{"id":234,"date":"2021-12-15T19:17:21","date_gmt":"2021-12-15T19:17:21","guid":{"rendered":"https:\/\/kabik.mx\/blog\/?p=234"},"modified":"2021-12-15T19:37:34","modified_gmt":"2021-12-15T19:37:34","slug":"una-nueva-forma-de-vender-venta-consultiva","status":"publish","type":"post","link":"https:\/\/kabik.mx\/blog\/index.php\/2021\/12\/15\/una-nueva-forma-de-vender-venta-consultiva\/","title":{"rendered":"Una nueva forma de vender: venta consultiva"},"content":{"rendered":"<p><div class=\"fusion-fullwidth fullwidth-box fusion-builder-row-1 fusion-flex-container fusion-parallax-none nonhundred-percent-fullwidth non-hundred-percent-height-scrolling fusion-no-small-visibility\" style=\"background-color: rgba(255,255,255,0);background-image: url(&quot;https:\/\/kabik.mx\/blog\/wp-content\/uploads\/2021\/11\/KAB-001-102821-Header-Blog-B.jpg&quot;);background-position: center center;background-repeat: no-repeat;border-width: 0px 0px 0px 0px;border-color:#e2e2e2;border-style:solid;-webkit-background-size:cover;-moz-background-size:cover;-o-background-size:cover;background-size:cover;\" ><div class=\"fusion-builder-row fusion-row fusion-flex-align-items-flex-start\" style=\"max-width:1248px;margin-left: calc(-4% \/ 2 );margin-right: calc(-4% \/ 2 );\"><div class=\"fusion-layout-column fusion_builder_column fusion-builder-column-0 fusion_builder_column_1_1 1_1 fusion-flex-column\"><div class=\"fusion-column-wrapper fusion-flex-justify-content-flex-start fusion-content-layout-column\" style=\"background-position:left top;background-repeat:no-repeat;-webkit-background-size:cover;-moz-background-size:cover;-o-background-size:cover;background-size:cover;padding: 0px 0px 0px 0px;\"><div class=\"fusion-text fusion-text-1\"><h2 style=\"line-height: 1.3; text-align: center;\"><span style=\"color: #0097ff;\"><strong><span style=\"color: #ffffff;\">Una nueva forma de vender:<\/span><br \/>\nventa consultiva<\/strong><\/span><\/h2>\n<\/div><\/div><style type=\"text\/css\">.fusion-body .fusion-builder-column-0{width:100% !important;margin-top : 0px;margin-bottom : 20px;}.fusion-builder-column-0 > .fusion-column-wrapper {padding-top : 0px !important;padding-right : 0px !important;margin-right : 1.92%;padding-bottom : 0px !important;padding-left : 0px !important;margin-left : 1.92%;}@media only screen and (max-width:1024px) {.fusion-body .fusion-builder-column-0{width:100% !important;order : 0;}.fusion-builder-column-0 > .fusion-column-wrapper {margin-right : 1.92%;margin-left : 1.92%;}}@media only screen and (max-width:640px) {.fusion-body .fusion-builder-column-0{width:100% !important;order : 0;}.fusion-builder-column-0 > .fusion-column-wrapper {margin-right : 1.92%;margin-left : 1.92%;}}<\/style><\/div><\/div><style type=\"text\/css\">.fusion-body .fusion-flex-container.fusion-builder-row-1{ padding-top : 9%;margin-top : 0%;padding-right : 0px;padding-bottom : 8%;margin-bottom : 0px;padding-left : 0px;}<\/style><\/div><div class=\"fusion-fullwidth fullwidth-box fusion-builder-row-2 fusion-flex-container fusion-parallax-none nonhundred-percent-fullwidth non-hundred-percent-height-scrolling fusion-no-medium-visibility fusion-no-large-visibility\" style=\"background-color: rgba(255,255,255,0);background-image: url(&quot;https:\/\/kabik.mx\/blog\/wp-content\/uploads\/2021\/11\/KAB-001-102821-Header-Blog-B.jpg&quot;);background-position: center center;background-repeat: no-repeat;border-width: 0px 0px 0px 0px;border-color:#e2e2e2;border-style:solid;-webkit-background-size:cover;-moz-background-size:cover;-o-background-size:cover;background-size:cover;\" ><div class=\"fusion-builder-row fusion-row