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li{font-size:var(--font-size-15);margin-bottom:.8rem}.block-cols-three .col-title{font-size:var(--font-size-22);margin-bottom:2rem}li::marker{color:var(--color-main);font-size:var(--font-size-20)}@media(min-width:480px){.block-title-content .block.is-skip-link,.block-title-content .container{padding-bottom:calc(var(--padding-container-vertical)*2);padding-top:calc(var(--padding-container-vertical)*2)}}.block-title-content p{font-size:var(--font-size-16)}.block-title-content p:empty{display:none}.block-title-content .cols{grid-gap:8rem;grid-row-gap:var(--grid-gap);display:grid;grid-auto-rows:minmax(0,auto);grid-template-columns:repeat(2,minmax(0,1fr))}@media (-ms-high-contrast:active),(-ms-high-contrast:none){.block-title-content .cols{display:flex;flex-wrap:wrap;overflow:hidden}.block-title-content .cols>div{margin-bottom:var(--grid-gap);margin-right:8rem;width:calc(50% - 8rem)}.block-title-content .cols>div:nth-child(2n+2){margin-right:0}}@supports not (display:grid){.block-title-content .cols{display:flex;flex-wrap:wrap;overflow:hidden}.block-title-content .cols>div{margin-bottom:var(--grid-gap);margin-right:8rem;width:calc(50% - 8rem)}.block-title-content .cols>div:nth-child(2n+2){margin-right:0}}@supports(-ms-ime-align:auto){.block-title-content .cols{display:flex;flex-wrap:wrap;overflow:hidden}.block-title-content .cols>div{margin-bottom:var(--grid-gap);margin-right:8rem;width:calc(50% - 8rem)}.block-title-content .cols>div:nth-child(2n+2){margin-right:0}}@media(max-width:1200px){.block-title-content .cols{gap:6rem}}@media(max-width:840px){.block-title-content .cols{grid-gap:var(--grid-gap);grid-row-gap:0;display:grid;grid-auto-rows:minmax(0,auto);grid-template-columns:repeat(1,minmax(0,1fr))}}@media(max-width:840px)and (-ms-high-contrast:active),(max-width:840px)and (-ms-high-contrast:none){.block-title-content .cols{display:flex;flex-wrap:wrap;overflow:hidden}.block-title-content .cols>div{margin-bottom:0;margin-right:var(--grid-gap);width:calc(100% - var(--grid-gap))}.block-title-content .cols>div:nth-child(1n+1){margin-right:0}}@media(max-width:840px){@supports not (display:grid){.block-title-content .cols{display:flex;flex-wrap:wrap;overflow:hidden}.block-title-content .cols>div{margin-bottom:0;margin-right:var(--grid-gap);width:calc(100% - var(--grid-gap))}.block-title-content .cols>div:nth-child(1n+1){margin-right:0}}@supports(-ms-ime-align:auto){.block-title-content .cols{display:flex;flex-wrap:wrap;overflow:hidden}.block-title-content .cols>div{margin-bottom:0;margin-right:var(--grid-gap);width:calc(100% - var(--grid-gap))}.block-title-content .cols>div:nth-child(1n+1){margin-right:0}}}.block-link-list .block.is-skip-link>h2,.block-link-list .container>h2{margin-bottom:4.3rem}.block-link-list .link-items{grid-gap:6rem;grid-row-gap:3.5rem;display:grid;grid-auto-rows:minmax(0,auto);grid-template-columns:repeat(3,minmax(0,1fr))}@media 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<div class="shade" aria-hidden="true"></div>  </section> <section class="block block-single has-light-bg"> <div class="gutenberg-content"> <h1>Vierailevan kirjoittajan kynästä: Myynti on ihmisten välistä luottamusta ja yhteistyötä</h1> <p class="post-meta"> <span class="date"> 1.3.2018 </span> <span class="category"> - <a href="https://www.workpower.fi/blog/tietopankki/kategoria/kirjoitukset/" class="kirjoitukset"> Kirjoitukset </a> </span> </p> <div class="image"> <img loading="lazy" alt="" src="https://www.workpower.fi/media/workpower_blogi_myynti_01032018.jpg" srcset="https://www.workpower.fi/media/workpower_blogi_myynti_01032018-300x169.jpg 300w, https://www.workpower.fi/media/workpower_blogi_myynti_01032018-1024x576.jpg 1024w, https://www.workpower.fi/media/workpower_blogi_myynti_01032018-768x432.jpg 768w, https://www.workpower.fi/media/workpower_blogi_myynti_01032018-20x11.jpg 20w, https://www.workpower.fi/media/workpower_blogi_myynti_01032018.jpg 1080w" /> </div> <p>Jos mietit omalta kohdaltasi ostotapahtumia, joissa myyjällä on ollut iso merkitys myönteiseen ostopäätökseen, niin millaisia asioita listaat? Onko ratkaisevaa ollut myyjän tuotetietoisuus? Vai kenties se että hän osasi ottaa sinut mukaan keskusteluun? Tai jotain aivan muuta?<br /> Useissa tutkimuksissa todetaan, että ihmiset ostavat mieluiten henkilöiltä joihin luottavat. Myyjien jargon jää kuulematta, jos tuntuu ettei myyjä ole sinun asialla, vaan ajaa omia tavoitteita. Tuotetietouden oksennus ei välttämättä nosta kiinnostusta ostamiseen, varsinkaan jos nämä tiedot ovat saatavilla lyhyellä googlettamisella.