 18pt; font-family: Arial; color: #000000; background-color: transparent; font-weight: bold; font-style: normal; font-variant: normal; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;\">La venta consultiva frente a la venta transaccional Venta transaccional<\/span><\/h3>\r\n<p dir=\"ltr\" style=\"line-height: 1.38; margin-top: 12pt; margin-bottom: 12pt;\"><span style=\"font-size: 18pt; font-family: Arial; color: #000000; background-color: transparent; font-weight: 400; font-style: normal; font-variant: normal; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;\">Aunque el resultado deseado es el mismo, la ecuaci\u00f3n es muy diferente cuando se trata de la venta transaccional frente a <a href=\"https:\/\/www.mheda.org\/journal\/\" target=\"_blank\" rel=\"noopener nofollow\">la venta consultiva<\/a><\/span><span style=\"font-size: 18pt; font-family: Arial; color: #000000; background-color: transparent; font-weight: 400; font-style: normal; font-variant: normal; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;\">.<\/span><\/p>\r\n\r\n<h3 dir=\"ltr\" style=\"line-height: 1.38; margin-top: 14pt; margin-bottom: 4pt;\"><span style=\"font-size: 18pt; font-family: Arial; color: #000000; background-color: transparent; font-weight: bold; font-style: normal; font-variant: normal; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;\">Venta transaccional<\/span><\/h3>\r\n<p dir=\"ltr\" style=\"line-height: 1.38; margin-top: 12pt; margin-bottom: 12pt;\"><span style=\"font-size: 18pt; font-family: Arial; color: #000000; background-color: transparent; font-weight: 400; font-style: normal; font-variant: normal; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;\">La venta transaccional es una venta simple y a corto plazo que se centra en el producto y quiz\u00e1 en el precio m\u00e1s bajo. El cliente ya sabe lo que necesita, as\u00ed que el vendedor no necesita saber mucho sobre el <a href=\"https:\/\/www.forbes.com\/sites\/georgedeeb\/2017\/03\/01\/the-top-3-selling-techniques-which-is-best-for-your-business\/?sh=5cf0b7e24f56\" target=\"_blank\" rel=\"noopener nofollow\">producto<\/a>. Cuando uno va a la tienda a comprar papel higi\u00e9nico, entrega el dinero y se marcha. Ese es un ejemplo de venta transaccional.<\/span><\/p>\r\n\r\n<h3 dir=\"ltr\" style=\"line-height: 1.38; margin-top: 14pt; margin-bottom: 4pt;\"><span style=\"font-size: 18pt; font-family: Arial; color: #000000; background-color: transparent; font-weight: bold; font-style: normal; font-variant: normal; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;\">Venta consultiva<\/span><\/h3>\r\n<p dir=\"ltr\" style=\"line-height: 1.38; margin-top: 12pt; margin-bottom: 12pt;\"><span style=\"font-size: 18pt; font-family: Arial; color: #000000; background-color: transparent; font-weight: 400; font-style: normal; font-variant: normal; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;\">Por otro lado, la venta consultiva es un proceso m\u00e1s complejo y a largo plazo que implica la colaboraci\u00f3n entre el comprador y el vendedor. El cliente necesita orientaci\u00f3n para resolver su problema, por lo que el vendedor debe saber m\u00e1s sobre su producto o servicios para ofrecer soluciones. Pero, para ofrecer la mejor soluci\u00f3n, el vendedor debe primero desarrollar una comprensi\u00f3n del negocio, el sector y las necesidades del cliente. La interacci\u00f3n se convierte m\u00e1s en una relaci\u00f3n que en una transacci\u00f3n.