{"id":8347,"date":"2016-11-01T08:58:52","date_gmt":"2016-11-01T05:58:52","guid":{"rendered":"http:\/\/www.kariyer.net\/kariyer-rehberi\/?p=8347"},"modified":"2024-07-03T15:09:43","modified_gmt":"2024-07-03T12:09:43","slug":"satista-basarili-olmanin-3-puf-noktasi","status":"publish","type":"post","link":"https:\/\/www.kariyer.net\/kariyer-rehberi\/satista-basarili-olmanin-3-puf-noktasi\/","title":{"rendered":"Sat\u0131\u015fta ba\u015far\u0131l\u0131 olman\u0131n 3 p\u00fcf noktas\u0131"},"content":{"rendered":"

\u00c7o\u011fu i\u015f i\u00e7in bir\u00e7ok farkl\u0131 niteli\u011fin yan\u0131 s\u0131ra sat\u0131\u015f yapabilme kabiliyeti kritik \u00f6nem ta\u015f\u0131yor. \u00d6zellikle bir giri\u015fimci ya da bir \u00e7al\u0131\u015fan olarak i\u015f sat\u0131\u015fa geldi\u011finde zorlan\u0131yorsan\u0131z, g\u00f6z\u00fcn\u00fczden ka\u00e7an baz\u0131 temel noktalara dikkat etmenizde fayda olabilir.\u00a0<\/strong><\/p>\n

\"satis\"<\/p>\n

Ara\u015ft\u0131rmalara g\u00f6re giri\u015fimciler \u00e7o\u011funlukla sat\u0131\u015fla ilgili unvanlarla an\u0131lmak istemiyor, kendilerinden lider veya yenilik\u00e7i y\u00f6netici olarak bahsedilmesini istiyor. Fakat ger\u00e7ek \u015fu ki kurucu y\u00f6neticilerin ve liderlerin en \u00f6nemli becerisi iyi sat\u0131\u015f<\/a><\/strong> yapabilmek. \u00dcretti\u011fini satamayan bir kurumun geli\u015fmesi, b\u00fcy\u00fcmesi ve dolay\u0131s\u0131yla para kazanmas\u0131 m\u00fcmk\u00fcn de\u011fil. \u015eirketlerde t\u00fcm s\u00fcre\u00e7 sat\u0131\u015f \u00fczerinden \u015fekilleniyor. \u00dcretim s\u00fcrecini gelece\u011fe y\u00f6nelik garanti alt\u0131na alabilmek i\u00e7in sat\u0131\u015f yapabilen bir \u015firket olmak \u015fart. Bu da ba\u015far\u0131l\u0131 sat\u0131\u015f uzmanlar\u0131<\/a><\/strong> ve stratejileri anlam\u0131na geliyor.<\/p>\n

Baz\u0131 temel sat\u0131\u015f becerilerini geli\u015ftirebilmek i\u00e7in a\u015fa\u011f\u0131daki maddelere g\u00f6z atmakta fayda var:<\/p>\n

Her \u015fey sat\u0131\u015f m\u0131d\u0131r?<\/strong><\/h2>\n

Sat\u0131\u015f\u0131 kim yapar? Genel yanl\u0131\u015f kan\u0131ya g\u00f6re sat\u0131\u015f\u0131 sadece ve sadece sat\u0131\u015f departman\u0131 ger\u00e7ekle\u015ftirir. Oysa ba\u015far\u0131l\u0131 CEO\u2019lara g\u00f6re durum hi\u00e7 de b\u00f6yle de\u011fil. \u0130\u015fe al\u0131m, ki\u015fisel e\u011fitim, fuar kat\u0131l\u0131mlar\u0131, yap\u0131lan t\u00fcm toplant\u0131lar ba\u015fta olmak \u00fczere \u015firketteki t\u00fcm s\u00fcre\u00e7ler sat\u0131\u015f demek. T\u00fcm departmanlar sat\u0131\u015f\u0131n bir par\u00e7as\u0131. Bu nedenle sat\u0131\u015fa genel bir s\u00fcre\u00e7 olarak bakmak ve bu felsefeyle hareket etmek, i\u015fin \u00f6nemini kavramak ve farkl\u0131 stratejiler geli\u015ftirmek a\u00e7\u0131s\u0131ndan son derece kritik. Sat\u0131\u015f yapmadan \u00f6nce herkes taraf\u0131ndan bilinen sat\u0131\u015f becerilerini, farkl\u0131 ara\u00e7lar\u0131, bu konudaki g\u00fcncel yakla\u015f\u0131mlar\u0131 \u00f6\u011frenmekte fayda var. Bunun i\u00e7in \u015firket y\u00f6neticilerinden ve \u0130K departmanlar\u0131ndan s\u0131k s\u0131k e\u011fitim talep etmek ve bu konuya odaklanan seminerlere kat\u0131lmak, cesareti ve eylemi \u00e7a\u011f\u0131ran \u00f6zg\u00fcveni kazanmada son derece etkili.<\/p>\n

