U\u017e sa ti stalo, \u017ee si klientovi uk\u00e1zal\/-a jasn\u00fa v\u00fdhodu a aj tak sa nerozhodol?<\/p>\n\n\n\n
Mne \u00e1no. <\/p>\n\n\n\n
Klientovi som prezentoval rie\u0161enie, ktor\u00e9 mu \u0161etrilo tis\u00edce eur mesa\u010dne. Na \u010fal\u0161om stretnut\u00ed som to sk\u00fasil inak: Ak to nezmen\u00edme, ka\u017ed\u00fd mesiac prich\u00e1dzate o \u010fal\u0161\u00edch 5.000.\u201c<\/p>\n\n\n\n Ako s t\u00fdm pracova\u0165 v obchodnom rozhovore?<\/strong> Averzia k strate nie je n\u00e1stroj na stra\u0161enie. Pou\u017eit\u00e1 eticky, zvy\u0161uje kvalitu rozhodnutia. A bez d\u00f4very sa \u017eiadny obchod dlhodobo nerob\u00ed. U\u017e sa ti stalo, \u017ee si klientovi uk\u00e1zal\/-a jasn\u00fa v\u00fdhodu a aj tak sa nerozhodol? Mne \u00e1no. Klientovi som prezentoval rie\u0161enie, ktor\u00e9 mu \u0161etrilo tis\u00edce eur mesa\u010dne.Jeho reakcia bola vla\u017en\u00e1:\u201eZauj\u00edmav\u00e9. Ale zatia\u013e to nech\u00e1me tak.\u201c Na \u010fal\u0161om stretnut\u00ed som to sk\u00fasil inak: \u201eZa posledn\u00e9 tri mesiace v\u00e1s s\u00fa\u010dasn\u00fd syst\u00e9m st\u00e1l pribli\u017ene 15 000 eur navy\u0161e. […]<\/p>\n","protected":false},"author":6,"featured_media":2653,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[44,45,43],"tags":[],"class_list":["post-2740","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-obchod","category-ovlyvnovanie","category-vyjednavanie"],"acf":[],"yoast_head":"\n
Jeho reakcia bola vla\u017en\u00e1:
\u201eZauj\u00edmav\u00e9. Ale zatia\u013e to nech\u00e1me tak.\u201c<\/strong><\/p>\n\n\n\n
\u201eZa posledn\u00e9 tri mesiace v\u00e1s s\u00fa\u010dasn\u00fd syst\u00e9m st\u00e1l pribli\u017ene 15 000 eur navy\u0161e.<\/p>\n\n\n\n
Zrazu sa rozhovor rozbehol.<\/p>\n\n\n\n
Nie preto, \u017ee by sa zmenili \u010d\u00edsla.
Zmenil sa jazyk<\/strong>.<\/p>\n\n\n\n
Na\u0161a myse\u013e toti\u017e reaguje silnej\u0161ie na stratu ne\u017e na rovnak\u00fd zisk.
To, \u010do m\u00f4\u017eeme strati\u0165, c\u00edtime viac ne\u017e to, \u010do m\u00f4\u017eeme z\u00edska\u0165.<\/p>\n\n\n\n
Preto \u010dasto funguje lep\u0161ie:
\u201eAk to nezmen\u00edte, ka\u017ed\u00fd mesiac plat\u00edte zbyto\u010dne navy\u0161e,\u201c
ne\u017e:
\u201eAk to zmen\u00edte, u\u0161etr\u00edte 20 %.\u201c<\/p>\n\n\n\n
<\/p>\n\n\n\n\n
Namiesto \u201eu\u0161etr\u00edte\u201c sk\u00faste \u201eko\u013eko dnes zbyto\u010dne str\u00e1cate\u201c.<\/li>\n\n\n\n
\u201e\u010co sa stane, ak to nech\u00e1te tak, ako je to dnes?\u201c<\/li>\n\n\n\n
Nie t\u00fdm, \u017ee s\u013e\u00fabi\u0161 nemo\u017en\u00e9, ale t\u00fdm, \u017ee rozdel\u00ed\u0161 rozhodnutie na men\u0161ie kroky. Za\u010dnete postupne – napr\u00edklad, \u017ee spolupr\u00e1cu otestujete na men\u0161om projekte.<\/li>\n<\/ul>\n\n\n\n
D\u00f4le\u017eit\u00e1 pozn\u00e1mka na z\u00e1ver:<\/p>\n\n\n\n
Je to sp\u00f4sob, ako pom\u00f4c\u0165 klientovi pomenova\u0165 realitu, ktor\u00fa dnes mo\u017eno prehliada.<\/p>\n\n\n\n
Pou\u017eit\u00e1 neeticky, ni\u010d\u00ed d\u00f4veru.<\/p>\n\n\n\n
Tento pr\u00edspevok za n\u00e1s troch pripravil Juraj Feren\u010d\u00edk. T\u00e9me averzie k strate sa v\u0161ak venujeme v\u0161etci traja na na\u0161ich tr\u00e9ningoch.\u00a0<\/p>","protected":false},"excerpt":{"rendered":"