<\/span><\/p>\r\n\r\n<h3 dir=\"ltr\" style=\"line-height: 1.38; margin-top: 14pt; margin-bottom: 4pt;\"><span style=\"font-size: 18pt; font-family: Arial; color: #000000; background-color: transparent; font-weight: bold; font-style: normal; font-variant: normal; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;\">La venta consultiva ofrece lo siguiente:<\/span><\/h3>\r\n<ul style=\"margin-top: 0; margin-bottom: 0; padding-inline-start: 48px;\">\r\n \t<li dir=\"ltr\" style=\"list-style-type: disc; font-size: 18pt; font-family: Arial; color: #000000; background-color: transparent; font-weight: 400; font-style: normal; font-variant: normal; text-decoration: none; vertical-align: baseline; white-space: pre;\" aria-level=\"1\">\r\n<p dir=\"ltr\" style=\"line-height: 1.38; margin-top: 12pt; margin-bottom: 0pt;\" role=\"presentation\"><span style=\"font-size: 18pt; font-family: Arial; color: #000000; background-color: transparent; font-weight: 400; font-style: normal; font-variant: normal; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;\">Le convierte a usted y a su equipo en profesionales de la resoluci\u00f3n de problemas<\/span><\/p>\r\n<\/li>\r\n \t<li dir=\"ltr\" style=\"list-style-type: disc; font-size: 18pt; font-family: Arial; color: #000000; background-color: transparent; font-weight: 400; font-style: normal; font-variant: normal; text-decoration: none; vertical-align: baseline; white-space: pre;\" aria-level=\"1\">\r\n<p dir=\"ltr\" style=\"line-height: 1.38; margin-top: 0pt; margin-bottom: 0pt;\" role=\"presentation\"><span style=\"font-size: 18pt; font-family: Arial; color: #000000; background-color: transparent; font-weight: 400; font-style: normal; font-variant: normal; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;\">Ofrece soluciones a largo plazo a sus clientes<\/span><\/p>\r\n<\/li>\r\n \t<li dir=\"ltr\" style=\"list-style-type: disc; font-size: 18pt; font-family: Arial; color: #000000; background-color: transparent; font-weight: 400; font-style: normal; font-variant: normal; text-decoration: none; vertical-align: baseline; white-space: pre;\" aria-level=\"1\">\r\n<p dir=\"ltr\" style=\"line-height: 1.38; margin-top: 0pt; margin-bottom: 0pt;\" role=\"presentation\"><span style=\"font-size: 18pt; font-family: Arial; color: #000000; background-color: transparent; font-weight: 400; font-style: normal; font-variant: normal; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;\">Construye relaciones a largo plazo con sus clientes<\/span><\/p>\r\n<\/li>\r\n \t<li dir=\"ltr\" style=\"list-style-type: disc; font-size: 18pt; font-family: Arial; color: #000000; background-color: transparent; font-weight: 400; font-style: normal; font-variant: normal; text-decoration: none; vertical-align: baseline; white-space: pre;\" aria-level=\"1\">\r\n<p dir=\"ltr\" style=\"line-height: 1.38; margin-top: 0pt; margin-bottom: 0pt;\" role=\"presentation\"><span style=\"font-size: 18pt; font-family: Arial; color: #000000; background-color: transparent; font-weight: 400; font-style: normal; font-variant: normal; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;\">Produce soluciones personalizadas frente a soluciones gen\u00e9ricas<\/span><\/p>\r\n<\/li>\r\n \t<li dir=\"ltr\" style=\"list-style-type: disc; font-size: 18pt; font-family: Arial; color: #000000; background-color: transparent; font-weight: 400; font-style: normal; font-variant: normal; text-decoration: none; vertical-align: baseline; white-space: pre;\" aria-level=\"1\">\r\n<p dir=\"ltr\" style=\"line-height: 1.38; margin-top: 0pt; margin-bottom: 12pt;\" role=\"presentation\"><span style=\"font-size: 18pt; font-family: Arial; color: #000000; background-color: transparent; font-weight: 400; font-style: normal; font-variant: normal; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;\">Genera confianza en usted y en su marca<\/span><\/p>\r\n<\/li>\r\n<\/ul>\r\n<h3 dir=\"ltr\" style=\"line-height: 1.38; margin-top: 14pt; margin-bottom: 4pt;\"><span style=\"font-size: 18pt; font-family: Arial; color: #000000; background-color: transparent; font-weight: bold; font-style: normal; font-variant: normal; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;\">Estrategia de venta consultiva<\/span><\/h3>\r\n<p dir=\"ltr\" style=\"line-height: 1.38; margin-top: 12pt; margin-bottom: 12pt;\"><span style=\"font-size: 18pt; font-family: Arial; color: #000000; background-color: transparent; font-weight: 400; font-style: normal; font-variant: normal; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;\">Las mejores t\u00e9cnicas de venta consultiva giran en torno a la identificaci\u00f3n del punto de dolor y la resoluci\u00f3n del problema del cliente. No se trata del producto o servicio en s\u00ed. En su lugar, se trata de los beneficios y el valor que su producto o servicio puede a\u00f1adir a la vida del cliente.<\/span><\/p>\r\n\r\n<h3 dir=\"ltr\" style=\"line-height: 1.38; margin-top: 14pt; margin-bottom: 4pt;\"><span style=\"font-size: 18pt; font-family: Arial; color: #000000; background-color: transparent; font-weight: bold; font-style: normal; font-variant: normal; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;\">Vendedor vs. Consultor de ventas<\/span><\/h3>\r\n<p dir=\"ltr\" style=\"line-height: 1.38; margin-top: 12pt; margin-bottom: 12pt;\"><span style=\"font-size: 18pt; font-family: Arial; color: #000000; background-color: transparent; font-weight: 400; font-style: normal; font-variant: normal; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;\">No piense en s\u00ed mismo como un vendedor. En su lugar, consid\u00e9rese un <a href=\"https:\/\/nethosting.com\/salesman-vs-consultant\/\" target=\"_blank\" rel=\"noopener nofollow\">consultor<\/a> o un solucionador de problemas. Su trabajo no consiste en vender su producto o servicio, sino en ayudar al cliente a encontrar la soluci\u00f3n adecuada. Si su objetivo es ayudar al cliente en lugar de cerrar una venta, fidelizar\u00e1 al cliente porque sabe que puede confiar en su consejo. La fidelidad del cliente equivale a ventas a largo plazo.<\/span><\/p>\r\n\r\n<h3 dir=\"ltr\" style=\"line-height: 1.38; margin-top: 14pt; margin-bottom: 4pt;\"><span style=\"font-size: 18pt; font-family: Arial; color: #000000; background-color: transparent; font-weight: bold; font-style: normal; font-variant: normal; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;\">Haga preguntas<\/span><\/h3>\r\n<p dir=\"ltr\" style=\"line-height: 1.38; margin-top: 12pt; margin-bottom: 12pt;\"><span style=\"font-size: 18pt; font-family: Arial; color: #000000; background-color: transparent; font-weight: 400; font-style: normal; font-variant: normal; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;\">La mejor t\u00e9cnica de venta consultiva es <em><strong>hacer preguntas<\/strong><\/em> para descubrir c\u00f3mo puede servir mejor a su cliente o posible cliente. Al hacerlo, puede personalizar la soluci\u00f3n en funci\u00f3n de las necesidades de su cliente. Incluso si la soluci\u00f3n no se traduce en una venta, ganar\u00e1 un cliente porque es probable que vuelva a acudir a usted en el futuro.<\/span><\/p>\r\n\r\n<h3 dir=\"ltr\" style=\"line-height: 1.38; margin-top: 14pt; margin-bottom: 4pt;\"><span style=\"font-size: 18pt; font-family: Arial; color: #000000; background-color: transparent; font-weight: bold; font-style: normal; font-variant: normal; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;\">Qu\u00edtese la presi\u00f3n de encima<\/span><\/h3>\r\n<p dir=\"ltr\" style=\"line-height: 1.38; margin-top: 12pt; margin-bottom: 12pt;\"><span style=\"font-size: 18pt; font-family: Arial; color: #000000; background-color: transparent; font-weight: 400; font-style: normal; font-variant: normal; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;\">A veces es mejor decir directamente que no est\u00e1s ah\u00ed para venderles. Como aprendimos en nuestro art\u00edculo anterior, <a href=\"https:\/\/drwebercoaching.com\/es\/superar-6-objeciones-a-las-ventas\/\">C\u00f3mo superar 6 objeciones comunes de los clientes<\/a>, la gente tiene respuestas condicionadas para rechazar a los vendedores. Podr\u00eda ayudar decir sinceramente: \u00abNo estoy aqu\u00ed para venderle nada que no necesite. Lo \u00fanico que quiero es hacerle algunas preguntas y ver si podemos ayudarle a encontrar una soluci\u00f3n a su problema de forma rentable. Si no es as\u00ed, al menos puedo compartir otras posibles alternativas o soluciones. \u00bfLe parece bien?