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Experto en Ventas: Los 3 pasos para dejar de competir por precio | David Gómez

Dinstinto11 de mayo de 202601:13:22
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Descripción del Episodio

David Gómez lleva más de 15 años ayudando a empresas a dejar de competir por precio. Ha trabajado con más de 470 organizaciones y tiene una sola obsesión: que los negocios dejen de regalar su trabajo.

En este episodio aprenderás por qué la queja por precio es un síntoma y no el problema, cómo identificar al cliente que sí paga lo que vales, cuál es la diferencia real entre un beneficio y un diferencial y por qué dar descuento es admitir que vales menos de lo que dices.


Plantilla Hubspot de segmentación de clientes: https://clickhubspot.com/6ce820


00:00 Intro

1:26 Por qué la objeción número uno siempre es el precio

4:12 El síntoma que destruye la rentabilidad de tu negocio

6:01 Los mitos del precio que te están costando ventas

9:12 La discusión sobre el precio empieza en tu cabeza, no en la negociación

11:58 Qué es realmente una propuesta de valor

14:18 Si no sabes contra qué estás peleando, todo lo que te digan es verdad

17:10 Paso 1: Cómo identificar a tu cliente ideal

20:18 Valor agregado vs. costo agregado: no son lo mismo

23:23 Cómo definir tu cliente ideal cuando no tienes clientes aún

27:50 El cliente ideal no es un quién, es un qué

30:39 El anticliente ideal: a quién decirle que no

31:59 El que más barato compra es el que más jode

33:19 Paso 2: Cómo diferenciarse de verdad

35:50 Cómo competir cuando no puedes bajar más el precio

40:26 El mejor test para identificar tu diferencial

43:09 No es lo que vendes, es para qué lo usa el cliente

46:38 Paso 3: Cómo comunicar tu diferencial con claridad

47:15 Claridad mata creatividad

50:48 El test de los tres competidores

52:29 El valor que no se percibe no se paga

53:53 Cuando el mercado se complica, la participación se redistribuye

58:08 El argumento punta de lanza: dale a la yugular del problema

59:07 Lo que hace verdaderamente bueno a un vendedor}

1:02:22 Los detalles que enamoran y generan recurrencia

1:06:31 Lo que crea divorcios de pareja crea divorcios comerciales

1:08:10 Trata a tus clientes como prospectos

1:12:06 Preguntas rápidas, no tan rápidas


REDES SOCIALES Y SITIO WEB DAVID GÓMEZ:

Linkedin: https://www.linkedin.com/in/davidgomezgomez/?locale=es

Instagram: https://www.instagram.com/davidgomezbp/?hl=en

Sitio web: https://es.davidgomez.co/


REDES SOCIALES DE DINSTINTO

Instagram: https://www.instagram.com/dinstintopodcast

TikTok: https://www.tiktok.com/@dinstintopodcast

Facebook: https://www.facebook.com/profile.php?id=61556652682569&_rdc=1&_rdr


HOST: DAVID LLANO

https://www.instagram.com/davidllanop


PRODUCTOR: DANIEL MÁRQUEZ

https://www.instagram.com/danimarquez___

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