Estructura Cientifica De La Venta Jose Maria Llamas Pdf 102 _top_
In his book " Estructura Científica de la Venta " (Scientific Structure of Sales), José María Llamas
Final Takeaway from Llamas on Page 102
- S (Situation): Establish facts.
- P (Problem): Identify dissatisfactions.
- I (Implication): Make the problem "hurt" (What happens if you don't fix it?).
- N (Need-Payoff): The client verbalizes the value of the solution.
Scientific Instruments: The book introduces tools for sales administration, ensuring that the "sales structure" is as organized as any other technical department within a company. Ethics and Success estructura cientifica de la venta jose maria llamas pdf 102
- Objective: Eliminate the "Sales Alarm."
- Scientific Mechanism: When a salesperson approaches, the client's cortisol levels rise (stress). The structure dictates breaking the pattern to lower defenses.
- Technique: Use of "pattern interrupts" or non-threatening body language. You are not there to sell; you are there to help.
- Key Concept: Rapport is biological. Mirroring neurons (mirror neurons) activate when we mimic the client’s posture and tone, creating subconscious trust.
Llamas, José María. Idioma: Español Detalles de publicación: México : Limusa ; Noriega Editores, 1998.Edición: 2da. edDescripción: Corporación Universitaria del Meta - UNIMETA ESTRUCTURA CIENTIFICA DE LA VENTA - Amazon In his book " Estructura Científica de la
: Plantea que el vendedor debe ser un técnico capaz de diagnosticar necesidades, no solo un "empujador" de productos. Análisis del comportamiento S (Situation): Establish facts