\u00bb<\/span><\/p>\r\n\r\n<h3 dir=\"ltr\" style=\"line-height: 1.38; margin-top: 14pt; margin-bottom: 4pt;\"><span style=\"font-size: 18pt; font-family: Arial; color: #000000; background-color: transparent; font-weight: bold; font-style: normal; font-variant: normal; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;\">Escuche atentamente (escucha activa)<\/span><\/h3>\r\n<p dir=\"ltr\" style=\"line-height: 1.38; margin-top: 12pt; margin-bottom: 12pt;\"><span style=\"font-size: 18pt; font-family: Arial; color: #000000; background-color: transparent; font-weight: 400; font-style: normal; font-variant: normal; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;\">En otro de nuestros art\u00edculos, <a href=\"https:\/\/drwebercoaching.com\/es\/como-descubrir-y-aprovechar-el-poder-secreto-de-la-escucha\/\">C\u00f3mo la escucha crea conexiones y \u00e9xito<\/a>, destacamos la importancia de hacer que el cliente se sienta escuchado. Aqu\u00ed la Escucha activa es fundamental. Cuando la gente siente y percibe por tus palabras, <a href=\"https:\/\/drwebercoaching.com\/es\/3-poderosos-secretos-de-la-comunicacion-no-verbal\/\">se\u00f1ales no verbales<\/a> y tu lenguaje corporal que est\u00e1s realmente interesado en ayudarles a resolver su problema, estar\u00e1n abiertos a tus sugerencias y soluciones.<\/span><\/p>\r\n\r\n<h3 dir=\"ltr\" style=\"line-height: 1.38; margin-top: 14pt; margin-bottom: 4pt;\"><span style=\"font-size: 18pt; font-family: Arial; color: #000000; background-color: transparent; font-weight: bold; font-style: normal; font-variant: normal; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;\">Conclusi\u00f3n<\/span><\/h3>\r\n<p dir=\"ltr\" style=\"line-height: 1.38; margin-top: 12pt; margin-bottom: 12pt;\"><span style=\"font-size: 18pt; font-family: Arial; color: #000000; background-color: transparent; font-weight: 400; font-style: normal; font-variant: normal; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;\">Seg\u00fan Harvard y muchas otras instituciones de la liga de la hiedra, la aplicaci\u00f3n de <a href=\"https:\/\/hbr.org\/2017\/03\/sales-reps-stop-asking-leading-questions\" target=\"_blank\" rel=\"noopener nofollow\">t\u00e9cnicas de venta consultiva<\/a> le ayudar\u00e1 a alcanzar sus objetivos de venta con mucha m\u00e1s facilidad que la venta transaccional. Sus clientes estar\u00e1n m\u00e1s contentos y usted se sentir\u00e1 realizado porque estar\u00e1 sirviendo a su cliente, no s\u00f3lo a usted mismo. Y aprender estas estrategias de venta es m\u00e1s f\u00e1cil de lo que cree. Con el coaching comercial a corto plazo, puede experimentar resultados a largo plazo.<\/span><\/p>\r\n<p dir=\"ltr\" style=\"line-height: 1.38; margin-top: 12pt; margin-bottom: 12pt;\"><a style=\"text-decoration: none;\" href=\"https:\/\/drwebercoaching.com\/es\/como-influir-en-los-demas\/\"><span style=\"font-size: 18pt; font-family: Arial; color: #1155cc; background-color: transparent; font-weight: 400; font-style: normal; font-variant: normal; text-decoration: underline; -webkit-text-decoration-skip: none; text-decoration-skip-ink: none; vertical-align: baseline; white-space: pre-wrap;\">John English<\/span><\/a><span style=\"font-size: 18pt; font-family: Arial; color: #000000; background-color: transparent; font-weight: 400; font-style: normal; font-variant: normal; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;\"> ha aparecido en Forbes, Cosmopolitan, y m\u00e1s. Como entrenador de negocios de primer nivel, puede ense\u00f1arle a convertirse en el mejor vendedor dominando la comunicaci\u00f3n verbal y no verbal.