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

By Ralf Meyer, Peter Kräuter

Krisenzeiten als likelihood für die Kundenansprache
Vertrauen als Grundlage einer erfolgreichen Kundenbeziehung
cause 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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Und zu dieser guten Verpackung gehört auch eine persönliche Vorstellung, die sofort Sympathie und Vertrauen schafft. 5 Körperhaltung Achten Sie auf eine aufrechte Körperhaltung. Sie wissen, wie man jemanden mit „aufrechter Haltung“ einschätzt. 6 Persönliche Vorstellung In der Begrüßungsphase sollte bei der persönlichen Vorstellung auch deutlich gemacht werden, welche Erfahrungen und Qualifikationen der Berater hat. Hier verkaufen sich viele Berater deutlich unter Wert. Aufgabe: 1. Erstellen Sie eine Liste mit 21 Punkten, warum ein Kunde bei Ihnen kaufen sollte.

Wenn Sie mir erklären, warum, gebe ich Ihnen auch alle benötigten Informationen. Achten Sie mich als Person, dann werde ich auch wertschätzend mit Ihnen umgehen. Lächeln Sie mich an, auch wenn Sie gerade viel zu tun haben. Ich arbeite lieber mit Menschen zusammen, denn die Arbeit Spaß macht. Sie bekommen dafür von mir: Vertrauen, Geld und Zeit. Denn: Ich bin der Kunde! Ich empfinde es als sehr angenehm, wenn Sie sich mir vorstellen und mich mit Namen ansprechen. Ich möchte, dass mir die Wahrheit gesagt wird.

Die Kleidung ist aber nicht nur für das äußere Erscheinungsbild ein ganz wesentliches Merkmal, sondern sie hilft als Unterscheidungskriterium auch bei der Einordnung unseres Gegenübers. Mit seinem äußeren Erscheinungsbild hat jeder die Möglichkeit, Einfluss auf seine Wirkung auf andere zu nehmen und diese sogar in gewissem Maße bewusst zu managen. Ist die gewählte Kleidung beispielsweise angemessen und stimmig zum Anlass, zur Situation und zur Rolle? Welche Signalwirkung hat sie? Die meisten Menschen empfinden unangemessene Kleidung nicht nur als Missachtung eines Anlasses, sondern auch als Missachtung, Provokation oder gar Beleidigung ihrer Person, und das hat möglicherweise Konsequenzen.

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