{"id":8006,"date":"2022-06-09T05:29:10","date_gmt":"2022-06-09T04:29:10","guid":{"rendered":"https:\/\/www.mondayhappymonday.com\/vender-hoy-va-de-personas\/"},"modified":"2022-06-12T12:17:33","modified_gmt":"2022-06-12T11:17:33","slug":"vender-hoy-va-de-personas","status":"publish","type":"post","link":"https:\/\/mondayhappymonday.com\/en\/vender-hoy-va-de-personas\/","title":{"rendered":"Vender hoy, va de personas"},"content":{"rendered":"<div class=\"reader-article-content reader-article-content--content-blocks\" dir=\"ltr\">\n<p><span style=\"font-weight: 400;\">En un estudio de 1.400 campa\u00f1as publicitarias exitosas, aquellas con contenido puramente emocional tuvieron el doble de impacto (31 % frente al 16 %) que aquellas que ten\u00edan solo contenido racional e informativo.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Las emociones, a pesar de lo poderosas que son, se albergan en una peque\u00f1a parte del cerebro del tama\u00f1o de una almendra aproximadamente, denominada am\u00edgdala y forma parte del sistema l\u00edmbico. All\u00ed, se producen emociones como la pasi\u00f3n, la rabia&#8230; que afortunadamente despu\u00e9s son moduladas por el l\u00f3bulo prefrontal, que es la porci\u00f3n cerebro que se desarrolla por completo en \u00faltimo lugar, espec\u00edficamente, al final de la adolescencia.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">No tenemos emociones por tener. Las emociones tienen funciones muy importantes, entre las que destacan las sociales que nos permiten predecir el comportamiento asociado a los estados afectivos que nos comunican los otros y responder en consonancia. Pero no solo facilitan nuestra interacci\u00f3n social con los dem\u00e1s, tambi\u00e9n tienen funciones adaptativas que provocan las conductas que exige el entorno y funciones de motivaci\u00f3n que estimulan la aparici\u00f3n de una determinada conducta, dirigirla hacia un determinado objetivo y hacer que se ejecute con intensidad.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Los neurotransmisores y las hormonas son los responsables de las emociones y las convierten en sentimientos y estos en lenguaje y conducta, as\u00ed que no es de extra\u00f1ar que el 95% de las decisiones de compra sean consecuencia de nuestros impulsos emocionales. Y si no, intentemos recordar la \u00faltima compra que hicimos en Amazon. Amazon nos permite consumir racionalmente porque nos da mucha informaci\u00f3n sobre el producto, sobre otros similares, compararlos, ver las valoraciones de los clientes, etc&#8230; Sin embargo, cuando estamos a punto de finalizar el proceso de compra, ante dos productos muy similares o incluso siendo uno peor que el otro, acabamos confiando en aquel que nos gener\u00f3 una emoci\u00f3n mayor<\/span><\/p>\n<p><span style=\"font-weight: 400;\">En 2017, Thaler gan\u00f3 el premio Nobel Econom\u00eda por su teor\u00eda sobre el Behavioral Economics, disciplina que combina perfectamente psicolog\u00eda, sociolog\u00eda y econom\u00eda y que nos permite comprender y predecir las decisiones financieras de las personas que, a pesar de ello, son de todo menos racionales. Bajo el paraguas de esta nueva disciplina, Thaler cre\u00f3 el concepto de nudge para referirse al dise\u00f1o de peque\u00f1os empujones que ayudan a las personas a tomar mejores decisiones. Como muestra, las famosas moscas de los urinarios del aeropuerto de Schiphol, Amsterdam.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Y es que somos pura emoci\u00f3n.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">La profesi\u00f3n comercial ha necesitado dejar de ser dominada por procesos y estructuras, ha necesitado abandonar su visi\u00f3n ingenieril para poder romper las barreras existentes entre vendedor y cliente.<\/span><\/p>\n<blockquote><p><strong>Hoy, vender va de emociones, va de personas, va de seres humanos\u2026<\/strong><\/p><\/blockquote>\n<p><span style=\"font-weight: 400;\">Steve Jobs entendi\u00f3 esto perfectamente, de modo que cada presentaci\u00f3n de su producto la basaba en crear esas emociones.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Cuando conseguimos llegar a las emociones de nuestros clientes, podemos crear un v\u00ednculo mayor, conectar con \u00e9l\/ella, genera confianza. Cuando conseguimos eso podemos ayudarles a tomar las decisiones m\u00e1s adecuadas para ellos. Y cuando ayudamos a un cliente, nos convertimos en su mejor opci\u00f3n.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Vender hoy es como una obra de teatro, donde el vendedor como el actor adopta en cada obra un papel diferente, pero siempre con el mismo objetivo, llegar a las emociones del espectador.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Hoy, la propuesta de valor eres t\u00fa. T\u00fa eres quien adquiere el compromiso con el cliente. T\u00fa eres su garant\u00eda. T\u00fa eres la diferencia entre uno y otro producto. Por tanto, t\u00fa eres quien determina la decisi\u00f3n de tu cliente<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Las personas pueden olvidar lo que les decimos, pero jam\u00e1s c\u00f3mo les hicimos sentir. Pueden olvidar las palabras, pero jam\u00e1s las sensaciones.<\/span><\/p>\n<blockquote><p><strong>El gran destino de cualquier vendedor hoy, es ser capaz de conquistar las emociones del cliente.<\/strong><\/p><\/blockquote>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>En un estudio de 1.400 campa\u00f1as publicitarias exitosas, aquellas con contenido puramente emocional tuvieron el doble de impacto (31 % frente al 16 %) que aquellas que ten\u00edan solo contenido racional e informativo. Las emociones, a pesar de lo poderosas que son, se albergan en una peque\u00f1a parte del cerebro del tama\u00f1o de una almendra [&hellip;]<\/p>\n","protected":false},"author":2,"featured_media":8002,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_et_pb_use_builder":"","_et_pb_old_content":"","_et_gb_content_width":"","inline_featured_image":false,"_monsterinsights_skip_tracking":false,"_monsterinsights_sitenote_active":false,"_monsterinsights_sitenote_note":"","_monsterinsights_sitenote_category":0,"footnotes":""},"categories":[42,43],"tags":[1062,1063,1064,1065,1066,1067,1068,208,112,1069,952,1070,1071,1072],"class_list":["post-8006","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-innovation","category-trends","tag-adapting-to-change-en","tag-behavior-en","tag-cliente-en","tag-consumer-en","tag-emociones-en","tag-emotion-en","tag-finance-en","tag-innovacion-en","tag-innovation-en","tag-motivation-en","tag-nudge-en","tag-publicidad-en","tag-steve-jobs-en","tag-user-center-design-en"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.1.1 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Vender hoy, va de personas - Monday Happy Monday<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/mondayhappymonday.com\/en\/vender-hoy-va-de-personas\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Vender hoy, va de personas - Monday Happy Monday\" \/>\n<meta property=\"og:description\" content=\"En un estudio de 1.400 campa\u00f1as publicitarias exitosas, aquellas con contenido puramente emocional tuvieron el doble de impacto (31 % frente al 16 %) que aquellas que ten\u00edan solo contenido racional e informativo. 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