fusion-flex-align-items-flex-start\" style=\"max-width:1248px;margin-left: calc(-4% \/ 2 );margin-right: calc(-4% \/ 2 );\"><div class=\"fusion-layout-column fusion_builder_column fusion-builder-column-1 fusion_builder_column_1_1 1_1 fusion-flex-column\"><div class=\"fusion-column-wrapper fusion-flex-justify-content-flex-start fusion-content-layout-column\" style=\"background-position:left top;background-repeat:no-repeat;-webkit-background-size:cover;-moz-background-size:cover;-o-background-size:cover;background-size:cover;padding: 0px 0px 0px 0px;\"><div class=\"fusion-text fusion-text-2\"><h2 style=\"line-height: 1.3; font-size: 18px; text-align: center;\"><span style=\"color: #0097ff;\"><strong><span style=\"color: #ffffff;\">Una nueva forma de vender:<\/span> venta consultiva<\/strong><\/span><\/h2>\n<\/div><\/div><style type=\"text\/css\">.fusion-body .fusion-builder-column-1{width:100% !important;margin-top : 0px;margin-bottom : 20px;}.fusion-builder-column-1 > .fusion-column-wrapper {padding-top : 0px !important;padding-right : 0px !important;margin-right : 1.92%;padding-bottom : 0px !important;padding-left : 0px !important;margin-left : 1.92%;}@media only screen and (max-width:1024px) {.fusion-body .fusion-builder-column-1{width:100% !important;order : 0;}.fusion-builder-column-1 > .fusion-column-wrapper {margin-right : 1.92%;margin-left : 1.92%;}}@media only screen and (max-width:640px) {.fusion-body .fusion-builder-column-1{width:100% !important;order : 0;}.fusion-builder-column-1 > .fusion-column-wrapper {margin-right : 1.92%;margin-left : 1.92%;}}<\/style><\/div><\/div><style type=\"text\/css\">.fusion-body .fusion-flex-container.fusion-builder-row-2{ padding-top : 8%;margin-top : 0%;padding-right : 0px;padding-bottom : 3%;margin-bottom : 0px;padding-left : 0px;}<\/style><\/div><div class=\"fusion-fullwidth fullwidth-box fusion-builder-row-3 fusion-flex-container nonhundred-percent-fullwidth non-hundred-percent-height-scrolling\" style=\"background-color: rgba(255,255,255,0);background-position: center center;background-repeat: no-repeat;border-width: 0px 0px 0px 0px;border-color:#e2e2e2;border-style:solid;\" ><div class=\"fusion-builder-row fusion-row fusion-flex-align-items-flex-start\" style=\"max-width:1248px;margin-left: calc(-4% \/ 2 );margin-right: calc(-4% \/ 2 );\"><div class=\"fusion-layout-column fusion_builder_column fusion-builder-column-2 fusion_builder_column_1_1 1_1 fusion-flex-column\"><div class=\"fusion-column-wrapper fusion-flex-justify-content-flex-start fusion-content-layout-column\" style=\"background-position:left top;background-repeat:no-repeat;-webkit-background-size:cover;-moz-background-size:cover;-o-background-size:cover;background-size:cover;padding: 0px 0px 0px 0px;\"><div class=\"fusion-text fusion-text-3\"><p>Los modelos de venta tradicionales han quedado obsoletos, lo de hoy es la venta experiencial, es decir, una venta que aporta valor al cliente porque lo trata de forma individualizada con caracter\u00edsticas \u00fanicas. Es importante mencionar, que la venta tradicional se centraba en el producto y en destacar sus beneficios, mientras que en la venta consultiva, el vendedor se centra en analizar las necesidades del cliente y sus deseos, conociendo al mercado de forma profunda y observando las influencias que afectan al cliente en sus decisiones de compra.<\/p>\n<p>El cliente se posiciona en el centro de toda estrategia del vendedor, es el eje en el cual debe girar cualquier decisi\u00f3n de venta.