{"id":40,"date":"2019-01-10T03:57:18","date_gmt":"2019-01-10T03:57:18","guid":{"rendered":"http:\/\/shtheme.com\/demosd\/interiorarc\/?page_id=40"},"modified":"2022-10-18T08:29:13","modified_gmt":"2022-10-18T08:29:13","slug":"selling-to-the-point","status":"publish","type":"page","link":"https:\/\/www.virtusidea.com\/index.php\/selling-to-the-point\/","title":{"rendered":"Selling to the Point\u00ae"},"content":{"rendered":"

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Selling to the Point\u00ae<\/h2>\n
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  1. ANA SAYFA<\/a><\/li>\n
  2. Selling to the Point\u00ae<\/li>\n <\/ol>\n <\/div>\n <\/div>\n <\/div>\n <\/section>\n\n[vc_empty_space][vc_btn title=”Katalo\u011fumuzu Buradan G\u00f6rebilirsiniz” color=”primary” align=”center” link=”url:http%3A%2F%2Fwww.virtusidea.com%2Fwp-content%2Fuploads%2F2022%2F10%2Fvirtus-katalog.pdf|||”][\/vc_column][\/vc_row][vc_row][vc_column][vc_video link=”https:\/\/www.youtube.com\/watch?v=2ztCTgF7FfY” el_width=”50″ align=”center”][\/vc_column][\/vc_row][vc_row][vc_column][vc_empty_space][vc_tta_tour style=”modern” spacing=”2″ gap=”2″ active_section=”1″][vc_tta_section title=”Selling to the Point\u00ae” tab_id=”1665940283980-98bd831e-1aa0″][vc_column_text css=”.vc_custom_1666079751967{background-color: #ffffff !important;}”]<\/p>\n

    Selling to the Point\u00ae sat\u0131\u015fa \u00e7eviklik ve ko\u00e7lu\u011fu getirmesi sebebi ile yeni y\u00fczy\u0131l\u0131n en etkili sat\u0131\u015f e\u011fitimlerinden biridir.<\/h4>\n
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      \u201cM\u00fc\u015fterinin Al\u0131m Performans\u0131\u201d<\/strong>n\u0131n nas\u0131l y\u00fckseltilebilece\u011fini anlatan, sat\u0131\u015fa \u00e7eviklik ve ko\u00e7lu\u011fu getiren d\u00fcnyadaki \u201cilk ve tek e\u011fitimdir<\/strong>.\u201d<\/h4>\n<\/li>\n<\/ul>\n

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        \u201c\u00c7eviklik<\/strong>\u201d ve \u201cKo\u00e7luk<\/strong>\u201d becerilerine ek olarak \u201cDayan\u0131kl\u0131l\u0131k<\/strong>\u201d becerilerini de y\u00fckseltir. Selling to the Point\u00ae\u2019in kurucu ba\u015fkan\u0131 Jeffrey Lipsius Amerika\u2019da \u00f6nemli sat\u0131\u015f gurular\u0131ndan biri olarak kabul edilmektedir.<\/h4>\n<\/li>\n<\/ul>\n

        Uluslararas\u0131 Ko\u00e7luk Federasyonu (ICF) taraf\u0131ndan 24 CEE<\/strong> ve Leadership Mod\u00fcl\u00fc 8 CEE<\/strong> ile akredite edilmi\u015f, d\u00fcnyadaki s\u0131n\u0131rl\u0131 say\u0131daki<\/strong> sat\u0131\u015f\u00a0 e\u011fitimlerden biridir.<\/h4>\n

        E\u011fitimlerimiz \u201ci\u00e7selle\u015ftirmeyi<\/strong>\u201d ve \u201ckal\u0131c\u0131l\u0131\u011f\u0131<\/strong>\u201d sa\u011flamak amac\u0131yla \u00e7ok say\u0131da <\/strong>sekt\u00f6re \u00f6zel vaka \u00e7al\u0131\u015fmalar\u0131<\/strong>, workshoplar <\/strong>ve saha \u00f6devleri<\/strong> ile desteklenir.<\/h4>\n