</p> <h3>Luottamuksen rakentaminen</h3> <p>Ensimmäinen taso luottamuksessa on se että arvostat jonkun osaamista. Lääkärille mennään hakemaan apua oireisiin, jolloin alustava luottamus on jo syntynyt itse ammattikuntaa kohtaan. Myyjänä asiantuntijuuttasi arvioidaan jatkuvasti. Miten hyvin osaat kartoittaa asiakkaan haasteita ja ongelmia? Oletko ihmisenä sellainen, että sinuun voi luottaa? Sekä monia muita kriteerejä, joiden perusteella asiakas tekee nopeasti päätelmiä, haluaako hän jatkaa keskusteluja kanssasi.</p> <p>Kun roolisi asiantuntijuus on varmistettu, niin katsotaan tarkemmin sinua persoonana. Vaikka luottamus osaamiseesi olisi syntynyt, on myös sillä merkitystä halutaanko juuri sinun kanssasi asioida. Varsinkin isommissa päätöksissä on suuri merkitys, että myyjä miellyttää ostajaa. Jos löydätte yhteisiä kiinnostuksen kohteita, on keskustelu heti helpompaa. Toiset arvostavat urheiluesimerkkejä ja ovat tunnepitoisia päättäjiä, toiset taasen pitävät faktoista ja numeropohjaisista esimerkeistä. Kun ostaja kokee, että kerrot hänelle asiat juuri niin kuin hän haluaa ne kuulla, syntyy syvempi luottamus ammattitaitoosi, mutta samalla myös persoonasi miellyttää ostajaa enemmän.</p> <h3>Yhteistyö on muutakin kuin ostamista ja myymistä</h3> <p>Olen itse toiminut myynnin esimiehenä yli 10 vuotta ja ollut mukana lukuissa asiakastapaamisissa. Myyntityö voi usein olla hyvin suoraviivaista, joissa tapaamisen jälkeen lähetetään tarjous ja saadaan siihen vastaus. Useasti silti kysyn myyjiltä: ”haluaako asiakas tavata juuri sinut uudestaan?”. Jos vastaus on kyllä, niin on todennäköistä että asiakas on kokenut saavansa arvoa tapaamisesta ja myyjällä on hyvät mahdollisuudet rakentaa pitkäaikaista yhteistyötä jatkossa. Aina kauppaa ei saa heti, mutta jos myyjän tapaaminen koettiin hyödylliseksi, niin asiaan voidaan palata myöhemmin.</p> <p>Erityisesti kovassa kilpailutilanteessa on tärkeää saada arvostusta asianatuntijana potentiaaliselta ostajalta. Tällöin pääsee itse vaikuttamaan päätöksentekokriteereihin ja voi auttaa ostajaa ymmärtämään ratkaisuja hintoja syvällisemmin. Kaikilla myyjillä on mielestään sopivin ratkaisu, mutta ostajan kriteerit ratkaisevat keneltä ostetaan. Hän kuitenkin mielellään kuuntelee asiantuntijoita, jolloin myyjän henkilökohtaisella suhteella ja asiantuntijaprofiililla on suuri merkitys ostopäätöksiin.</p> <p>Itse panostan yleistiedon kehittämiseen päivittäin. Luen lehtiä, seuraan uutisia, katselen televisiosta myös niitä ohjelmia, jotka eivät lähtökohtaisesti minua kiinnosta. Olen huomannut että näiden avulla pystyn osallistumaan laajemmin keskusteluihin ja löytämään sellaisia keskustelunaiheita, jotka toimivat eri tilanteissa. Kun yhteinen kieli asiakkaan kanssa löytyy, on luottamus ja yhteistyö helpompi rakentaa.</p> <p><strong>Aslak de Silva <a href="https://www.linkedin.com/in/aslakdesilva/" target="_blank" rel="noopener"><img decoding="async" src="https://www.workpower.fi/blogi/wp-content/uploads/linkedin_pieni_yhteystiedot.png" alt="Aslak de Silva - LinkedIn" width="20" height="19"></a></strong><br /> CEO, <a href="https://www.nbforum.com/" target="_blank" rel="noopener">Nordic Business Forum</a></p> <div class="entry-footer"><ul class="tags"><li><a href="https://www.workpower.fi/blog/tietopankki/avainsana/luottamus/" rel="tag">luottamus</a></li><li><a href="https://www.workpower.fi/blog/tietopankki/avainsana/myyntityo/" rel="tag">myyntityö</a></li></ul></div> </div> </section> <section class="block block-related-posts has-light-bg"> <div class="container"> <h2>Saatat diggailla myös näistä</h2> <div class="col col-posts blog-posts-list"> <div class="row"> <div class="cols"> <div class="col col-image"> <div class="image image-background"> <a href="https://www.workpower.fi/blog/2017/02/24/supermyyja-ei-myy/" class="global-link" aria-hidden="true"></a> <img loading="lazy" alt="" src="https://www.workpower.fi/media/workpower-muut1.jpg" srcset="https://www.workpower.fi/media/workpower-muut1-300x183.jpg 300w, https://www.workpower.fi/media/workpower-muut1-1024x626.jpg 1024w, https://www.workpower.fi/media/workpower-muut1-768x469.jpg 768w, https://www.workpower.fi/media/workpower-muut1-20x12.jpg 20w, https://www.workpower.fi/media/workpower-muut1.jpg 1080w" /> </div> </div> <div class="col col-content"> <div class="wrapper"> <h2> <a href="https://www.workpower.fi/blog/2017/02/24/supermyyja-ei-myy/"> Supermyyjä ei myy </a> </h2> <p>Myynti on yrityksen menestyksen edellytys, ilman sitä ei tule liikevaihtoa. 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