{"id":8434,"date":"2020-11-07T13:58:07","date_gmt":"2020-11-07T13:58:07","guid":{"rendered":"https:\/\/drwebercoaching.com\/psicologia-del-exito-en-las-ventas\/"},"modified":"2022-07-10T10:27:54","modified_gmt":"2022-07-10T09:27:54","slug":"psicologia-del-exito-en-las-ventas","status":"publish","type":"post","link":"https:\/\/drwebercoaching.com\/es\/psicologia-del-exito-en-las-ventas\/","title":{"rendered":"Psicolog\u00eda del \u00e9xito en las ventas"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"8434\" class=\"elementor elementor-8434 elementor-2482\" data-elementor-post-type=\"post\">\n\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-92ef055 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"92ef055\" 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-26512a2\" data-id=\"26512a2\" 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-6b0f4ab elementor-widget elementor-widget-text-editor\" data-id=\"6b0f4ab\" 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; background-color: #ffffff; margin-top: 12pt; margin-bottom: 0pt; padding: 0pt 0pt 12pt 0pt;\"><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;\">Una mirada a la psicolog\u00eda de las ventas<\/span><\/p>\r\n<p dir=\"ltr\" style=\"line-height: 1.38; background-color: #ffffff; margin-top: 0pt; margin-bottom: 0pt; padding: 0pt 0pt 12pt 0pt;\"><a style=\"text-decoration: none;\" href=\"https:\/\/www.psychologytoday.com\/gb\/blog\/the-intelligent-divorce\/201602\/why-people-buy\" target=\"_blank\" rel=\"nofollow\"><span style=\"font-size: 27.999999999999996pt; font-family: Arial; color: #1155cc; background-color: transparent; font-weight: bold; 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;\">L<\/span><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;\">a psicolog\u00eda del comportamiento<\/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;\"> dice mucho sobre el comportamiento de compra de los consumidores. Los consumidores est\u00e1n muy influenciados por una serie de prejuicios, como sus emociones y las se\u00f1ales del entorno. Entonces, \u00bfc\u00f3mo se puede aprovechar esto como asesor de ventas?<\/span><\/p>\r\n<p dir=\"ltr\" style=\"line-height: 1.38; background-color: #ffffff; margin-top: 0pt; margin-bottom: 0pt; padding: 0pt 0pt 12pt 0pt;\"><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 psicolog\u00eda del proceso de venta y compra dicta que el vendedor debe pensar en estas motivaciones. Tiene que averiguar c\u00f3mo apelar a las necesidades primarias del comprador que le llevan a tomar sus decisiones de compra.<\/span><\/p>\r\n<p dir=\"ltr\" style=\"line-height: 1.38; background-color: #ffffff; margin-top: 0pt; margin-bottom: 12pt;\"><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;\">He aqu\u00ed algunos de los principales motivadores de los clientes:<\/span><\/p>\r\n\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; background-color: #ffffff; 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;\">\u00bfAhorra tiempo?<\/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; background-color: #ffffff; 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;\">\u00bfLes har\u00e1 la vida m\u00e1s c\u00f3moda?<\/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; background-color: #ffffff; 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;\">\u00bfAcelerar\u00e1 un proceso concreto para aumentar el tiempo y la eficacia?<\/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; background-color: #ffffff; 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;\">\u00bfOfrece el producto o servicio una mayor sensaci\u00f3n de prestigio, estatus o belleza (personal o material)?<\/span><\/p>\r\n<\/li>\r\n<\/ul>\r\n<p dir=\"ltr\" style=\"line-height: 1.38; background-color: #ffffff; margin-top: 12pt; margin-bottom: 0pt; padding: 0pt 0pt 12pt 0pt;\"><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;\">Los clientes tambi\u00e9n est\u00e1n muy motivados por el ego. El ego es un importante motivador de compra, especialmente cuando su producto o servicio les har\u00e1 sentirse mejor que otros.<\/span><\/p>\r\n<p dir=\"ltr\" style=\"line-height: 1.38; background-color: #ffffff; margin-top: 0pt; margin-bottom: 0pt; padding: 0pt 0pt 12pt 0pt;\"><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 personas compran productos en gran medida en funci\u00f3n de c\u00f3mo prev\u00e9n que se van a sentir. \u00bfSe van a sentir m\u00e1s felices, m\u00e1s delgados, m\u00e1s orgullosos o m\u00e1s admirados?<\/span><\/p>\r\n<p dir=\"ltr\" style=\"line-height: 1.38; background-color: #ffffff; margin-top: 0pt; margin-bottom: 0pt; padding: 0pt 0pt 12pt 0pt;\"><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;\">Este cambio emocional previsto va a afectar a su decisi\u00f3n de compra. No es necesario que seas el mejor del mundo, pero s\u00ed que seas el mejor para ellos en ese momento, teniendo en cuenta todas las cosas.