{"id":6039,"date":"2022-05-18T11:19:03","date_gmt":"2022-05-18T08:19:03","guid":{"rendered":"https:\/\/cloudfresh.com\/?p=6039"},"modified":"2024-12-09T17:00:03","modified_gmt":"2024-12-09T14:00:03","slug":"yak-pidvishhiti-vashi-prodazhi-cherez-pobudovu-yakisnih-vidnosin-iz-kliyentami","status":"publish","type":"post","link":"https:\/\/cloudfresh.com\/cs\/blog\/yak-pidvishhiti-vashi-prodazhi-cherez-pobudovu-yakisnih-vidnosin-iz-kliyentami\/","title":{"rendered":"Co p\u0159esn\u011b znamen\u00e1 metoda prodej\u016f pomoc\u00ed vztahu"},"content":{"rendered":"<p><img decoding=\"async\" class=\"wp-image-6709 aligncenter\" src=\"https:\/\/cloudfresh.com\/wp-content\/uploads\/2022\/05\/zendesk_CX_main_image.jpg\" alt=\"\" width=\"1211\" height=\"777\" srcset=\"https:\/\/cloudfresh.com\/wp-content\/uploads\/2022\/05\/zendesk_CX_main_image.jpg 1596w, https:\/\/cloudfresh.com\/wp-content\/uploads\/2022\/05\/zendesk_CX_main_image-300x192.jpg 300w, https:\/\/cloudfresh.com\/wp-content\/uploads\/2022\/05\/zendesk_CX_main_image-768x493.jpg 768w, https:\/\/cloudfresh.com\/wp-content\/uploads\/2022\/05\/zendesk_CX_main_image-1024x657.jpg 1024w, https:\/\/cloudfresh.com\/wp-content\/uploads\/2022\/05\/zendesk_CX_main_image-600x385.jpg 600w\" sizes=\"(max-width: 1211px) 100vw, 1211px\" \/><\/p>\n<p>&nbsp;<\/p>\n<p>Vztahy mezi z\u00e1kazn\u00edky a firmou mohou drhnout, kdy\u017e p\u0159ijde na z\u00e1kaznickou podporu. Mezit\u00edmco technologie p\u0159ev\u00e1\u017en\u011b p\u0159evzali m\u00edsto prodejc\u016f po cel\u00e9m sv\u011bt\u011b, interakce s\u00a0jin\u00fdm \u017eiv\u00fdm \u010dlov\u011bkem je po\u0159\u00e1d n\u011bco, co se velmi t\u011b\u017ece nahrazuje.<\/p>\n<p>Budov\u00e1n\u00ed vztahu se z\u00e1kazn\u00edkem m\u016f\u017ee v\u00e9st k r\u016fstu prodeje a k\u0159\u00ed\u017eov\u00e9mu prodeji. Nyn\u00ed se pod\u00edv\u00e1me na \u0161est praktick\u00fdch tip\u016f a postup\u016f, jak zlep\u0161it va\u0161e prodejn\u00ed techniky. Nejd\u0159\u00edv se ale poj\u010fme \u0159\u00edct, co to v\u016fbec znamen\u00e1 prod\u00e1v\u00e1n\u00ed pomoc\u00ed vztahu.<\/p>\n<p>&nbsp;<\/p>\n<h2>Postup prodeje pomoc\u00ed vztahu<\/h2>\n<p>Jsme zvykl\u00ed a nau\u010deni, \u017ee hlavn\u00ed komunikace s\u00a0klientem kon\u010d\u00ed uzav\u0159en\u00edm dohody a zaplacen\u00edm za produkt nebo slu\u017ebu. Prodej pomoc\u00ed vztahu je nov\u00e1 prodejn\u00ed metoda, ve kter\u00e9 je kone\u010dn\u00fdm v\u00fdsledkem pevn\u00fd a d\u016fv\u011bryhodn\u00fd vztah mezi prodejcem a z\u00e1kazn\u00edkem.