Alternative Investments verständlich verkaufen: Ein by Ralf Meyer, Peter Kräuter

By Ralf Meyer, Peter Kräuter

Foundation für eine kundenorientierte Beratung sind eine hervorragende Fachkompetenz und ein guter Einblick in wirtschaftliche Zusammenhänge. Genauso entscheidend ist dann jedoch, dass diese Informationen anlegergerecht vermittelt werden. Der Kunde soll in die Lage versetzt werden, die Tragweite seiner Entscheidungen einschätzen zu können. Somit sind Transparenz, Nachvollziehbarkeit und Verständlichkeit die Schlüsselfaktoren. Dieses Buch liefert Ihnen viele Ideen und Anregungen für Ihre Beratungsgespräche. Sie erhalten praxiserprobte Ratschläge, wie es Ihnen hervorragend gelingen kann, in einem schwierigen Umfeld Geschäftsmöglichkeiten zu entdecken und zu nutzen.

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Abraham Lincoln] Ob Ihre Kundenbesuche erfolgreich sind, Sie also tatsächlich Abschlüsse tätigen, hängt nicht nur von Ihrem Gesprächstalent ab. Entscheidend ist eine gute und individuelle Vorbereitung auf jeden Kunden. Egal ob bei Erstgesprächen oder bei Folgeterminen: Für Ihren Erfolg ist entscheidend, dass Sie einen guten Eindruck bei Ihrem Kunden hinterlassen und sich als idealer Geschäftspartner präsentieren. Je intensiver Sie sich im Vorfeld bereits mit den möglichen Fragen, Interessen und Problemen des Kunden auseinandergesetzt haben, desto eher gelingt Ihnen das.

Die meisten Seminarteilnehmer bestätigen mir, dass es ihnen lieber ist, wenn der Pilot sagt „Alle Systeme gecheckt“ und diese anhand seiner Checkliste geprüft hat. 62 Voraussetzungen für eine zielführende Argumentation schaffen Gehen Sie positiv an den Umgang mit Checklisten heran und verkaufen Sie dem Kunden die Vorteile, die damit verbunden sind. Berater: „Herr Kunde, es geht um ein wichtiges Thema, „Ihr Geld“, und damit wir die Sicherheit haben, dass nichts vergessen wird, haben wir eine Checkliste.

Dieses Bedürfnis kann zum Beispiel durch das Tragen bestimmter Kleidung oder durch Individualreisen befriedigt werden. Hier geht es zum Beispiel auch um eine hohe Individualität in der Anlageberatung. Ein weiterer Aspekt, unter dem Bedürfnisse betrachtet werden können, ist das „Hedonische Prinzip“. Dieses geht von zwei Grundbedürfnissen aus: 1. Streben nach Positivem – Gewinnstreben 2. Vermeidung von Negativem – Verlustvermeidung Wenn diese Erkenntnisse im Zusammenhang betrachtet werden, dann wird deutlich, dass Kunden keine Produkte brauchen, sondern deren Nutzen zur Bedürfnisbefriedigung.

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