Indlela yokuthengisa abancedisayo ukuthengisa. Indlela ukuphucula lokuthengisa umthengisi lobuqu

Emva ekuqondeni abaqeshi into yokuba amanqanaba ezakhono ixhomekeke ngokupheleleyo intlangano kwiintengiso yaye ngenxa msebenzi wayo ozakube usaqhutywa, yaqala ukukhula ngokukhawuleza iinkqubo zoqeqesho umsebenzi ngokwemiqathango umsebenzi iimveliso iinkampani yokuthengisa. Ngaphezu koko, uqeqesho iindlela kwentengiso kubasebenzi kunye nezinye iintlobo zoqeqesho kungathatha indawo arhente kuphela zorhwebo kodwa abacebisi eqhelekileyo ukususela ofisi kwiintengiso, kwakunye nabaphathi iiprojekthi ezahlukeneyo kunye nabaphathi bamacandelo. Kwaye ke ayimangalisi, ukususela indlela ukuthengisa iimveliso kunye neenkonzo abakwazi kuphela ngqo kwi gumbi okanye ofisi okhethekileyo kodwa ngenxa thethwano kunye neentlanganiso zoshishino kwelona nqanaba liphezulu. Ngoko ke, yintoni na umncedisi intengiso intengiso msebenzi, yaye yintoni na amanqanaba ithengiswa?

Zeziphi ezi zigaba intengiso ekhoyo namhlanje?

Ukuza kuthi ga ngoku, imfundo ishishini iba odolwa ezinzileyo izigaba zeentengiso. Ngoko ke, cinga amanqanaba intengiso yeziqhamo wabaviwa oncedisayo ukuthengisa:

• amalungiselelo kakhulu kwezentengiso (iintengiso);
• Ukufakelwa nabo kunye umthengi;
• walathwa kweemfuno;
• intshumayelo imveliso;
• transaction Trial;
• ingxoxo kwezindululo zoshishino;
• ukugqitywa komcimbi;
• ukubeka intsebenziswano ixesha elide.

kufuneka besaba ukwehluleka thina

Ukuza kuthi ga ngoku, zonke iintlobo izichaso, iingxabano neeyantlukwano iinjongo akufuneki waqonda njengento engaqhelekanga nokuphosa ingxaki. Xa sincokola ngayo intengiso, ngoko bonke babotshwe izandla neenyawo. Kufuneka ke ukuba kuphela xa sidibana ukusilela client umthengisi okanye ndingavumelani intengiselwano umthengi nje ekuqaleni, ukuba kuvela intengiso ubuchule umthengisi ifanitshala kunye nezinye iimpahla leengcebiso - umsebenzi imibuzo kunye izichaso kunye neentetho ngakumbi ixabiso.

Indlela entle oncedisayo intengiso esibonakaliswa ukuba unako ukwenza uthethathethwano emva sichithwe kwi ukuthengisela kuqala, ngoko izixhobo zemfazwe wayo kufuneka kusoloko kukho inani le ndlela zifuneka ngqo ukwenzela uthetha-thethwano umthengi. Ezahlukahlukeneyo ubuchule esekelwe kwimithetho-siseko engundoqo thethwano lorhwebo. Nguye kukungabikho ephikisanayo ngakwicala nomthengisi. Xa ngxabano ngqo kunye umxhasi nguye ekunene kuphela zingenziwa, ngokwembono yakhe, inyathelo - ume nje thethwano jikani, bakushiye. Kuxhomekeka impumelelo ukuseka uqhagamshelwano mfani-nye othengayo kwaye kuya kuxhomekeka umnqweno ye client ukuze ngentsebenziswano ngakumbi inkampani, ukuzinikela kwawo ukunika umthengisi ulwazi ekunene kwi zigaba elizayo intengiso, kwakunye ukunyaniseka kwakhe kwinkampani ngokubanzi. Ngoko ke, ngo thethwano zorhwebo kunye ukuphikisana engenakuphepheka kuvela umthengisi akufuneki noxinzelelo umthengi, kuba impembelelo embi kakhulu kwiziphumo zentengiso kuba umthengi uya ngaphakathi 'ukuzikhusela. "