<\/p>\n<p>K budov\u00e1n\u00ed vztahu s\u00a0klientem by m\u011blo b\u00fdt p\u0159istupov\u00e1no naprosto stejn\u011b jako k\u00a0vytv\u00e1\u0159en\u00ed osobn\u00edch vztah\u016f s\u00a0lidmi z\u00a0na\u0161eho okol\u00ed. I v\u00a0p\u0159\u00edpad\u011b \u017ee v\u00e1\u0161 produkt pokryje v\u0161echna klientova p\u0159\u00e1n\u00ed a vy\u0159e\u0161\u00ed jejich probl\u00e9m, stejn\u011b nakonec daj\u00ed na sv\u016fj instinkt a nevyu\u017eij\u00ed va\u0161ich slu\u017eeb, pokud si v\u0161imnou n\u011bjak\u00fdch varovn\u00fdch sign\u00e1l\u016f. \u00dakolem pracovn\u00edk\u016f z\u00e1kaznick\u00e9 podpory je p\u0159edej\u00edt t\u011bmto varovn\u00fdm sign\u00e1l\u016fm a ujistit z\u00e1kazn\u00edka o tom, \u017ee se nach\u00e1z\u00ed v\u00a0dobr\u00fdch rukou.<\/p>\n<p>Hlavn\u00ed princip prodeje pomoc\u00ed vztahu nen\u00ed klientovi \u0159\u00edkat, \u017ee si zaslou\u017e\u00edme jeho d\u016fv\u011bru, n\u00fdbr\u017e mu to uk\u00e1zat. Mo\u017en\u00e1 jste zaslechli pojem prodej na z\u00e1klad\u011b pot\u0159eb. Tato metoda je tak\u00e9 zn\u00e1m\u00e1 jako konzultativn\u00ed metoda. Hlavn\u00ed postup t\u00e9to metody je naslouchat klientov\u00fdm pot\u0159eb\u00e1m a s\u00a0rozvahou pro n\u011b vybrat \u0159e\u0161en\u00ed. Touto cesto je mo\u017eno uk\u00e1zat klientovi, \u017ee se na v\u00e1s m\u016f\u017ee spolehnout.<\/p>\n<p>&nbsp;<\/p>\n<h2>Z\u00a0\u010deho se skl\u00e1daj\u00ed prodeje za pomoc\u00ed vztahu<\/h2>\n<p>Prodej za pomoc\u00ed vztahu se hlavn\u011b soust\u0159ed\u00ed na zlep\u0161ov\u00e1n\u00ed vztahu s\u00a0klientem. Zat\u00edmco v\u00a0ostatn\u00edch metod\u00e1ch se prodejce zam\u011b\u0159uje na jeho vlastn\u00ed \u00fasp\u011bch, prodej pomoc\u00ed vztah se soust\u0159ed\u00ed hlavn\u011b na uspokojen\u00ed z\u00e1kazn\u00edka, co nejv\u00edce to jde. Proto pokud chcete usp\u011bt v\u00a0t\u00e9to metod\u011b, nesm\u00edte se soust\u0159edit na v\u00fdsledek (velikost a uzav\u0159en\u00ed dohody), ale hlavn\u011b na komunikaci s\u00a0klientem. Ve zkratce, mus\u00edte pou\u017e\u00edt ve\u0161kerou empatii, kter\u00e1 se ve v\u00e1s nach\u00e1z\u00ed, a pokud se ve v\u00e1s \u017e\u00e1dn\u00e1 nenach\u00e1z\u00ed, budete si n\u011bjakou muset vybudovat.<\/p>\n<p>Jednoduch\u00fd tip: Potkejte se s\u00a0klienty \u010dast\u011bji, p\u0159i sch\u016fzk\u00e1ch v\u011bnujte pozornost detail\u016fm a sp\u0159\u00e1telte se s\u00a0nimi. N\u00e1sleduj\u00edc\u00ed techniky jsou n\u00e1pomocn\u00e9 k\u00a0budov\u00e1n\u00ed vztahu:<\/p>\n<ul>\n<li aria-level=\"1\">Ozna\u010dte si klientovi narozeniny nebo d\u016fle\u017eit\u00e9 data ve va\u0161em kalend\u00e1\u0159i. Po\u0161lete jim osobn\u00ed p\u0159\u00e1n\u00ed p\u0159esn\u011b na jejich v\u00fdjime\u010dn\u00fd den.