Wortwahl im Verkaufsgespräch: Wichtige Tipps!

with 8.938 Kommentare
Vermeiden Sie Fehler bei der Wahl Ihrer Worte im
Verkaufsgespräch und machen sich damit Ihr Leben
leichter. Im folgenden Artikel möchte ich Ihnen darlegen,
warum und wie man negative Auswirkungen
falscher Wortwahl im Verkaufsgespräch verhindern kann und sollte.

Dirk BRaun gibt Tipps zur richtigen Wortwahl im Verkaufsgespräch

Über die Wortwahl im Verkaufsgespräch

Mein Name ist Dirk Braun und ich bin leidenschaftlicher Verkaufstrainer. In diesem

Artikel möchte ich Ihnen etwas über den Verstand und über die Wichtigkeit der richtigen

Wortwahl im Verkaufsgespräch erzählen.

Der menschliche Verstand setzt Informationen, die ihm zugeführt werden,

sofort in innere Bilder um. Für Verneinungen stehen

keine Bilder zur Verfügung.

Das heißt, auf die dringliche Bitte an Sie: „Denken Sie bitte nicht an den Eiffelturm!“

werden Sie eventuell den Eiffelturm vor

Ihrem geistigen Auge auftauchen sehen.

Gute Absicht – schlechtes Ergebnis

Wenn Sie diese Strategie auf einen Satz übertragen, wie: „Sie werden es nicht

bereuen, dass Sie sich hierfür Zeit genommen haben!“ wird klar:

Die Absicht des Verkäufers, den Kunden zum Abschluss

des Gesprächs noch einmal nachträglich zu motivieren, schlägt fehl, denn das

Wort, das vom menschlichen Verstand in erster Linie registriert wird, ist: „bereuen“!

Je mehr Beispiele Sie für sich selbst herausfinden, desto deutlicher wird Ihnen die Wirkung

bewusst, die durch den Gebrauch negativer Worte entsteht.

Und gerade für einen Verkäufer ist es deshalb sehr wichtig, dass seine sprachliche Ausdrucksfähigkeit

von positiven Worten und positiven Bildern geprägt ist, denn davon wird sein Verkaufserfolg abhängen!

Was sollte man konkret im Verkaufsgespräch vermeiden?

Falsch: „Das werden Sie nicht bereuen.“
Richtig: „Sie werden gleich beim ersten Einsatz sehen, dass Sie die richtige Entscheidung getroffen haben.“

Falsch: „Da gehen Sie kein Risiko ein.“
Richtig: „Damit haben Sie eine sichere Lösung.“

Falsch: „Es dauert nicht lang …“
Richtig: „Das geht ganz schnell.“

Falsch: „Das kann ja nicht schaden.“
Richtig: „Das bringt uns bestimmt einige Schritte voran.“

Falsch: „Das ist nicht schwer.“
Richtig: „Sie werden schnell feststellen, wie leicht die Bedienung ist.“

Falsch: „Das ist unerheblich.“
(=abwertende Formulierung)

Falsch: „Jetzt mal ehrlich Herr Kunde, …“
(Waren Sie vorher unehrlich?)

In meinen Verkaufstrainings lernen Sie die Formulierungen, die man heutzutage verwendet, um den

Kunden sich selbst überzeugen zu lassen.

Das erleichtert die Akquise und den Verkaufsabschluss.

 

Wer gerne mehr zu diesem und ähnlichen Themen erfahren möchte, den lade ich herzlich dazu ein sich auf

meiner Website oder meinen Blogs weiter umzuschauen und mir gerne alle Fragen

und Anregungen zukommen zu lassen.

 

Dirk Braun

Verkaufstrainer

 

 

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