Ukusebenza imibuzo umdla

Ukuza kuthi ga ngoku, inoluvo eqhelekileyo ukuba umthengisi kufuneka ube esebenzayo, eNamandla, nako ukweyisela ubuncinane umntu, yaye yintoni. Kodwa njengokuba yokusebenza ibonisa, lo salespeople aveza imveliso abo baziyo ukuphulaphula ngayo. umncedisi yokuthengisa yokuthengisa nqubo ukuba anikwe imibuzo ekhokelayo, kunye zenza elinye iqela ukuze bathi nantoni alisweleyo. Nokuba ekumiseleni iimfuno umthengisi kufuneka uqinisekise ukubuza imibuzo eza kumnceda ukumisela iimfuno Rule yale yomthengi ngexesha elifanayo kukwenza uzive ebaluleke ngokwenene, yaye ke yena uya zibe kwimeko obutofotofo. Oku baziphathe ngayo Sales. Le nqubo siyifumana yokuba ngumthengi saneliswa.

Imibuzo Ebuzwa nomcebisi yazo yokuziphatha kufuneka babonise indawo yokuba client wayeqonda ukuba kuyimfuneko ngokwenene ukwazi ukuba iimpahla kunye neenkonzo ecetywayo ukuhlangabezana neemfuno.

Ukuze benze oku, umthengisi uye ufumanise ukuba ngokwenene umthengi enokubakho efunekayo imveliso. Thatha indawo nje umcebisi kulo mzekelo kuya kuba efanelekileyo kakhulu, ngenxa yokuba agents ngamanye amaxesha kunzima kakhulu ukuba oko kuyimfuneko ngokwenene, ekubeni benze azisoloko ngokuchanileyo ukumela iminqweno yabo.

Ziziphi agents boyika?

Ngenxa yokuba ukuba owayefuna ngokwakhe ayichananga, ukuba kufuneka, kwi ienjini ikhulela umnqweno ukuzikhusela phantsi thethwano nomthengisi. Le yokugqibela kufuneka uhlale ukulungele ukuthetha ngumthengi. Qiniseka ukuba uyayazi into yokuba umthengi abahlala kwesi sikhundla hayi ngenxa yokuba ubume okanye kuba nje engamthandi ukuba ungubani lomthengisi ibe. Isiseko yobume evaliweyo ezinjalo wabeka uloyiko abaqhelekileyo abathengi:

• akakho ukuqinisekisa ukuba ngenene ukhetho ngasekunene;
• iklayenti wanxunguphala ukuhlawula kakhulu kakhulu, sakhetha ukuba impahla inzuzo enkulu;
• akazi ukuba imigaqo ngokwenene kuvavanywa imveliso kunye lonke uluhlu;
• woyika inkohliso phezu inxenye lomthengisi onamava;
• yena akafuni ukudibana ne kwingcali abanekratshi iluhlaza;
• akazange afune ukuba bangene kwindawo ungakhululekanga, ebonisa kakuhle yalo iimpawu iimpahla.

Ukuba namnye chava sakhe esibi ibe xolela kancinane, ngoko nangoko amagqabi. ubuchule yokuthengisa, intengiso ubuchule - kufuneka swi kukuba ukuphelisa uloyiko yabathengi ngeli nqanaba yaye ngenyameko ukusebenza kuzo zonke izikhalazo.

Sebenza izikhalazo ezivela

Ngokubanzi, thethwano lorhwebo nga kuthathwa kuqalisa xa ubuso othengisayo akayi kubuyela inkcaso kuqala. Kule hlobo thethwano lolona hlobo endalo yokuziphatha lomthengi. Kuba naliphi Umcebisi abaqeqeshiweyo inkcaso na umqondiso ukuba isigulane ulwazi ngokwaneleyo. Ezithengisa Buyer izichaso i ezixabisekileyo umthombo wenkcazelo. intengiso umncedisi intengiso yokuzoba kwakhona ngqo ekubeni ngokusekelwe kwezichaso baya kusoloko kwizigqibo malunga impahla eziyimfuneko ukuze umthengi, yaye uya kuzama ukwenza yonke into ukuze ukungaqiniseki sele isusiwe.

