Get Alternative Investments verständlich verkaufen: Ein PDF

By Ralf Meyer, Peter Kräuter

ISBN-10: 3834916145

ISBN-13: 9783834916143

ISBN-10: 3834988073

ISBN-13: 9783834988072

Krisenzeiten als likelihood für die Kundenansprache
Vertrauen als Grundlage einer erfolgreichen Kundenbeziehung
intent des Kunden
Voraussetzungen für eine zielführende Argumentation schaffen
Zeit effektiv einsetzen
Hedgefonds, Zertifikate und Beteiligungen verständlich präsentieren und optimum ins Gesamtportfolio des Kunden einfügen
Entscheidungen treffen
Übertreffen Sie die Erwartungen Ihrer Kunden

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Extra resources for Alternative Investments verständlich verkaufen: Ein Leitfaden für Praktiker

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Sein Ziel ist Anerkennung. Deshalb strengt er sich besonders an und bringt besondere Leistungen (= Verhalten). Er teilt die menschlichen Bedürfnisse in drei Kategorien ein: 1. physische Bedürfnisse: die Triebe, die die Lebens- und Arterhaltung sicherstellen, 2. soziale Bedürfnisse: die Antriebe, die das Zusammenleben der Menschen in Gruppen ermöglichen, 3. psychische Bedürfnisse: die „höheren“ Bedürfnisse, die dazu dienen, das Selbstwertgefühl zu steigern. Der amerikanische Psychologe A. H. Maslow hat sich lange mit den menschlichen Bedürfnissen beschäftigt und seine Forschungsergebnisse haben die „Bedürfnispyramide“ hervorgebracht.

Hier verkaufen sich viele Berater deutlich unter Wert. Aufgabe: 1. Erstellen Sie eine Liste mit 21 Punkten, warum ein Kunde bei Ihnen kaufen sollte. 2. Erstellen Sie Ihre persönliche Liste zur Gesprächsvorbereitung. 3. Welche Erwartungen haben Ihre Kunden an Ihr äußeres Erscheinungsbild? Welche Punkte können Sie noch optimieren? 4. Lassen Sie sich von zehn Menschen aus Ihrem persönlichen Umfeld ein Feedback zu der Wirkung ihres Händedrucks geben. 5. Trainieren Sie Ihren Blickkontakt am Spiegel.

Welche Erwartungen haben Ihre Kunden an Ihr äußeres Erscheinungsbild? Welche Punkte können Sie noch optimieren? 4. Lassen Sie sich von zehn Menschen aus Ihrem persönlichen Umfeld ein Feedback zu der Wirkung ihres Händedrucks geben. 5. Trainieren Sie Ihren Blickkontakt am Spiegel. 6. Überprüfen Sie Ihre Körperhaltung vor dem Spiegel. Stehen und sitzen Sie aufrecht? 7. Erarbeiten Sie Ihre persönliche Vorstellung bei einem Neukunden. 8. Erarbeiten Sie eine Präsentation Ihres Unternehmens. Eigene Wirkung verstärken 4.

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Alternative Investments verständlich verkaufen: Ein Leitfaden für Praktiker by Ralf Meyer, Peter Kräuter


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