<\/li>\n<li aria-level=\"1\">Sledujte v\u00fdvoj jejich kari\u00e9ry. Sna\u017ete se b\u00fdt velmi vn\u00edmav\u00ed ohledn\u011b situace, ve kter\u00e9 se klient nach\u00e1z\u00ed, d\u00edky \u010demu\u017e m\u016f\u017eete l\u00e9pe usoudit co mu nab\u00eddnout a pogratulovat mu k\u00a0jeho pov\u00fd\u0161en\u00ed. Konec konc\u016f, nov\u00e9 mo\u017enosti pro va\u0161eho klienta p\u0159\u00edmo ur\u010duj\u00ed mo\u017enosti pro v\u00e1s.<\/li>\n<li aria-level=\"1\">V\u011bnujte pozornost jejich rodin\u011b. Pro v\u011bt\u0161inu lid\u00ed je rodina ta nejv\u00fdznamn\u011bj\u0161\u00ed v\u011bc v\u00a0jejich \u017eivot\u011b. To znamen\u00e1, \u017ee pokud byste si zapsali jm\u00e9na, kon\u00ed\u010dky nebo i pr\u00e1ci nejv\u00fdznamn\u011bj\u0161\u00edch lid\u00ed v\u00a0klientov\u011b rodin\u011b z\u00edskali byste u nich velk\u00e9 plus. Chcete p\u0159ece jen budovat p\u0159\u00e1telsk\u00fd vztah s\u00a0klienty.<\/li>\n<li aria-level=\"1\">Zjist\u011bte kon\u00ed\u010dky a z\u00e1jmy klienta. Naleznete dal\u0161\u00ed t\u00e9mata, kter\u00e1 v\u00e1\u0161 vztah s\u00a0klientem posunout o krok d\u00e1l a to hlavn\u011b za pomoc\u00ed n\u011b\u010deho, co jim bude p\u0159\u00edjemn\u00e9.<\/li>\n<li aria-level=\"1\">N\u00e1bo\u017eensk\u00e9 sv\u00e1tky. Zaznamenejte si v\u00a0kalend\u00e1\u0159i, kdy nen\u00ed vhodn\u00e9 klienta vyru\u0161ovat p\u0159i sv\u00e1tc\u00edch vztahuj\u00edc\u00edch se k\u00a0jejich n\u00e1bo\u017eenstv\u00ed.<\/li>\n<\/ul>\n<p>V\u0161echny tyto informace mus\u00edte z\u00edskat pod tlakem a z\u00e1rove\u0148 u toho respektovat komfortn\u00ed hranice va\u0161eho klienta.<\/p>\n<h2><\/h2>\n<h2>V\u00fdhody prodeje pomoc\u00ed vztahu<\/h2>\n<p>Abychom byli co nejv\u00edce profesion\u00e1ln\u00ed ohledn\u011b t\u00e9to metody, mus\u00edme si uv\u011bdomit, \u017ee d\u016fv\u011bryhodn\u00fd vztah s\u00a0klientem se rovn\u00e1 v\u011bt\u0161\u00ed zisk pro va\u0161i spole\u010dnost. Mimo toho m\u00e1 prodej pomoc\u00ed vztahu n\u011bkolik dal\u0161\u00edch v\u00fdhod:<\/p>\n<ul>\n<li aria-level=\"1\">Porozum\u00edte va\u0161\u00ed klientele. Spokojen\u00fd klient bude schopn\u00fd v\u00e1m d\u016fv\u011b\u0159ovat se sv\u00fdmi osobn\u00edmi \u00fadaji, d\u00edky \u010demu\u017e budete moci v\u00edce porozum\u011bt va\u0161\u00ed c\u00edlov\u00e9 skupin\u011b potencion\u00e1ln\u00edch klient\u016f<\/li>\n<li aria-level=\"1\">Doporu\u010den\u00ed od va\u0161ich klient\u016f. Dobr\u00fd vztah s\u00a0prodejcem je jako hezk\u00fd bonus k\u00a0zakoupen\u00fdm slu\u017eb\u00e1m. Jestli\u017ee z\u016fstanou spokojeni se svoj\u00ed z\u00e1kaznickou zku\u0161enost\u00ed ve va\u0161\u00ed firm\u011b, je mnohem v\u00edce pravd\u011bpodobn\u00e9 \u017ee v\u00e1s doporu\u010d\u00ed sv\u00fdm zn\u00e1m\u00fdm, ze kter\u00fdch se potom mohou st\u00e1t dal\u0161\u00ed spokojen\u00ed z\u00e1kazn\u00edci.