        Yeni d\u00fcnya d\u00fczeninde m\u00fc\u015fteriler \u00fcr\u00fcn bilgilerine kolayca ula\u015fabiliyor, \u00fcr\u00fcn bilgisi vermeye odakl\u0131 sat\u0131\u015f\u00e7\u0131lar\u0131n i\u015fi gittik\u00e7e zorla\u015f\u0131yor.<\/h4>\n

        Geleneksel y\u00f6ntemler ve sat\u0131\u015f becerileri, \u00fcr\u00fcn \u00e7oklu\u011fu ve artan rekabet gibi bir \u00e7ok farkl\u0131 sebepten\u00a0 dolay\u0131 sat\u0131\u015fta ba\u015far\u0131ya ula\u015fmak i\u00e7in yeterli olmuyor.<\/h4>\n

        Firmalar ise sat\u0131\u015flar\u0131n\u0131 art\u0131rabilmek ve s\u00fcrd\u00fcr\u00fclebilirlik i\u00e7in \u201cM\u00fc\u015fteri Odakl\u0131 ve \u00c7evik Sat\u0131\u015f Organizasyonlar\u0131<\/strong>\u201d yaratmak istiyorlar.<\/h4>\n

        \u201cSat\u0131\u015f\u00e7\u0131lar\u0131n Perfomans\u0131n\u0131\u201d<\/strong> iyile\u015ftirmenin ve M\u00fc\u015fteri Odakl\u0131 ve \u00c7evik Sat\u0131\u015f Organizasyonlar\u0131<\/strong>\u201d yaratman\u0131n \u00f6n\u00fcndeki en \u00f6nemli engellerden birinin \u201cZihindeki Sat\u0131\u015f Oda\u011f\u0131\u201d<\/strong> oldu\u011fu ise ara\u015ft\u0131rmalarda ortaya \u00e7\u0131km\u0131\u015f durumda.<\/h4>\n

        \u201cSat\u0131\u015f Oda\u011f\u0131\u201d<\/strong>ndan \u00e7\u0131kabilmek ve \u201cSat\u0131\u015f\u00e7\u0131lar\u0131n Perfomans\u0131n\u0131\u201d<\/strong> y\u00fckseltmek i\u00e7in ise; \u201cNetle\u015ftirme, keyif alma, bedensel ve zihin fark\u0131ndal\u0131k, dayan\u0131kl\u0131l\u0131k ve motivasyon<\/strong>\u201d gibi sat\u0131\u015fa \u00f6zel farkl\u0131 ve yepyeni<\/strong> becerilerin elde edilmesi gerekiyor.<\/h4>\n

        Bu beceriler elde edildikten sonra ise, ikinci bir a\u015fama olan \u201cM\u00fc\u015fterinin Zihnine Odakl\u0131 Karar Ko\u00e7u\u201d becerisi elde edilmesi gerekiyor:<\/h4>\n

        Her sat\u0131\u015fta 3 Konu\u015fma vard\u0131r:<\/strong><\/h4>\n
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          \u201cSat\u0131\u015f\u00e7\u0131n\u0131n \u0130\u00e7sel Sat\u0131\u015f Konu\u015fmas\u0131<\/strong>\u201d<\/h4>\n<\/li>\n
        • \n

          \u201cSat\u0131\u015f\u00e7\u0131 ve M\u00fc\u015fteri Aras\u0131ndaki Geleneksel Sat\u0131\u015f Konu\u015fmas\u0131<\/strong>\u201d<\/h4>\n<\/li>\n
        • \n

          \u201cM\u00fc\u015fterinin \u0130\u00e7sel Al\u0131m Konu\u015fmas\u0131<\/strong>\u201d<\/h4>\n<\/li>\n<\/ul>\n

          <\/h4>\n

          Sat\u0131\u015f\u0131 ger\u00e7ekle\u015ftiren konu\u015fma \u201cM\u00fc\u015fterinin \u0130\u00e7sel Al\u0131m Konu\u015fmas\u0131<\/strong>\u201dd\u0131r.<\/h4>\n