<\/p>\n<p>En relaci\u00f3n con el tiempo invertido entre cada una de las fases de la venta de cada modelo se puede mencionar lo siguiente:<\/p>\n<\/div><\/div><style type=\"text\/css\">.fusion-body .fusion-builder-column-2{width:100% !important;margin-top : 0px;margin-bottom : 0%;}.fusion-builder-column-2 > .fusion-column-wrapper {padding-top : 0px !important;padding-right : 0px !important;margin-right : 1.92%;padding-bottom : 0px !important;padding-left : 0px !important;margin-left : 1.92%;}@media only screen and (max-width:1024px) {.fusion-body .fusion-builder-column-2{width:100% !important;order : 0;}.fusion-builder-column-2 > .fusion-column-wrapper {margin-right : 1.92%;margin-left : 1.92%;}}@media only screen and (max-width:640px) {.fusion-body .fusion-builder-column-2{width:100% !important;order : 0;}.fusion-builder-column-2 > .fusion-column-wrapper {margin-right : 1.92%;margin-left : 1.92%;}}<\/style><\/div><\/div><style type=\"text\/css\">.fusion-body .fusion-flex-container.fusion-builder-row-3{ padding-top : 0px;margin-top : 5%;padding-right : 22%;padding-bottom : 0px;margin-bottom : 0%;padding-left : 22%;}<\/style><\/div><div class=\"fusion-fullwidth fullwidth-box fusion-builder-row-4 fusion-flex-container nonhundred-percent-fullwidth non-hundred-percent-height-scrolling\" style=\"background-color: rgba(255,255,255,0);background-position: center center;background-repeat: no-repeat;border-width: 0px 0px 0px 0px;border-color:#e2e2e2;border-style:solid;\" ><div class=\"fusion-builder-row fusion-row fusion-flex-align-items-flex-start\" style=\"max-width:1248px;margin-left: calc(-4% \/ 2 );margin-right: calc(-4% \/ 2 );\"><div class=\"fusion-layout-column fusion_builder_column fusion-builder-column-3 fusion_builder_column_1_1 1_1 fusion-flex-column\"><div class=\"fusion-column-wrapper fusion-flex-justify-content-flex-start fusion-content-layout-column\" style=\"background-position:left top;background-repeat:no-repeat;-webkit-background-size:cover;-moz-background-size:cover;-o-background-size:cover;background-size:cover;padding: 0px 0px 0px 0px;\"><div ><span class=\" fusion-imageframe imageframe-none imageframe-1 hover-type-none\"><img decoding=\"async\" width=\"1080\" height=\"450\" title=\"mejorar-ventas\" src=\"https:\/\/kabik.mx\/blog\/wp-content\/uploads\/2021\/12\/mejorar-ventas.jpg\" alt class=\"img-responsive wp-image-236\" srcset=\"https:\/\/kabik.mx\/blog\/wp-content\/uploads\/2021\/12\/mejorar-ventas-200x83.jpg 200w, https:\/\/kabik.mx\/blog\/wp-content\/uploads\/2021\/12\/mejorar-ventas-400x167.jpg 400w, https:\/\/kabik.mx\/blog\/wp-content\/uploads\/2021\/12\/mejorar-ventas-600x250.jpg 600w, https:\/\/kabik.mx\/blog\/wp-content\/uploads\/2021\/12\/mejorar-ventas-800x333.jpg 800w, https:\/\/kabik.mx\/blog\/wp-content\/uploads\/2021\/12\/mejorar-ventas.jpg 1080w\" sizes=\"(max-width: 640px) 100vw, 1080px\" \/><\/span><\/div><div class=\"fusion-separator fusion-full-width-sep\" style=\"align-self: center;margin-left: auto;margin-right: auto;margin-top:10px;margin-bottom:10px;width:100%;\"><\/div><div class=\"fusion-text fusion-text-4\"><p>Por lo tanto, en el modelo de venta tradicional la fase que lleva m\u00e1s tiempo es el cierre de venta, mientras que en el modelo de venta consultiva la fase m\u00e1s tardada es la generaci\u00f3n de confianza entre las partes.<\/p>\n<p>Las principales caracter\u00edsticas de los vendedores de venta consultiva son:<\/p>\n<ul>\n<li><span style=\"color: #0097ff;\"><strong>Vendedor orientado:<\/strong><\/span> dirige sus mensajes y su comunicaci\u00f3n a su p\u00fablico objetivo y orienta al cliente.<\/li>\n<li><span style=\"color: #0097ff;\"><strong>Investigador de oportunidades:<\/strong><\/span> el vendedor debe mostrarse activo en la captaci\u00f3n de informaci\u00f3n sobre las oportunidades que le brinda el mercado y sobre lo que el cliente necesita.