Ge\u00e7enlerde ad\u0131n\u0131 \u00e7ok iyi bildi\u011finiz global bir firmada \u00e7al\u0131\u015fan, \u00fcst d\u00fczey sat\u0131\u015f y\u00f6neticisi bir arkada\u015f\u0131mla dertle\u015ftik.<\/p>\n
4-5 ay kadar \u00f6nce, (sat\u0131\u015flar hedeften uzakken) bir \u00e7ok \u00fclkenin \u00fcst d\u00fczey sat\u0131\u015f y\u00f6neticisinin kat\u0131ld\u0131\u011f\u0131 bir toplant\u0131 yapm\u0131\u015flar.<\/p>\n
Arkada\u015f\u0131m \u201cSat\u0131\u015ftan Sorumlu Ba\u015fkan Yard\u0131mc\u0131s\u0131\u201d (Global VP) a\u00e7\u0131k\u00e7a sopa g\u00f6sterdi, herkes klasik \u201cDaha \u00e7ok \u00c7ABA g\u00f6sterece\u011fiz, hedefe ula\u015faca\u011f\u0131z\u201d dedi, sonra da\u011f\u0131ld\u0131k.<\/p>\n
\u201cSonra ne oldu?\u201d diye sordum.<\/strong><\/p>\n \u201cNe olacak? Sopan\u0131n i\u015fe yaramayaca\u011f\u0131n\u0131 tahmin etmi\u015ftim zaten. Seneyi daha da k\u00f6t\u00fc kapat\u0131yoruz. Son toplant\u0131da bolca savunma dinledik.<\/p>\n En iyi sat\u0131\u015f\u00e7\u0131lar\u0131n\u0131 kaybeden mi arars\u0131n, pazar\u0131n b\u00fcy\u00fcmesini, tedari\u011fi veya ekonomik s\u0131k\u0131nt\u0131lar\u0131 m\u0131 \u00f6ne s\u00fcren mi arars\u0131n.<\/p>\n Art\u0131k sene b\u00f6yle bitti, yapacak bir \u015fey yok.<\/p>\n \u00d6n\u00fcm\u00fczdeki seneye girerken, \u201cMotivasyonu nas\u0131l artt\u0131raca\u011f\u0131z?\u201d en \u00f6nemli konu bu oldu\u201d dedi.<\/p>\n \u201cSat\u0131\u015ftaki klasik Batakl\u0131k D\u00f6ng\u00fcs\u00fc – Slump Cycle -\u201c\u00a0Yani topluca Kadir \u0130nan\u0131r & K\u00fc\u00e7\u00fck Emrah modeline d\u00f6nm\u00fc\u015fs\u00fcn\u00fcz\u201d dedim.<\/strong><\/p><\/blockquote>\n \u201cO ne?\u201c diye sordu, merakla g\u00fclerek.<\/p>\n Sat\u0131\u015f\u00e7\u0131lar zaten hedeflerine ula\u015fmalar\u0131 gerekti\u011fini biliyorlar. <\/strong><\/p>\n \u00dczerine \u201c\u0130\u015fini kaybedersin ha!\u201d diye daha da bask\u0131 yaparsan \u00f6l\u00fcm korkusuna kadar tetikliyorsun. Zihin s\u00fcrekli korku i\u00e7inde \u00e7al\u0131\u015fmaya ba\u015fl\u0131yor. <\/strong><\/p>\n \u201c\u0130\u015fimi kaybedersem, okul taksidini, ev kredisini \u00f6deyemem, a\u00e7 kal\u0131r\u0131m, \u00f6l\u00fcr\u00fcm\u201d. diye dolan\u0131yoruz ortalarda do\u011fal olarak<\/strong>.<\/p>\n Y\u00f6netici de olsa, ekipten biri de olsa farketmiyor. <\/strong><\/p>\n Sat\u0131\u015f\u00e7\u0131lar\u0131n dinleme becerisi zaten san\u0131ld\u0131\u011f\u0131 gibi iyi de\u011fil, dinleme becerileri d\u00fc\u015f\u00fck.<\/strong><\/p>\n \u00dczerine daha da\u00a0endi\u015fe verince, hi\u00e7 dinleyemez hale geliyorlar ve iyice \u201cSATMA \u00c7ABASINA\u201d giriyorlar.<\/strong><\/p>\n Sonucunda 2 tip sat\u0131\u015f\u00e7\u0131dan birini yarat\u0131yorsun, <\/strong><\/p><\/blockquote>\n ya \u201cAgresif (Kadir \u0130nan\u0131r)\u201d veya \u201cMuhtac\u0131m (K\u00fc\u00e7\u00fck Emrah)\u201d. <\/strong><\/p><\/blockquote>\n \u201c\u0130\u015fte aynen bu ruh halini ve d\u00fc\u015f\u00fc\u015f\u00fc ya\u015fad\u0131k. \u0130yi de ne yapacaks\u0131n? Sistem b\u00f6yle\u201d dedi.