          Geleneksel sat\u0131\u015f e\u011fitimlerinde ise sadece \u201cSat\u0131\u015f\u00e7\u0131 ve M\u00fc\u015fteri Aras\u0131ndaki Konu\u015fma<\/strong>\u201dya odaklan\u0131l\u0131r.<\/h4>\n

          Sat\u0131\u015f\u0131n ger\u00e7ekle\u015fmesini sa\u011flayan ve en \u00f6nemli konu\u015fma olan \u201cM\u00fc\u015fterinin \u0130\u00e7sel Al\u0131m Konu\u015fmas\u0131<\/strong>\u201dn\u0131n de\u011feri bug\u00fcne kadar unutulmu\u015f ve kara kutu<\/strong> olarak tan\u0131mlanm\u0131\u015ft\u0131r.<\/h4>\n

          M\u00fc\u015fteri Odakl\u0131 Sat\u0131\u015f Organizasyonlar\u0131\u201d ise ancak \u201cM\u00fc\u015fterinin Al\u0131m Konu\u015fmas\u0131<\/strong>\u201d Performans\u0131n\u0131<\/strong> y\u00fckseltmekle sa\u011flan\u0131r.<\/h4>\n

          Selling to the Point\u00ae b\u00fct\u00fcnsel bak\u0131\u015f a\u00e7\u0131s\u0131yla hem \u201cSat\u0131\u015f\u00e7\u0131n\u0131n Performans\u0131n\u0131<\/strong>\u201d art\u0131rabilen, hem de \u201cM\u00fc\u015fteri Al\u0131m Performans\u0131<\/strong>\u201dn\u0131n nas\u0131l y\u00fckseltilece\u011fini \u00f6\u011freten d\u00fcnyadaki ilk ve tek e\u011fitimdir.<\/strong><\/h4>\n

          Selling to the Point\u00ae\u201d Sat\u0131\u015fa \u201cKo\u00e7luk\u00a0 ve \u00c7eviklik<\/strong>\u201d becerisini getirerek m\u00fc\u015fterilerin zihnindeki kara kutu olarak tan\u0131mlanan \u201cM\u00fc\u015fterinin \u0130\u00e7sel Al\u0131m Konu\u015fmas\u0131\u201d<\/strong>\u2019n\u0131n kilidini a\u00e7may\u0131 ve sat\u0131\u015flar\u0131n\u0131z\u0131 h\u0131zl\u0131 bir \u015fekilde art\u0131man\u0131z\u0131 sa\u011flar.<\/h4>\n

          Selling to the Point\u00ae, \u201cKarar Ko\u00e7lar\u0131\u201d<\/strong> yeti\u015ftirir, \u00c7evik, Ko\u00e7vari ve M\u00fc\u015fteri Odakl\u0131 Sat\u0131\u015f G\u00fc\u00e7leri<\/strong> yarat\u0131r.<\/h4>\n

          E\u011fitimlerimiz sekt\u00f6re g\u00f6re \u00f6zelle\u015ftirilebilen<\/strong> \u00e7ok say\u0131da vaka \u00e7al\u0131\u015fmas\u0131<\/strong> i\u00e7erir. Zihin ve beden<\/strong> \u00e7al\u0131\u015fmalar\u0131<\/strong> ile desteklenir. Interaktif yap\u0131s\u0131<\/strong> ve \u00e7ok say\u0131da deneyim<\/strong> i\u00e7ermesi sebebi ile h\u0131zl\u0131 ve \u00e7ok daha kal\u0131c\u0131 bir \u00f6\u011frenim<\/strong> imkan\u0131 sa\u011flar. Saha \u00f6devleri<\/strong> ile \u00f6\u011frenimin i\u00e7selle\u015ftirilmesi desteklenir.<\/h4>\n

          Selling to the Point\u00ae, \u201cKarar Ko\u00e7lu\u011fu<\/strong>\u201dnu \u00f6\u011fretmesi sebebi ile bir sat\u0131\u015f e\u011fitiminden<\/strong> \u00e7ok daha fazlas\u0131n\u0131<\/strong> sunar.<\/h4>\n

          [\/vc_column_text][\/vc_tta_section][vc_tta_section title=”Faydalar\u0131” tab_id=”1665940284005-e50c5fbc-e703″][vc_column_text]<\/p>\n