Dinle ve yard\u0131m et<\/strong><\/h2>\n

1936\u2019da Dale Carnegie taraf\u0131ndan yaz\u0131lan \u201cArkada\u015f kazanman\u0131n ve insanlar\u0131 etkilemenin yollar\u0131\u201d (How to Win Friends & Influence People), insanlar\u0131n kurduklar\u0131 ili\u015fkilerin hayatlar\u0131n\u0131 her anlamda nas\u0131l etkiledi\u011fini, i\u015fe ve \u00f6zel hayata olan \u00f6nemli yans\u0131malar\u0131n\u0131 anlat\u0131yor. Ba\u015far\u0131ya giden yolda \u00f6nemli basamaklardan olan ileti\u015fimin gere\u011fi olarak iyi bir dinleyici ve payla\u015f\u0131mc\u0131 olmak \u00e7ok \u00f6nemli. \u00c7evredeki insanlar\u0131n akl\u0131nda ne var? Ne istiyorlar? Ba\u015far\u0131 metrikleri neler? Onlar\u0131 neler motive<\/a><\/strong> ediyor? Bu sorular sat\u0131\u015f\u00e7\u0131ya referans olmal\u0131.<\/p>\n

Sat\u0131\u015f s\u00fcrecinde ba\u015far\u0131l\u0131 olmak i\u00e7in y\u00f6neticileri, \u00e7al\u0131\u015fanlar\u0131, giri\u015fimcileri veya i\u015f ortaklar\u0131n\u0131 iyi dinlemek ve ne arad\u0131klar\u0131n\u0131, neyi almaktan ger\u00e7ekten mutlu olacaklar\u0131n\u0131 anlamak \u015fart. Uzmanlara g\u00f6re en ba\u015far\u0131l\u0131 sat\u0131\u015f uzmanlar\u0131<\/a><\/strong> en \u00e7ok soru soran ve dinleyen ki\u015filer aras\u0131ndan \u00e7\u0131k\u0131yor.<\/p>\n

Ger\u00e7ek ili\u015fkiler kur<\/strong><\/h2>\n

Yeni i\u015fler yeni insanlarla in\u015fa edilir. Bir giri\u015fimci olarak sat\u0131\u015f yapman\u0131n incelikleri hakk\u0131nda fikir sahibi olmak i\u00e7in ki\u015finin hem \u00e7evresindeki hem \u015firketindeki hem de \u015firket d\u0131\u015f\u0131ndaki farkl\u0131 uzmanlarla ili\u015fki kurmas\u0131 \u00f6nemli. Burada herhangi bir ili\u015fki de\u011fil, ger\u00e7ek bir ileti\u015fim<\/a><\/strong> kurmak gerekiyor. S\u0131k s\u0131k bir araya gelinecek bu insanlarla fikir al\u0131\u015fveri\u015finde bulunmak, onlardan sat\u0131\u015f s\u00fcrecini kolayla\u015ft\u0131racak bilgiler \u00f6\u011frenmek ve tavsiyeleri m\u00fcmk\u00fcnse bir kenara not etmek son derece kritik.<\/p>\n

Nitelik nicelikten \u00fcst\u00fcnd\u00fcr. Ki\u015finin kendisine de\u011fer katabilecek insanlarla sa\u011flam ili\u015fkiler kurmas\u0131, bu ki\u015filerle en az alt\u0131 ayda bir verimli g\u00f6r\u00fc\u015fmeler ger\u00e7ekle\u015ftirmesi, kar\u015f\u0131l\u0131kl\u0131 bilgi al\u0131\u015fveri\u015fi ve yard\u0131m uzun vadeli plan ve projelere b\u00fcy\u00fck de\u011fer kataca\u011f\u0131 gibi g\u00fc\u00e7l\u00fc bir network<\/a><\/strong> olu\u015fturmay\u0131 kolayla\u015ft\u0131r\u0131yor.<\/p>\n

G\u00fc\u00e7l\u00fc ve ger\u00e7ek ileti\u015fim, dinlemek ve soru sormak ve t\u00fcm s\u00fcrecin sat\u0131\u015f demek oldu\u011funu kabul ederek yola \u00e7\u0131kmak iyi bir sat\u0131\u015f\u00e7\u0131 olman\u0131n temel ta\u015flar\u0131 aras\u0131nda yer al\u0131yor.<\/p>\n

 <\/p>\n\n

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\u00c7o\u011fu i\u015f i\u00e7in bir\u00e7ok farkl\u0131 niteli\u011fin yan\u0131 s\u0131ra sat\u0131\u015f yapabilme kabiliyeti kritik \u00f6nem ta\u015f\u0131yor. \u00d6zellikle bir giri\u015fimci ya da bir \u00e7al\u0131\u015fan olarak i\u015f sat\u0131\u015fa geldi\u011finde zorlan\u0131yorsan\u0131z, g\u00f6z\u00fcn\u00fczden ka\u00e7an baz\u0131 temel noktalara dikkat etmenizde fayda olabilir.\u00a0 Ara\u015ft\u0131rmalara g\u00f6re giri\u015fimciler \u00e7o\u011funlukla sat\u0131\u015fla ilgili unvanlarla an\u0131lmak istemiyor, kendilerinden lider veya yenilik\u00e7i y\u00f6netici olarak bahsedilmesini istiyor. Fakat ger\u00e7ek \u015fu […]<\/p>\n\n

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