<\/li>\n<li aria-level=\"1\">Z\u00e1kaznick\u00e1 v\u011brnost. Pokud si vybudujete vztah na z\u00e1klad\u011b \u00facty a d\u016fv\u011bry je v\u011bt\u0161\u00ed \u0161ance, \u017ee se k\u00a0v\u00e1m klient vr\u00e1t\u00ed znovu pro dal\u0161\u00ed produkty nebo slu\u017eby.<\/li>\n<\/ul>\n<h2><\/h2>\n<h2>\u0160est efektivn\u00edch metod pro prodej pomoc\u00ed vztahu<\/h2>\n<p>Proces z\u00edsk\u00e1n\u00ed d\u016fv\u011bry je zpravidla dlouh\u00fd a komplikovan\u00fd. V\u011bt\u0161ina klient\u016f v\u00e1m nesv\u011b\u0159\u00ed svou d\u016fv\u011bru, dokud jim doopravdy neuk\u00e1\u017eete v\u00fdsledky. Proto pro v\u00e1s m\u00e1me \u0161est funguj\u00edc\u00edch praktik jak dob\u0159e vybudovat kvalitn\u00ed a funguj\u00edc\u00ed vztah s\u00a0va\u0161imi klienty.<\/p>\n<ol>\n<li>Zaujm\u011bte klienta<\/li>\n<\/ol>\n<p>Zna\u010dn\u00e1 \u010d\u00e1st va\u0161\u00ed konverzace s\u00a0klientem bude hled\u00e1n\u00ed spole\u010dn\u00fdch t\u00e9mat. D\u00edky t\u011bmto t\u00e9mat\u016fm se v\u00e1m klient nejen\u017ee otev\u0159e a bude se mu s\u00a0v\u00e1mi l\u00edp komunikovat, ale tak\u00e9 budete moci l\u00e9pe vybrat produkty z\u00a0va\u0161\u00ed nab\u00eddky, kter\u00e9 by mohly klienta zaujmout.<\/p>\n<p>2. V\u017edy bu\u010fte pravdomluvn\u00ed<\/p>\n<p>Sna\u017ete se v\u017edy d\u00e1vat va\u0161\u00edm z\u00e1kazn\u00edk\u016fm pouze pravdiv\u00e9 a p\u0159esn\u00e9 informace. Nikdy nesd\u011blujte informace o jin\u00fdch z\u00e1kazn\u00edc\u00edch. Ale pokud se domn\u00edv\u00e1te, \u017ee v\u00e1\u0161 z\u00e1kazn\u00edk po\u0159\u00e1d pln\u011b neporozum\u011bl va\u0161emu produktu nebo slu\u017eb\u011b, pokuste se je vzd\u011blat o t\u00e9matu, co nejv\u00edce to p\u016fjde a doplnit jim ve\u0161ker\u00e9 nezbytn\u00e9 informace.<\/p>\n<p>3. Pou\u017e\u00edvejte fakta p\u0159i mluven\u00ed o konkurenci<\/p>\n<p>Nemluvte o konkurenci vylo\u017een\u011b \u0161patn\u011b p\u0159ed va\u0161imi z\u00e1kazn\u00edky. Zkuste sp\u00ed\u0161e vz\u00edt ve\u0159ejn\u011b dostupn\u00e1 fakta, ve kter\u00fdch je va\u0161e spole\u010dnost v\u00fdrazn\u011b lep\u0161\u00ed a p\u0159esv\u011bd\u010dte klienta pomoc\u00ed nich.