<\/li>\n<li><span style=\"color: #0097ff;\"><strong>Convertir la venta consultiva tambi\u00e9n en venta relacional:<\/strong><\/span> deben tener como cualidad la empat\u00eda hac\u00eda los clientes, as\u00ed podr\u00e1n obtener mucha m\u00e1s informaci\u00f3n de estos.<\/li>\n<li><strong><span style=\"color: #0097ff;\">Debe ser capaz de aportar valor al proceso de compraventa:<\/span><\/strong> ha de tener la habilidad de crear demandas en funci\u00f3n de los factores de \u00e9xito y riesgos del negocio.<\/li>\n<li><strong><span style=\"color: #0097ff;\">Contar con gran inteligencia emocional:<\/span><\/strong> debe implementar herramientas e instrumentos en aras de conseguir informaci\u00f3n del cliente y que le facilite la toma de decisiones.<\/li>\n<li><strong><span style=\"color: #0097ff;\">Capacidad de comunicaci\u00f3n:<\/span><\/strong> debe ser capaz de comunicar de forma personal en sus relaciones cotidianas con ellos, en sus contactos a trav\u00e9s de los diferentes medios o soportes de comunicaci\u00f3n.<\/li>\n<li><strong><span style=\"color: #0097ff;\">Capacidad de establecer relaciones a todos los niveles:<\/span><\/strong> desde los directivos de la empresa hasta con los clientes y compradores.<\/li>\n<li><strong><span style=\"color: #0097ff;\">Contar con dotes para generar estrategia de diferenciaci\u00f3n frente a la competencia:<\/span><\/strong> aportando ventajas competitivas a sus productos y servicios convirti\u00e9ndolos en los mejores del mercado.<\/li>\n<\/ul>\n<p>Capacidad de transformar las amenazas en oportunidades y las debilidades en fortalezas.<\/p>\n<\/div><\/div><style type=\"text\/css\">.fusion-body .fusion-builder-column-3{width:100% !important;margin-top : 0%;margin-bottom : 20px;}.fusion-builder-column-3 > .fusion-column-wrapper {padding-top : 0px !important;padding-right : 0px !important;margin-right : 1.92%;padding-bottom : 0px !important;padding-left : 0px !important;margin-left : 1.92%;}@media only screen and (max-width:1024px) {.fusion-body .fusion-builder-column-3{width:100% !important;order : 0;}.fusion-builder-column-3 > .fusion-column-wrapper {margin-right : 1.92%;margin-left : 1.92%;}}@media only screen and (max-width:640px) {.fusion-body .fusion-builder-column-3{width:100% !important;order : 0;}.fusion-builder-column-3 > .fusion-column-wrapper {margin-right : 1.92%;margin-left : 1.92%;}}<\/style><\/div><\/div><style type=\"text\/css\">.fusion-body .fusion-flex-container.fusion-builder-row-4{ padding-top : 0px;margin-top : 0%;padding-right : 22%;padding-bottom : 0px;margin-bottom : 0px;padding-left : 22%;}<\/style><\/div><div class=\"fusion-fullwidth fullwidth-box fusion-builder-row-5 fusion-flex-container nonhundred-percent-fullwidth non-hundred-percent-height-scrolling\" style=\"background-color: rgba(255,255,255,0);background-position: center center;background-repeat: no-repeat;border-width: 0px 0px 0px 0px;border-color:#e2e2e2;border-style:solid;\" ><div class=\"fusion-builder-row fusion-row fusion-flex-align-items-flex-start\" style=\"max-width:1248px;margin-left: calc(-4% \/ 2 );margin-right: calc(-4% \/ 2 );\"><div class=\"fusion-layout-column fusion_builder_column fusion-builder-column-4 fusion_builder_column_1_6 1_6 fusion-flex-column\"><div class=\"fusion-column-wrapper fusion-flex-justify-content-flex-start fusion-content-layout-column\" style=\"background-position:left top;background-repeat:no-repeat;-webkit-background-size:cover;-moz-background-size:cover;-o-background-size:cover;background-size:cover;padding: 0px 0px 0px 0px;\"><\/div><style type=\"text\/css\">.fusion-body .fusion-builder-column-4{width:16.666666666667% !important;margin-top : 0px;margin-bottom : 20px;}.fusion-builder-column-4 > .fusion-column-wrapper {padding-top : 0px !important;padding-right : 0px !important;margin-right : 11.52%;padding-bottom : 0px !important;padding-left : 0px !important;margin-left : 11.52%;}@media only screen and (max-width:1024px) {.fusion-body .fusion-builder-column-4{width:16.666666666667% !important;order : 0;}.fusion-builder-column-4 > .fusion-column-wrapper {margin-right : 11.52%;margin-left : 11.52%;}}@media only screen and (max-width:640px) {.fusion-body .fusion-builder-column-4{width:100% !important;order : 0;}.fusion-builder-column-4 > .fusion-column-wrapper {margin-right : 1.92%;margin-left : 1.92%;}}<\/style><\/div><div class=\"fusion-layout-column fusion_builder_column fusion-builder-column-5 fusion_builder_column_2_3 2_3 fusion-flex-column\"><div class=\"fusion-column-wrapper fusion-flex-justify-content-flex-start fusion-content-layout-column\" style=\"background-position:left top;background-repeat:no-repeat;-webkit-background-size:cover;-moz-background-size:cover;-o-background-size:cover;background-size:cover;padding: 0px 0px 0px 0px;\"><div style=\"text-align:center;\"><span class=\" fusion-imageframe imageframe-none imageframe-2 hover-type-none\"><img decoding=\"async\" width=\"600\" height=\"625\" title=\"vendedor\" src=\"https:\/\/kabik.mx\/blog\/wp-content\/uploads\/2021\/12\/vendedor.jpg\" alt class=\"img-responsive wp-image-238\" srcset=\"https:\/\/kabik.mx\/blog\/wp-content\/uploads\/2021\/12\/vendedor-200x208.jpg 200w, https:\/\/kabik.mx\/blog\/wp-content\/uploads\/2021\/12\/vendedor-400x417.jpg 400w, https:\/\/kabik.mx\/blog\/wp-content\/uploads\/2021\/12\/vendedor.jpg 600w\" sizes=\"(max-width: 640px) 100vw, 600px\" \/><\/span><\/div><\/div><style type=\"text\/css\">.fusion-body .fusion-builder-column-5{width:66.666666666667% !important;margin-top : 0px;margin-bottom : 20px;}.fusion-builder-column-5 > .fusion-column-wrapper {padding-top : 0px !important;padding-right : 0px !important;margin-right : 2.88%;padding-bottom : 0px !important;padding-left : 0px !important;margin-left : 2.88%;}@media only screen and (max-width:1024px) {.fusion-body .fusion-builder-column-5{width:66.666666666667% !important;order : 0;}.fusion-builder-column-5 > .fusion-column-wrapper {margin-right : 2.88%;margin-left : 2.88%;}}@media only screen and (max-width:640px) {.fusion-body .fusion-builder-column-5{width:100% !important;order : 0;}.fusion-builder-column-5 > .fusion-column-wrapper {margin-right : 1.92%;margin-left : 1.92%;}}<\/style><\/div><div class=\"fusion-layout-column fusion_builder_column fusion-builder-column-6 fusion_builder_column_1_6 1_6 fusion-flex-column\"><div class=\"fusion-column-wrapper fusion-flex-justify-content-flex-start fusion-content-layout-column\" style=\"background-position:left 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type=\"text\/css\">.fusion-body .fusion-flex-container.fusion-builder-row-5{ padding-top : 0px;margin-top : 0%;padding-right : 22%;padding-bottom : 0px;margin-bottom : 0px;padding-left : 22%;}<\/style><\/div><\/p>\n","protected":false},"excerpt":{"rendered":"","protected":false},"author":2,"featured_media":244,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[3],"tags":[],"class_list":["post-234","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blog"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v18.2 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Una nueva forma de vender: venta consultiva - Kabik Blog<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" 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