Beginners njengoko nabathengisi badla kakhulu wafanisa njenge izikhalazo zabaxumi elibi buqu kwicala labo, nto leyo ebangela ngumbala elibi. Xa abazi, cinga ubambe iintetho umthengisi meko iya kusoloko kuhlala phantsi kolawulo, yaye akazange aphendule ukuphikisa ibe umthengi, kodwa ziya kusebenza nje nabo.

Umsebenzi kufuneka siqale kunconywa elula. Kufuneka baye babonisa umdla ngokoluvo zabathengi kunye impendulo kule inkcaso. Amaxesha amaninzi, le ndlela kuthiwa "ajoyine inkcaso", nto leyo eyakhelwe kumgaqo "zeaikido". Umzekelo, ekhawulelana isichaso ye client ukuba ababeki-liso ezinokudala ingozi empilweni, sinokuthi imbono ezinjalo ngokwenene, kodwa liso Kwanje kwiteknoloji okhethekileyo ngomaleko olukhuselayo eyenza bendibakhusela ngokupheleleyo. Kulo meko, umthengisi njengoko izibandakanya inkcaso, idala ubuhlobo kunye umxhasi, ibonisa ukuba okuninzi ezifanayo ngaphezu umahluko. Ukuze kuphuculwe "isiphumo imvume" ngaphambi kokuba uphendule uyachasa, kufuneka kongezwe: "Kulungile, oko wakuthethayo ngayo", "Ndiyaqonda ukuba", njalo njalo. Ngoko ke umthengisi unika umthengi ukuqonda ukuba ngokwenene kubalulekile uluvo lwakhe, kwaye unelungelo lokuba khona.

Inqanaba umncedisi yentengiso nako kuxhomekeka kukuba unako ukumelana neemfuno zabaxhamli beenkonzo ngamnye ngamnye.

Ngoncedo kweengxelo affirmative ezibonelelwa yi ngumthengisi Ukuphambukisa isigaba impixano-thethwano wentsebenziswano. Oku kuphunyezwa ngendlela yesivumelwano kunye zokuzithethelela esebenzayo kunye nophuhliso elandelayo izimvo eziqulathwe kule isichaso: "Unyanisile, nithethe ngalo iindleko eziphezulu kulo matshini. Kodwa ke ngeendleko iindleko ezifana ufumana ezininzi izibonelelo ezongezelelweyo, apho kufuneka kwakhona ibe intetho. "

rhoqo kakhulu izichaso eziqulethwe iimbekiselo ngqo kwi isidima yokuzinikela. Umthengisi kufuneka wenze HIV a negative, Niyibazele indlebe parameters iimveliso okanye iinkonzo elungileyo.

"Kwi imveliso yakho iindleko zathi zavela ephantsi, ukongeza, umtsha kweli shishini", - i lomxhasi kuthi. Kwaye impendulo yakhe ukuba kungenxa kubukho elifutshane nkampani ukuba babambelele ngamaxabiso aphantsi.

Eyona nto ibalulekileyo ukubazolisa umthengi, ayenze, aphikise, nje ukuthetha uze uzame yokususa uloyiko lwakhe.

izikhalazo bokwenyaniso

Eyona izikhalazo zabaxumi rhoqo ezigqunyiweyo emva bucala zingabalulekanga, njengoko ngokufuthi akazange aqonde oko kuyinyaniso iinjongo ke beziqhuba ngalo. Ngoko ke, ukuba ufake lenene, kunokuba nemiqobo ecingelwayo eya kuma ngendlela umthengisi, kufuneka kuqala uthethe kunye zabaxhasi ukuqonda isizathu sokuba akafuni ukwenza ukuthenga.

Ingaba umthengisi kufuneka njani ukuba atyhudise isichaso nokuyixoka inyaniso?