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          • Sat\u0131\u015fa getirdi\u011fi benzersiz ko\u00e7luk yakla\u015f\u0131m\u0131 ile, sat\u0131\u015fta s\u0131rad\u0131\u015f\u0131 ba\u015far\u0131lara ula\u015fabilen \u201cKarar Ko\u00e7lar\u0131\u201d<\/strong> yaratman\u0131n s\u0131rlar\u0131n\u0131 \u00f6\u011fretir<\/li>\n<\/ul>\n
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            • Sat\u0131\u015f ekiplerine, sat\u0131\u015f s\u00fcrecinin t\u00fcm a\u015famalar\u0131nda zihinsel durumlar\u0131n\u0131 g\u00fc\u00e7lendirmeleri<\/strong> ve y\u00f6netmeleri<\/strong> i\u00e7in \u0131\u015f\u0131k tutar.<\/li>\n<\/ul>\n
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              • \u201cM\u00fc\u015fteri Odakl\u0131 \u00c7evik<\/strong> Sat\u0131\u015f Organizasyonlar\u0131 ve Liderleri\u201d yarat\u0131r.<\/li>\n<\/ul>\n
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                • Yeni Y\u00fczy\u0131lda sat\u0131\u015f i\u00e7in gerekli \u201cYeni Becerileri<\/strong>\u201d \u00f6\u011fretir. Bunlardan Baz\u0131lar\u0131: Netle\u015ftirme Becerisi \u201cDaha Az Eforla Daha \u00c7ok Sat\u0131\u015f, Sat\u0131\u015ftaki Endi\u015fe, Stres ve T\u00fckenmi\u015flikten Ar\u0131nma – Dayan\u0131kl\u0131l\u0131k, , \u0130\u00e7selle\u015ftirilmi\u015f Karar Verme, M\u00fc\u015fteri Al\u0131m Performans\u0131n\u0131 Y\u00fckseltme, Al\u0131m Noktas\u0131 Yaratma, G\u00fc\u00e7l\u00fc Soru Sorma, En Zorlu M\u00fc\u015fteri ve Durumla Ba\u015fa \u00c7\u0131kmay\u0131 Sa\u011flayan – Esneklik gibi bir \u00e7ok yeni beceriler sa\u011flar<\/li>\n<\/ul>\n
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                  • Sat\u0131\u015f\u00e7\u0131lar\u0131n \u201cG\u00fc\u00e7l\u00fc Yanlar\u0131n\u0131<\/strong>\u201d ke\u015ffetmelerini sa\u011flar ve g\u00fc\u00e7lendirir.<\/li>\n<\/ul>\n
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                    • Sat\u0131\u015fa getirdi\u011fi \u201cb\u00fct\u00fcnsel<\/strong>\u201d bak\u0131\u015f a\u00e7\u0131s\u0131yla sat\u0131\u015f s\u00fcrecinin her a\u015famas\u0131nda sat\u0131\u015f\u00e7\u0131n\u0131n i\u00e7<\/strong> ve d\u0131\u015f d\u00fcnyas\u0131<\/strong> ile ilgili y\u00f6netimine fark\u0131ndal\u0131k getirir. Mindfulness ve farkl\u0131 beden ve zihin \u00e7al\u0131\u015fmalar\u0131yla destekler.<\/li>\n<\/ul>\n
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                      • Sat\u0131\u015f Ekibinin \u201ckendi kendine motive<\/strong>\u201d olmas\u0131na katk\u0131 sa\u011flar.<\/li>\n<\/ul>\n
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                        • En zor m\u00fc\u015fteri deneyimlerini \u201ckolaya<\/strong>\u201d, her sat\u0131\u015f g\u00f6r\u00fc\u015fmesini \u201c\u00f6\u011frenime \u00e7evirmeyi<\/strong>\u201d \u00f6\u011fretir.<\/li>\n<\/ul>\n
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                          • Sat\u0131\u015fa \u201ce\u011flence ve keyif<\/strong>\u201d getirir. Dizayn\u0131 ve uygulamalar\u0131 sebebiyle sat\u0131\u015f ekipleri dinlendikleri ve g\u00f6r\u00fcld\u00fcklerini hissederler, \u201caidiyet<\/strong>\u201d duygular\u0131nda art\u0131\u015f ya\u015fan\u0131r.<\/li>\n<\/ul>\n
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                            • En zor durumlarla ba\u015fa \u00e7\u0131kabilen, net<\/strong> ve odakl\u0131<\/strong> ekipler<\/strong> ve liderler <\/strong>yarat\u0131r.<\/li>\n<\/ul>\n
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                              • D\u00fcnya\u2019da \u00f6nc\u00fc Sat\u0131\u015fta Ko\u00e7luk ve \u00c7eviklik Program\u0131 sahada h\u0131zl\u0131ca uygulanabilir<\/strong>, sat\u0131\u015flar\u0131 h\u0131zla art\u0131r\u0131r<\/strong>.<\/li>\n<\/ul>\n
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                                • Liderlik mod\u00fcl\u00fc ile Sat\u0131\u015fa \u00d6zel \u201cKo\u00e7vari ve \u00c7evik Liderler<\/strong>\u201d yarat\u0131r, tak\u0131m \u00e7al\u0131\u015fmalar\u0131 ile ekipleri g\u00fc\u00e7lendirir.<\/li>\n<\/ul>\n
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                                  • Sat\u0131\u015f\u00e7\u0131lar\u0131n ko\u00e7luk, ileti\u015fim, analiz, liderlik, de\u011fer sunma<\/strong> ve \u00f6zy\u00f6netim<\/strong> becerilerini geli\u015ftirir<\/li>\n<\/ul>\n