<\/span><\/p>\r\n<span id=\"docs-internal-guid-8b1064ce-7fff-68b2-3bee-0e2b330e1c42\"><a href=\"https:\/\/drwebercoaching.com\/es\/contacte-con\/\"><span style=\"font-size: 18pt; font-family: Arial; color: #1155cc; background-color: transparent; font-variant-numeric: normal; font-variant-east-asian: normal; text-decoration-line: underline; text-decoration-skip-ink: none; vertical-align: baseline; white-space: pre-wrap;\">P\u00f3ngase en contacto con John English<\/span><\/a><span style=\"font-size: 18pt; font-family: Arial; color: #000000; background-color: transparent; font-variant-numeric: normal; font-variant-east-asian: normal; vertical-align: baseline; white-space: pre-wrap;\"> hoy mismo. S\u00f3lo le costar\u00e1 unos minutos de su tiempo pero puede llevarle a la soluci\u00f3n que ha estado buscando.<\/span><\/span>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-369bbe5 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"369bbe5\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-e09bc49\" data-id=\"e09bc49\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-8f03f0b elementor-widget elementor-widget-heading\" data-id=\"8f03f0b\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">\u00bfCu\u00e1l es la diferencia entre la venta consultiva y la venta transaccional?<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-f9993b0 elementor-widget elementor-widget-video\" data-id=\"f9993b0\" data-element_type=\"widget\" data-e-type=\"widget\" data-settings=\"{&quot;youtube_url&quot;:&quot;https:\\\/\\\/youtu.be\\\/P76eSehtytQ&quot;,&quot;video_type&quot;:&quot;youtube&quot;,&quot;controls&quot;:&quot;yes&quot;}\" data-widget_type=\"video.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-wrapper elementor-open-inline\">\n\t\t\t<div class=\"elementor-video\"><\/div>\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-8d85816 elementor-align-justify elementor-widget elementor-widget-button\" data-id=\"8d85816\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"button.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<div class=\"elementor-button-wrapper\">\n\t\t\t\t\t<a class=\"elementor-button elementor-button-link elementor-size-xl\" href=\"https:\/\/drwebercoaching.com\/es\/blogs\/\">\n\t\t\t\t\t\t<span class=\"elementor-button-content-wrapper\">\n\t\t\t\t\t\t<span class=\"elementor-button-icon\">\n\t\t\t\t<svg aria-hidden=\"true\" class=\"e-font-icon-svg e-fas-hand-point-right\" viewBox=\"0 0 512 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M512 199.652c0 23.625-20.65 43.826-44.8 43.826h-99.851c16.34 17.048 18.346 49.766-6.299 70.944 14.288 22.829 2.147 53.017-16.45 62.315C353.574 425.878 322.654 448 272 448c-2.746 0-13.276-.203-16-.195-61.971.168-76.894-31.065-123.731-38.315C120.596 407.683 112 397.599 112 385.786V214.261l.002-.001c.011-18.366 10.607-35.889 28.464-43.845 28.886-12.994 95.413-49.038 107.534-77.323 7.797-18.194 21.384-29.084 40-29.092 34.222-.014 57.752 35.098 44.119 66.908-3.583 8.359-8.312 16.67-14.153 24.918H467.2c23.45 0 44.8 20.543 44.8 43.826zM96 200v192c0 13.255-10.745 24-24 24H24c-13.255 0-24-10.745-24-24V200c0-13.255 10.745-24 24-24h48c13.255 0 24 10.745 24 24zM68 368c0-11.046-8.954-20-20-20s-20 8.954-20 20 8.954 20 20 20 20-8.954 20-20z\"><\/path><\/svg>\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t<span class=\"elementor-button-text\">Seguir leyendo<\/span>\n\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-9cbac99 elementor-cta--layout-image-left elementor-cta--skin-classic elementor-animated-content elementor-bg-transform elementor-bg-transform-zoom-in elementor-widget elementor-widget-call-to-action\" data-id=\"9cbac99\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"call-to-action.