<\/p>\n<p>4. Nevzbuzujte p\u0159ehnan\u00e1 o\u010dek\u00e1v\u00e1n\u00ed<\/p>\n<p>Zkuste p\u0159ed\u010dit klientova o\u010dek\u00e1v\u00e1n\u00ed, av\u0161ak nikdy nevzbuzujte a\u017e moc p\u0159ehn\u00e1na o\u010dek\u00e1v\u00e1n\u00ed. Mluvte na rovinu ohledn\u011b toho, co m\u016f\u017eete nab\u00eddnout.<\/p>\n<p>5. Nab\u00eddn\u011bte \u0159e\u0161en\u00ed bez zbyte\u010dn\u00e9ho tlaku<\/p>\n<p>Va\u0161\u00edm c\u00edlem by nem\u011blo b\u00fdt prodat co nejv\u00edce produkt\u016f nebo slu\u017eeb, av\u0161ak v\u017edy pomoci va\u0161emu z\u00e1kazn\u00edkovi. Naj\u00edt p\u0159\u00ed\u010dinu jejich probl\u00e9mu a vy\u0159e\u0161it ho co nejefektivn\u011bji, to je v\u00e1\u0161 c\u00edl a zp\u016fsob jak jim nejv\u00edce pomoci. Z\u00e1rove\u0148 se ale dr\u017ete z\u00e1sad va\u0161\u00ed spole\u010dnosti a nevm\u011b\u0161ujte se do probl\u00e9m\u016f klienta, pokud v\u00e1s o to nepo\u017e\u00e1daj\u00ed.<\/p>\n<p>6. Neberte si prohru osobn\u011b<\/p>\n<p>P\u0159i prodeji se m\u016f\u017ee st\u00e1t cokoliv, tak\u017ee pokud ztrat\u00edte potencion\u00e1ln\u00edho klienta, nic si z\u00a0toho ned\u011blejte. Prod\u00e1v\u00e1n\u00ed je o tom se v\u017edy vyhoupnout zp\u011bt na vrchol, ihned po proh\u0159e.<\/p>\n<h2><\/h2>\n<h2>Investujte v\u00edce \u010dasu do rozv\u00edjen\u00ed vztah\u016f s\u00a0va\u0161imi z\u00e1kazn\u00edky<\/h2>\n<p>Vybudov\u00e1n\u00ed kvalitn\u00edho vztahu p\u0159i prod\u00e1v\u00e1n\u00ed je komplikovan\u00fd proces. Z\u00e1klad t\u00e9to metody je z\u00edskat p\u0159\u00e1telsk\u00fd vztah s\u00a0ka\u017ed\u00fdm klientem individu\u00e1ln\u011b, co\u017e dok\u00e1\u017ee b\u00fdt \u010dasov\u011b n\u00e1ro\u010dn\u00e9, pokud k\u00a0tomu je\u0161t\u011b p\u0159id\u00e1te dal\u0161\u00ed technick\u00e9 \u00fakony, kter\u00e9 mus\u00ed prodejci vykonat. Pro lep\u0161\u00ed organizaci \u010dasu proto pou\u017e\u00edv\u00e1me aplikaci Zendesk vztahy s\u00a0klienty, kter\u00e1 va\u0161\u00edm prodejc\u016fm u\u0161et\u0159\u00ed \u010das, kter\u00fd mohou vyu\u017e\u00edt pro jin\u00e9 kritick\u00e9 \u00fakony a komunikaci s\u00a0potencion\u00e1ln\u00edmi klienty. Pokud se chcete dozv\u011bd\u011bt v\u00edce o aplikaci Zendesk, kontaktujte Cloudfresh experty.<\/p>\n<p>Cloudfresh t\u00fdm je unik\u00e1tn\u00ed centrumznalost\u00ed pro <a href=\"https:\/\/cloudfresh.com\/cs\/produkty\/google-cloud-platform\/\">Google Cloud<\/a>, <a href=\"https:\/\/cloudfresh.com\/cs\/produkty-zendesk\/\">Zendesk<\/a> a <a href=\"https:\/\/cloudfresh.com\/cs\/produkty\/asana\/\">Asana<\/a>. Pro tyto produkty jsme schopni v\u00e1m poskytnout n\u00e1sleduj\u00edc\u00ed slu\u017eby:<\/p>\n<ul>\n<li aria-level=\"1\">\u00daprava na m\u00edru;<\/li>\n<li aria-level=\"1\">V\u00fdvoj;<\/li>\n<li aria-level=\"1\">Integrace;<\/li>\n<li aria-level=\"1\">\u0160kolen\u00ed;<\/li>\n<li aria-level=\"1\">Licence;<\/li>\n<li aria-level=\"1\">Podpora.