                                    \"\"“Sat\u0131\u015f\u0131n Amac\u0131 Satmak De\u011fil, Al\u0131m Yaratmakt\u0131r”. “Al\u0131m Nas\u0131l Yarat\u0131l\u0131r\u201d \u00d6\u011fretebiliriz\u201d Jeffrey Lipsius Selling to the Point\u00ae Kurucu Ba\u015fkan\u0131<\/strong><\/em><\/p>\n

                                    [\/vc_column_text][\/vc_tta_section][vc_tta_section title=”Farklar\u0131” tab_id=”1665940665088-461559ab-1a00″][\/vc_tta_section][\/vc_tta_tour][\/vc_column][\/vc_row][vc_row][vc_column][vc_single_image image=”669″ img_size=”full” alignment=”center”][\/vc_column][\/vc_row][vc_row][vc_column][vc_gallery type=”flexslider_slide” interval=”3″ images=”675,676″ img_size=”full” onclick=””][\/vc_column][\/vc_row][vc_row][vc_column][vc_single_image image=”701″ img_size=”full” alignment=”center”][\/vc_column][\/vc_row]<\/p>\n","protected":false},"excerpt":{"rendered":"

                                    [vc_row][vc_column][vc_empty_space][vc_btn title=”Katalo\u011fumuzu Buradan G\u00f6rebilirsiniz” color=”primary” align=”center” link=”url:http%3A%2F%2Fwww.virtusidea.com%2Fwp-content%2Fuploads%2F2022%2F10%2Fvirtus-katalog.pdf|||”][\/vc_column][\/vc_row][vc_row][vc_column][vc_video link=”https:\/\/www.youtube.com\/watch?v=2ztCTgF7FfY” el_width=”50″ align=”center”][\/vc_column][\/vc_row][vc_row][vc_column][vc_empty_space][vc_tta_tour style=”modern” spacing=”2″ gap=”2″ active_section=”1″][vc_tta_section title=”Selling to the Point\u00ae” tab_id=”1665940283980-98bd831e-1aa0″][vc_column_text css=”.vc_custom_1666079751967{background-color: #ffffff !important;}”] Selling to the Point\u00ae sat\u0131\u015fa \u00e7eviklik ve ko\u00e7lu\u011fu getirmesi sebebi ile yeni y\u00fczy\u0131l\u0131n en etkili sat\u0131\u015f e\u011fitimlerinden biridir. \u201cM\u00fc\u015fterinin Al\u0131m Performans\u0131\u201dn\u0131n nas\u0131l y\u00fckseltilebilece\u011fini anlatan, sat\u0131\u015fa \u00e7eviklik ve ko\u00e7lu\u011fu getiren d\u00fcnyadaki \u201cilk ve tek […]<\/p>\n","protected":false},"author":1,"featured_media":0,"parent":0,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"page-templates\/page.php","meta":[],"yoast_head":"\nSelling to the Point\u00ae - Virtus Idea<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.virtusidea.com\/index.php\/selling-to-the-point\/\" \/>\n<meta property=\"og:locale\" content=\"tr_TR\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Selling to the Point\u00ae - Virtus Idea\" \/>\n<meta property=\"og:description\" content=\"[vc_row][vc_column][vc_empty_space][vc_btn title=”Katalo\u011fumuzu Buradan