<\/span><\/p>\r\n<p dir=\"ltr\" style=\"line-height: 1.38; background-color: #ffffff; margin-top: 0pt; margin-bottom: 0pt; padding: 0pt 0pt 12pt 0pt;\"><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;\">\u00bfPor qu\u00e9 la comunicaci\u00f3n interpersonal es crucial para el \u00e9xito de las ventas?<\/span><\/p>\r\n<p dir=\"ltr\" style=\"line-height: 1.38; background-color: #ffffff; margin-top: 0pt; margin-bottom: 0pt; padding: 0pt 0pt 12pt 0pt;\"><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;\">Antes de profundizar en el \u00abc\u00f3mo\u00bb, echemos un vistazo al \u00abpor qu\u00e9\u00bb: \u00bfpor qu\u00e9 las habilidades interpersonales son tan importantes para el <a href=\"https:\/\/drwebercoaching.com\/es\/superar-6-objeciones-a-las-ventas\/\">\u00e9xito en las ventas<\/a>?<\/span><\/p>\r\n<p dir=\"ltr\" style=\"line-height: 1.38; background-color: #ffffff; margin-top: 0pt; margin-bottom: 0pt; padding: 0pt 0pt 12pt 0pt;\"><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 <a href=\"http:\/\/psychology.iresearchnet.com\/social-psychology\/interpersonal-relationships\/\" target=\"_blank\" rel=\"noopener nofollow\">psicolog\u00eda de las relaciones interpersonales<\/a> demuestra que el comportamiento de cada persona influye en el resultado de la otra en estas relaciones. Cuando se est\u00e1 en un entorno de ventas, este tipo de <a href=\"https:\/\/drwebercoaching.com\/21-scientifically-proven-skills-for-influence-and-communication\/\">influencia personal es crucial<\/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<p dir=\"ltr\" style=\"line-height: 1.38; background-color: #ffffff; margin-top: 0pt; margin-bottom: 0pt; padding: 0pt 0pt 12pt 0pt;\"><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;\">Ahora m\u00e1s que nunca, intentar \u00abvender\u00bb a alguien ya no funciona. Si quiere cerrar el trato y conseguir un cliente para toda la vida, tendr\u00e1 que dar un paso m\u00e1s. Tendr\u00e1 que entender realmente las necesidades de su cliente en lugar de intentar imponerle algo que quiz\u00e1 no quiera.<\/span><\/p>\r\n<p dir=\"ltr\" style=\"line-height: 1.38; background-color: #ffffff; margin-top: 0pt; 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;\">Sin un conocimiento profundo de las necesidades (y deseos) del cliente potencial o del cliente, no podr\u00e1 venderle con el mismo \u00e9xito que si lo hiciera. Este conocimiento se denomina <a href=\"https:\/\/hbr.org\/2016\/03\/psychographics-are-just-as-important-for-marketers-as-demographics?registration=success\" target=\"_blank\" rel=\"noopener nofollow\">psicograf\u00eda<\/a> y es crucial para el <a href=\"https:\/\/drwebercoaching.com\/es\/4-comportamientos-eficaces-de-los-vendedores-mas-exitosos\/\">\u00e9xito de las ventas<\/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;\">.<\/span><\/span><\/p>\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<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>Una mirada a la psicolog\u00eda de las ventas La psicolog\u00eda del comportamiento dice mucho sobre el comportamiento de compra de los consumidores. Los consumidores est\u00e1n muy influenciados por una serie de prejuicios, como sus emociones y las se\u00f1ales del entorno. Entonces, \u00bfc\u00f3mo se puede aprovechar esto como asesor de ventas? La psicolog\u00eda del proceso de [&hellip;]<\/p>\n","protected":false},"author":7,"featured_media":6138,"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":[1793,1771,1792,1794],"yst_prominent_words":[],"class_list":["post-8434","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-negociacion-y-ventas","tag-comunicacion-interpersonal","tag-exito-en-las-ventas","tag-psicologia-de-las-ventas","tag-psicologia-del-exito-en-las-ventas"],"acf":[],"_links":{"self":[{"href":"https:\/\/drwebercoaching.com\/es\/wp-json\/wp\/v2\/posts\/8434","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=8434"}],"version-history":[{"count":0,"href":"https:\/\/drwebercoaching.com\/es\/wp-json\/wp\/v2\/posts\/8434\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/drwebercoaching.com\/es\/wp-json\/wp\/v2\/media\/6138"}],"wp:attachment":[{"href":"https:\/\/drwebercoaching.com\/es\/wp-json\/wp\/v2\/media?parent=8434"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/drwebercoaching.com\/es\/wp-json\/wp\/v2\/categories?post=8434"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/drwebercoaching.com\/es\/wp-json\/wp\/v2\/tags?post=8434"},{"taxonomy":"yst_prominent_words","embeddable":true,"href":"https:\/\/drwebercoaching.com\/es\/wp-json\/wp\/v2\/yst_prominent_words?post=8434"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}