<\/li>\n<\/ul>\n<p>Na\u0161i specialist\u00e9 v\u00e1m pomohou optimalizovat va\u0161i IT infrastrukturu, vyvinout integrace pro zlep\u0161en\u00ed komunikace mezi syst\u00e9my, a pomohou v\u00e1m vytvo\u0159it nov\u00e9 struktury a procesy pro va\u0161e t\u00fdmy. Z\u00e1rove\u0148 pro v\u00e1s bude dostupn\u00e9 na\u0161e centrum pomoci, kter\u00e9 v\u00e1s bude z\u00e1sobovat tou nejlep\u0161\u00ed z\u00e1kaznickou zku\u0161enost\u00ed!<\/p>\n<p>&nbsp;<\/p>","protected":false},"excerpt":{"rendered":"<p>&nbsp; Vztahy mezi z\u00e1kazn\u00edky a firmou mohou drhnout, kdy\u017e p\u0159ijde na z\u00e1kaznickou podporu. Mezit\u00edmco technologie p\u0159ev\u00e1\u017en\u011b p\u0159evzali m\u00edsto prodejc\u016f po cel\u00e9m sv\u011bt\u011b, interakce s\u00a0jin\u00fdm \u017eiv\u00fdm \u010dlov\u011bkem je po\u0159\u00e1d n\u011bco, co se velmi t\u011b\u017ece nahrazuje. Budov\u00e1n\u00ed vztahu se z\u00e1kazn\u00edkem m\u016f\u017ee v\u00e9st k r\u016fstu prodeje a k\u0159\u00ed\u017eov\u00e9mu prodeji. Nyn\u00ed se pod\u00edv\u00e1me na \u0161est praktick\u00fdch tip\u016f a postup\u016f, [&hellip;]<\/p>\n","protected":false},"author":21,"featured_media":6040,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"content-type":"","footnotes":""},"categories":[3,147],"tags":[],"class_list":["post-6039","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-cloud-blog","category-zendesk-articles"],"_links":{"self":[{"href":"https:\/\/cloudfresh.com\/cs\/wp-json\/wp\/v2\/posts\/6039","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/cloudfresh.com\/cs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/cloudfresh.com\/cs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/cloudfresh.com\/cs\/wp-json\/wp\/v2\/users\/21"}],"replies":[{"embeddable":true,"href":"https:\/\/cloudfresh.com\/cs\/wp-json\/wp\/v2\/comments?post=6039"}],"version-history":[{"count":0,"href":"https:\/\/cloudfresh.com\/cs\/wp-json\/wp\/v2\/posts\/6039\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/cloudfresh.com\/cs\/wp-json\/wp\/v2\/media\/6040"}],"wp:attachment":[{"href":"https:\/\/cloudfresh.com\/cs\/wp-json\/wp\/v2\/media?parent=6039"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/cloudfresh.com\/cs\/wp-json\/wp\/v2\/categories?post=6039"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/cloudfresh.com\/cs\/wp-json\/wp\/v2\/tags?post=6039"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}