Kule meko, unako ukusebenza indlela entle ebizwa ngokuba "becinga." Yisebenzise umthengisi kuzo zonke izikhalazo zabaxumi ukubuza imibuzo enjengale, leyo eyenzelwe ukuze azithwale azisuse zonke izizathu: "? Xa engekho yezithintelo zemali, ubuya kwenza ntoni na", "Ukuba ngaba loo ngxaki ayide akakho, ninge wenze isivumelwano? ". Ukuba ke xa umthengi izakuvela inkcaso, kunokwenzeka ukuba ukuphinda umbuzo. Umceli-mngeni kakhulu zakutshanje yaye aya kuba yinyaniso.

izikhalazo amanga

Kwangaxeshanye, musa ukuyishiya ngaphandle ingqalelo kunye nezinye izikhalazo zabaxumi, nokuba umthengisi kunokubonwa ukuba zibubuxoki. Kulo mzekelo, ukuba umthengi yenziwa izikhalazo eziliqela, impendulo kufuneka kuqala ube phezu elula bonke.

ingxoxo yeendleko

Ingongoma emandundu indlela ye client ngayo ixabiso, ebhengezwe ngumthengisi kwingxoxo zorhwebo. Kukho inani elithile iindlela ezenza kube lula ukwenza oku ixabiso elifanelekileyo.

Technique ebizwa "isonka" kukuba xa thethana ixabiso njengoko ibekwe phakathi kwe "maleko" ezimbini, nganye kuzo kukho inzuzo engenakuphikwa ukuba umthengi. Esebenzisa le ndlela, kufuneka lizame ukuqinisekisa ukuba uthethwano yaphela waza waqalisa imiyalelo kwi ngeniso kunye uzuze, kunokuba amanani nje.

Xa usebenzisa ubuchule 'uthelekisa "umthengisi leyo ngamazinga kunye nexabiso imveliso ukusetyenziswa kwayo, nto leyo eya awazise umxhasi:." Ukuba ucinga, njengoko unako le mveliso ngonyaka ukulondoloza imali ... "" Cinga oko uya kuzuza kuyo "

Technique of "hlula 'iindleko eziqikelelweyo zokucazulula ngenxa yokubola zibe kumacandelo ezincinane. Ngoko ke, ungakwazi nabelana ngeendleko iimpahla ezithengiweyo kwinani eminyaka adlulileyo apho sihlelwe ukusebenzisa, uze ubale iindleko inyanga isicelo sayo.

Indlela yokulawula ilizwi?

Sonke siyazi ukuba, ngokuxhomekeke ilizwi babantu ihlole amathuba 80 ekhulwini ubudala, abalinganiswa, imeko yangoku ngokweemvakalelo emzimbeni. Ngokutsho yokubiza nowokupheliswa gama inokufunyanwa interlocutor malunga nalapho ndivela khona, yintoni na imfundo kunye nomgangatho ngokubanzi yesithethi.

umncedisi yokuthengisa lokuthengisa inqanaba indlela izakhono ophezulu kufuneka isetyenziswe ufakelo Ubuchule qha ngokweemvakalelo mfani-nye othengayo ngenxa isimo yezwi yesibini. In ngemihla ubomi ilizwi lakhe ungaziva wayethimb ilizwi umfowuneli, ingakumbi xa ufuna ukuba ukufezekisa into. Ukwenza izinto ngokuchubekileyo ke umthengisi sikubonisa kulawulo abazi ilizwi labo nemvakalozwi, ngokuxhomekeke ubuntu ngamnye kumxhasi, iinjongo, milestones yokuthengisa.

I Umcebisi kufuneka "nenkcubeko" kunye umthengi simncede malunga nokukhetha imveliso, usebenzisa ubutyebi bakhe ulwazi malunga iimpawu iimpahla okanye iinkonzo. Ukuba wayekwazi ukwenza abahlobo kunye nomthengi, ngoko ke uya kufumana ukunyaniseka.

Xa ndiqukumbela, sinokuthi xa kuthe umba zophuculo lokuthengisa umthengisi lobuqu, kukhuselekile kuthi ukuba usebenzise zonke iingcebiso ngasentla kwaye sizama ngaphezulu.