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-cta\">\n\t\t\t\t\t<div class=\"elementor-cta__bg-wrapper\">\n\t\t\t\t<div class=\"elementor-cta__bg elementor-bg\" style=\"background-image: url(https:\/\/drwebercoaching.com\/wp-content\/uploads\/2019\/07\/barcelona.jpg);\" role=\"img\" aria-label=\"barcelona\"><\/div>\n\t\t\t\t<div class=\"elementor-cta__bg-overlay\"><\/div>\n\t\t\t<\/div>\n\t\t\t\t\t\t\t<div class=\"elementor-cta__content\">\n\t\t\t\t\n\t\t\t\t\t\t\t\t\t<h2 class=\"elementor-cta__title elementor-cta__content-item elementor-content-item\">\n\t\t\t\t\t\tEspa\u00f1a: Madrid, Salamanca, Barcelona\t\t\t\t\t<\/h2>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\t<div class=\"elementor-cta__button-wrapper elementor-cta__content-item elementor-content-item \">\n\t\t\t\t\t<a class=\"elementor-cta__button elementor-button elementor-size-\">\n\t\t\t\t\t\tRESERVE EL EVENTO\t\t\t\t\t<\/a>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-b277022 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"b277022\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-88dda9c\" data-id=\"88dda9c\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap\">\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>La venta transaccional es una venta simple, a corto plazo y centrada en el producto. El cliente ya sabe lo que necesita, as\u00ed que el vendedor&#8230;<\/p>\n","protected":false},"author":7,"featured_media":6168,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","site-sidebar-layout":"default","site-content-layout":"default","ast-site-content-layout":"","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":"","theme-transparent-header-meta":"default","adv-header-id-meta":"","stick-header-meta":"default","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":"","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":[1620],"tags":[1756,1760,1759,1758,1755,1757,1686,1753,1754],"yst_prominent_words":[],"class_list":["post-8421","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-negociacion-y-ventas","tag-estrategia-de-venta","tag-estrategia-de-venta-es","tag-estrategia-de-venta-consultiva","tag-estrategia-de-venta-transaccional","tag-la-venta-transaccional-frente-a-la-venta-consultiva","tag-tecnica-de-venta-consultiva","tag-tecnicas-de-venta","tag-venta-consultiva","tag-venta-transaccional"],"acf":[],"_links":{"self":[{"href":"https:\/\/drwebercoaching.com\/es\/wp-json\/wp\/v2\/posts\/8421","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/drwebercoaching.com\/es\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/drwebercoaching.com\/es\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/drwebercoaching.com\/es\/wp-json\/wp\/v2\/users\/7"}],"replies":[{"embeddable":true,"href":"https:\/\/drwebercoaching.com\/es\/wp-json\/wp\/v2\/comments?post=8421"}],"version-history":[{"count":0,"href":"https:\/\/drwebercoaching.com\/es\/wp-json\/wp\/v2\/posts\/8421\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/drwebercoaching.com\/es\/wp-json\/wp\/v2\/media\/6168"}],"wp:attachment":[{"href":"https:\/\/drwebercoaching.com\/es\/wp-json\/wp\/v2\/media?parent=8421"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/drwebercoaching.com\/es\/wp-json\/wp\/v2\/categories?post=8421"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/drwebercoaching.com\/es\/wp-json\/wp\/v2\/tags?post=8421"},{"taxonomy":"yst_prominent_words","embeddable":true,"href":"https:\/\/drwebercoaching.com\/es\/wp-json\/wp\/v2\/yst_prominent_words?post=8421"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}