G\u00f6rebilirsiniz” color=”primary” align=”center” link=”url:http%3A%2F%2Fwww.virtusidea.com%2Fwp-content%2Fuploads%2F2022%2F10%2Fvirtus-katalog.pdf|||”][\/vc_column][\/vc_row][vc_row][vc_column][vc_video link=”https:\/\/www.youtube.com\/watch?v=2ztCTgF7FfY” el_width=”50″ align=”center”][\/vc_column][\/vc_row][vc_row][vc_column][vc_empty_space][vc_tta_tour style=”modern” spacing=”2″ gap=”2″ active_section=”1″][vc_tta_section title=”Selling to the Point\u00ae” tab_id=”1665940283980-98bd831e-1aa0″][vc_column_text css=”.vc_custom_1666079751967{background-color: #ffffff !important;}”] Selling to the Point\u00ae sat\u0131\u015fa \u00e7eviklik ve ko\u00e7lu\u011fu getirmesi sebebi ile yeni y\u00fczy\u0131l\u0131n en etkili sat\u0131\u015f e\u011fitimlerinden biridir. \u201cM\u00fc\u015fterinin Al\u0131m Performans\u0131\u201dn\u0131n nas\u0131l y\u00fckseltilebilece\u011fini anlatan, sat\u0131\u015fa \u00e7eviklik ve ko\u00e7lu\u011fu getiren d\u00fcnyadaki \u201cilk ve tek […]\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.virtusidea.com\/index.php\/selling-to-the-point\/\" \/>\n<meta property=\"og:site_name\" content=\"Virtus Idea\" \/>\n<meta property=\"article:modified_time\" content=\"2022-10-18T08:29:13+00:00\" \/>\n<meta property=\"og:image\" content=\"http:\/\/www.virtusidea.com\/wp-content\/uploads\/2022\/10\/JEFF-200x300.jpg\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Tahmini okuma s\u00fcresi\" \/>\n\t<meta name=\"twitter:data1\" content=\"6 dakika\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"WebPage\",\"@id\":\"https:\/\/www.virtusidea.com\/index.php\/selling-to-the-point\/\",\"url\":\"https:\/\/www.virtusidea.com\/index.php\/selling-to-the-point\/\",\"name\":\"Selling to the Point\u00ae - Virtus Idea\",\"isPartOf\":{\"@id\":\"https:\/\/www.virtusidea.com\/#website\"},\"datePublished\":\"2019-01-10T03:57:18+00:00\",\"dateModified\":\"2022-10-18T08:29:13+00:00\",\"breadcrumb\":{\"@id\":\"https:\/\/www.virtusidea.com\/index.php\/selling-to-the-point\/#breadcrumb\"},\"inLanguage\":\"tr\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\/\/www.virtusidea.com\/index.php\/selling-to-the-point\/\"]}]},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\/\/www.virtusidea.com\/index.php\/selling-to-the-point\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Anasayfa\",\"item\":\"https:\/\/www.virtusidea.com\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"Selling to the Point\u00ae\"}]},{\"@type\":\"WebSite\",\"@id\":\"https:\/\/www.virtusidea.com\/#website\",\"url\":\"https:\/\/www.virtusidea.com\/\",\"name\":\"Virtus Idea\",\"description\":\"Mü\u015fterilerinizin Karar Koçu Olun! 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