Odontologia Marketing

TÉCNICAS DE COMUNICAÇÃO E MARKETING EM ODONTOLOGIA

PROGRAMAÇÃO NEUROLINGUÍSTICA

www.vendedoresdesucesso.com.br

www.metodosalomao.com.br Mário Salomão

Metas, Objetivos e Valores

“A transformação pessoal requer substituição de velhos

hábitos por novos”

W. A. Paterson

*Pessoais*Profissionais

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VALORES. EM QUE VOCÊ ACREDITA?

Qual é a sua missão?

O QUE VOCÊ VEIO FAZER NESTE MUNDO?

VALORES. EM QUE VOCÊ ACREDITA?

O poder do querer consciente.

“Atenção, Intenção e

Dedicação”.G. I. Gurdjieff

Reflexão sobre os conflitos: Querer é natural. Querer vencer também.

O que você deseja?

O que você tem conseguido?

Qual é a razão?

Criação? Crenças? Zona de conforto?

Quais são seus verdadeiros valores? Empresa x Vendedor

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Condições para uma boa formulação de objetivos:

-Conhecimento do estado atual e do estado desejado. Recursos atuais e necessários.

-O objetivo deve ser dito e pensado em termos positivos. Ex: Não sentir medo ou sentir coragem?

- Responsabilidade por seus objetivos. Ética e Ecologia.

- O objetivo deve ser baseado no sensorial.

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-Especificação do tamanho e intensidade. Ex: Riqueza e Felicidade. Metas e Objetivos específicos. O que é, como e quando.

-Reconhecimento das dificuldades e fatores limitantes. Recursos e condições pessoais. Aceitação ou superação. SONHADOR OU REALISTA???

-Flexibilidade, crescimento gradual e riqueza de opções.

- Metas e planejamento. Previsão. Objetividade / Flexibilidade. Quando?

- Acreditar na possibilidade.

-

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“Liberdade significa responsabilidade. É por isso que tanta gente tem medo dela.”

Mário Salomão.

• “Se você deseja crescer, puxe pra cima quem está abaixo e impulsione quem está acima.”

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E QUEM É O BOM NEGOCIADOR?

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O BOM VENDEDOR É AQUELE

QUE VENDE POR...

?

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O BOM VENDEDOR É AQUELE

QUE VENDE POR .

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MANTENHA-SE IMFORMADO

MAS NÃO SEJA CHATO, DO TIPO QUE SABE TUDO OU QUE FALA DEMAIS


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Primeiro contato por telefone: Recebendo telefonema:

Secretária – Nome – Bom dia! (Horário)

Quando o cliente deseja falar com o profissional:

Fulano de onde? > Não adequado.

É só com ele? > Não adequado. Adequado > No momento ele não se

encontra em atendimento. Posso auxiliar em alguma coisa?

Evitar conversas, risinhos paralelos enquanto fala ao telefone(cuidado com o fone).

*Jamais demonstre pressa!!!


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Ao telefonar para seu cliente: Recomendações à secretária. Não ser insistente. Dê tempo ao tempo. Cuidado com o excesso de tentativas. Horários oportunos. “mala sem alça”. Chamar sempre pelo nome, mas cuidado com

repetições excessivas. Sr. pra cá... Sr. pra lá... é sempre inadequado.

Bom senso... Bom senso... Bom senso...


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O CLIENTE OBSERVA SEU CONSULTÓRIO. COMO ESTÁ A SUA CASA? REPRESENTAÇÃO. Organização, higiene, bom gosto, postura dos funcionários. O cliente pode estar te observando. Apresentação, higiene pessoal, postura física.O corpo fala!!!Evite chamar a atenção do cliente para

seus defeitos ou qualidades.

HIGIENE E BOA APARÊNCIA DO VENDEDOR – ADEQUAÇÃO.

CARTÃO DE VISITAS!!! CONTATO PARA REVISÃO!!!


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BOM TRATAMENTO SEM EXCESSOS: SR. SRA., O NOME DO CLIENTE É

IMPORTANTÍSSIMO, Portanto não repita excessivamente.

Cumprimente sem contato físico, a não ser que a iniciativa seja do cliente.

Sempre com o melhor uso do bom senso, crie vínculos positivos antes de falar de negócios.

BOM HUMOR X BOM SENSO. *SEJA HONESTO E VERDADEIRO. SEU CLIENTE PODE VOLTAR E TRAZER OUTROS CLIENTES.

*SEJA PACIENTE. NÃO MENOSPRESE NENHUM CLIENTE.


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OBSERVE COM CALMA

LEMBRE-SE DE SER GENEROSO, PACIENTE E OBJETIVO.

SINSERIDADE X SUAVIDADE X FIRMEZA FIRME > TRANQUILO É PROIBIDO INSISTIR OU TENTAR

CONVENCER. DEMONSTRE SEU CONHECIMENTO SEM

EXAGEROS. MOSTRE OS GANHOS QUE SERÃO OBTIDOS.

SEJA SINCERO, MAS NÃO FALE DEMAIS. OBJETIVIDADE > PACIÊNCIA PACIÊNCIA > OBJETIVIDADE


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CONTINUE OBSERVANDO:

ACUIDADES. TENDÊNCIAS PERCEPTIVAS: - VISUAIS - AUDITIVAS - CINESTÉSICAS FAÇA PERGUNTAS RAPPORT COMUNICAÇÃO VERBAL E NÃO VERBAL CONCORDÂNCIA. CUIDADO COM OPINIÕES. SEU OBJETIVO É FIDELIZAR SEU CLIENTE

OU IMPOR SUAS OPINIÕES?


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EVITE AO MÁXIMO DEMONSTRAR:

INDIFERENÇA. Conversas paralelas. Tempo de espera.

É proibido atender dois clientes ao mesmo tempo. É proibido atender telefonemas durante o atendimento.

IMPACIÊNCIA ou NERVOSISMO. JAMAIS INTERROMPA SEU CLIENTE.

NECESSIDADE DE CONCRETIZAR NEGÓCIO. PUXA-SAQUISMO – Baba julação. Medo de não satisfazer expectativas.


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Medo da Reprovação Medo de errar

Vontade de Acertar

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Direcionamento ao

POSITIVO

TOP DE

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Técnica de

Paquera R$10,00

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O PROFISSIONAL ESTÁ PARA O CLIENTE ASSIM COMO O CLIENTE ESTÁ PARA O PROFISSIONAL?

LEMBRE-SE QUE O CLINTE NÃO ESTÁ NEM UM POUCO PREOCUPADO COM SUAS OS SEUS GANHOS.


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*O CLIENTE É QUEM GERA LUCROS PARA O PROFISSIONAL.

*PORTANTO ELE ESTÁ ACIMA DE VOCÊ. ELE ESTÁ TE CONTRATANDO.

*DEVE SER TRATADO COM DIGNIDADE E REPEITO.

*IMAGINE QUE VOCÊ ESTÁ NO LUGAR DELE. COMO VOCÊ DESEJA SER TRATADO?

*Observe a idade psicológica e as necessidades do seu cliente com compreensão e respeito*.

* Compreenda da melhor maneira possível.


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