WorldWide Drilling Resource

14 DECEMBER 2013 WorldWide Drilling Resource ® Prospección Efectiva k Buscar prospectos cada día sin importar los resultados. k Obtener más información de la que se da. k Llegar a las personas (claves) que toman las decisiones k Hacer muchas preguntas con es- trategia de crear una urgencia. k Desarrollar alianzas estratégicas. k Pedir referencias. k Trabajar tu territorio inteligente- mente. Desarmar La Resistencia a La Venta Anticipadamente k Descubrir el motivo dominante para comprar. Connor trans. cont’d from page 12. k Saber con anticipación que pro- blemas pueden prevenir el éxito. k Usar historias efectivas para ilus- trar puntos. k No darse por vencido tan fácil o rápidamente. Presentaciones de Ventas Convincentes, Poderosas y Exitosas k Conocer el estilo de compra y ne- cesidad emocional del prospecto. k Escuchar mas, hablar menos. k Crear presentaciones hechas a la medida para cada prospecto. k Vender mayor valor y no menor precio. k Vender relaciones a largo plazo donde ambos lados ganan y no solo hacer ventas. k Vender beneficios para los clientes y no artículos. k Utilizar el talento de presentación eficaz y profesionalmente. Cerrar la Venta y Prospecto k Pedir su preferencia. k Pedir su preferencia. k Pedir su preferencia. k ¿Comprende? Servicio Después de la Venta k Dar más de lo Prometido. k Venderle a la organización no solo a la persona. k Cumplir el compromiso. En Su Servicio, Tim Para recibir los artículos levanta- dores de motivación semanales gratis de Tim, contáctelo en www.timconnor.com con “por favor agregue mi nombre a la lista de correo electrónico” en la línea de asunto. O contacte a Tim a través de correo electrónico en admin@ worldwidedrillingresource.com VDMA Construction Equipment and Building Material Machinery: No Worries in 2013 Adapted from a Press Release by VDMA In February, VDMA’s (Verband Deutscher Maschinen- und Anlagenbau - German Engineering Federation) associ- ation on construction equipment and building material machinery forecasted gradual improvement of economic development of its industry throughout 2013. As months have passed, this forecast has proven true, although a few variations exist when looking at all divisions. The industry’s leading international fair, bauma, was held in April, and was an early success as it led to a great num- ber of new orders. The common view of the association’s board at their sum- mer meeting, held in Hameln/Northern Germany in July, was the industry has no reason for any worries in 2013. The industry division of building construction is currently growing. Com- pared to earlier this year, a growth in demand was seen recently in all areas of construction equipment. The de- mand for building material machinery was higher in the first quarter of this year, compared to the same period last year, due to effects by special projects. Even if these were to slightly wear off in the next few months, a growth for the entire year 2013 is still very realistic. The Middle East, Russia, the cen- tral Asian states, North America, and Brazil are among markets that current- ly work the most positively. Germany, France, and Scandinavia remain sta- ble. The German construction equip- ment and building material industry made a considerable financial gain in 2012, and the largest portion of this gain was on construction equipment. The WWDR office will be closed December 24 th -25 th and January 1 st , to allow our staff to enjoy time with their families. Limited staffing will be available December 24 - January 1. E-mail will be monitored. We wish you and your family a safe and pleasant holiday season.