<\/p>\n Sen m\u00fc\u015fteri olsan \u201cagresif veya muhta\u00e7, s\u00fcrekli \u201csatma \u00e7abas\u0131\u201d i\u00e7inde bir sat\u0131\u015f\u00e7\u0131 g\u00f6rmek ister misin kar\u015f\u0131nda?\u201d diye sordum.<\/strong><\/p>\n \u201c\u0130stemem tabi ki\u201d dedi.<\/p>\n \u201cPeki gergin, agresif veya muhta\u00e7 biri seni dinleyebilir mi?\u201d<\/strong><\/p>\n \u201cDinleyemez\u201d.<\/p>\n \u201cPazarl\u0131k g\u00fcc\u00fcn, marka imaj\u0131n b\u00f6yle bir sat\u0131\u015f\u00e7\u0131 tipiyle d\u00fc\u015fer mi?\u201d<\/strong><\/p>\n \u201cD\u00fc\u015fer.\u201d<\/p>\n \u201cG\u00fcven yaratma, de\u011fer\/fayda sunma k\u0131sm\u0131na kadar gelmen m\u00fcmk\u00fcn m\u00fc?\u201d.<\/strong><\/p>\n \u201cPek olas\u0131 de\u011fil\u201d<\/p>\n \u201cE sat\u0131\u015f\u0131 artt\u0131rman da pek olas\u0131 de\u011fil o zaman. Satamad\u0131k\u00e7a daha da endi\u015felenip bata\u011fa iyice girersin, do\u011fru mu?\u201d<\/strong><\/p><\/blockquote>\n “Do\u011fru, hi\u00e7 bu y\u00f6nden bakmam\u0131\u015ft\u0131m.”<\/p>\n \u201c\u0130\u015fte o y\u00fczden yeni sat\u0131\u015f k\u00fclt\u00fcr\u00fcnde ilk olarak ego, zihin oyunlar\u0131 ve kendi zihnini y\u00f6netmeyi \u00f6\u011fretmekle ba\u015fl\u0131yoruz.\u201d<\/strong><\/p><\/blockquote>\n \u201cTemel atma t\u00f6reni gibi d\u00fc\u015f\u00fcn, daha \u00f6nce geleneksel e\u011fitimlerin hi\u00e7birinde g\u00f6rmedi\u011fin ara\u00e7lar.\u201d<\/p><\/blockquote>\n Ve bu \u201cKarar Ko\u00e7lu\u011fu\u201dnu ve Sat\u0131\u015fta \u00c7evikli\u011fi \u00f6\u011frenebilmek i\u00e7in sadece bir \u00f6ngereklilik<\/strong><\/p>\n ———————————————————————————————————–<\/p>\n Eskinin K\u00fc\u00e7\u00fck Emrah & Kadir \u0130nan\u0131r modeli bu y\u00fczden \u00e7al\u0131\u015fm\u0131yor, \u00e7al\u0131\u015fmayacak.<\/p>\n M\u00fc\u015fteriye \u201czorla sev beni\u201d veya \u201cihtiyac\u0131m var, almaz m\u0131yd\u0131n\u0131z?\u201d diyen ekipler ve y\u00f6neticiler yaratmay\u0131n. Bir Ata Demirer Parodisine d\u00f6nmesin i\u015f.<\/p>\n Onlar\u0131n ihtiyac\u0131; <\/strong><\/p><\/blockquote>\n sat\u0131\u015flar\u0131n\u0131 artt\u0131rmalar\u0131n\u0131 yard\u0131mc\u0131 olacak ve \u201cbask\u0131ya ra\u011fmen\u201d m\u00fc\u015fteriye odaklanmalar\u0131n\u0131 sa\u011flayacak yeni ara\u00e7lar<\/strong><\/p><\/blockquote>\n","protected":false},"excerpt":{"rendered":" Ge\u00e7enlerde ad\u0131n\u0131 \u00e7ok iyi bildi\u011finiz global bir firmada \u00e7al\u0131\u015fan, \u00fcst d\u00fczey sat\u0131\u015f y\u00f6neticisi bir arkada\u015f\u0131mla dertle\u015ftik. 4-5 ay kadar \u00f6nce, (sat\u0131\u015flar hedeften uzakken) bir \u00e7ok \u00fclkenin \u00fcst d\u00fczey sat\u0131\u015f y\u00f6neticisinin kat\u0131ld\u0131\u011f\u0131 bir toplant\u0131 yapm\u0131\u015flar. Arkada\u015f\u0131m \u201cSat\u0131\u015ftan Sorumlu Ba\u015fkan Yard\u0131mc\u0131s\u0131\u201d (Global VP) a\u00e7\u0131k\u00e7a sopa g\u00f6sterdi, herkes klasik \u201cDaha \u00e7ok \u00c7ABA g\u00f6sterece\u011fiz, hedefe ula\u015faca\u011f\u0131z\u201d dedi, sonra da\u011f\u0131ld\u0131k. […]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[22],"tags":[],"yoast_head":"\n