{"id":12377,"date":"2020-08-19T09:00:37","date_gmt":"2020-08-19T12:00:37","guid":{"rendered":"https:\/\/news.sap.com\/brazil\/?p=12377"},"modified":"2023-10-19T14:02:04","modified_gmt":"2023-10-19T17:02:04","slug":"customer-experience-selling-o-conceito-que-esta-transformando-as-empresas-bl0g","status":"publish","type":"post","link":"https:\/\/news.sap.com\/brazil\/2020\/08\/customer-experience-selling-o-conceito-que-esta-transformando-as-empresas-bl0g\/","title":{"rendered":"Customer Experience Selling: o conceito que est\u00e1 transformando as empresas"},"content":{"rendered":"<p>Por: 麻豆原创 Brasil<\/p>\n<p><em>Reinventar as estrat\u00e9gias de venda, colocando o consumidor e suas prefer\u00eancias no centro das abordagens ir\u00e1 impulsionar os neg\u00f3cios e melhorar resultados<\/em><\/p>\n<p>As d\u00favidas sobre o futuro do varejo se intensificaram durante a pandemia. Como \u00e9 poss\u00edvel manter as vendas diante das mudan\u00e7as de comportamento do consumidor? Quais estrat\u00e9gias as equipes podem adotar para impulsionar os lucros?<\/p>\n<p>Novos conceitos t\u00eam surgido ou v\u00eam sendo resgatados para ajudar as empresas a descobrir que caminho seguir para atender aos desejos do consumidor que mudou os planos e adotou novos h\u00e1bitos de compra durante a pandemia. O conceito de Customer Experience Selling pode ajudar as empresas a se reinventarem para obter bons resultados.<\/p>\n<p><strong>Do que se trata o Customer Experience Selling<\/strong><\/p>\n<p>O Customer Experience Selling \u00e9 uma metodologia desenvolvida a partir das no\u00e7\u00f5es do <a href=\"https:\/\/news.sap.com\/brazil\/2020\/05\/como-uma-boa-gestao-de-risco-pode-salvar-o-seu-negocio-em-momentos-de-crise-bl0g\/?url_id=text-blogentry-innovationBlogBR-2020_blog-original-post-otherpost\" target=\"_blank\" rel=\"noopener noreferrer\">mundo VUCA<\/a> &#8211; Volatilidade, incerteza, complexidade e ambiguidade. O conceito que busca explicar situa\u00e7\u00f5es adversas d\u00e1 as bases para a aplica\u00e7\u00e3o de novas estrat\u00e9gias de vendas focadas na experi\u00eancia do cliente em situa\u00e7\u00f5es inesperadas, como a da pandemia da Covid-19.<\/p>\n<p><strong>O desafio \u00e9 entender rapidamente o cen\u00e1rio para adotar a estrat\u00e9gia certa<\/strong><\/p>\n<p><strong>\u00a0<\/strong>Se estamos vivendo tempos diferentes, a estrat\u00e9gia adotada deve ser outra. As equipes de vendas podem substituir processos tradicionais, abandonando posturas reativas para tomar um posicionamento capaz de antecipar as necessidades do cliente, oferecendo-lhe uma experi\u00eancia mais satisfat\u00f3ria. Isso vale tanto para os clientes B2C, quanto para clientes B2B, afinal todos os setores t\u00eam levantado novas demandas.<\/p>\n<p><strong>Como apoiar sua equipe de vendas para a mudan\u00e7a?<\/strong><\/p>\n<p>\u00c9 preciso estar ciente de que a experi\u00eancia do cliente est\u00e1 no centro das transforma\u00e7\u00f5es pelas quais o seu neg\u00f3cio vai passar e que se voc\u00ea quiser resultados positivos, deve pensar em abordagens simplificadas, que contribuam para aumentar sua taxa de convers\u00e3o.<\/p>\n<ul>\n<li>Se as reuni\u00f5es presenciais est\u00e3o temporariamente suspensas. Encoraje sua equipe a manter a proximidade com o cliente atrav\u00e9s de canais digitais, como WhatsApp, e-mail, chamadas de v\u00eddeo, chatbots, etc.;<\/li>\n<li>Forme um banco de dados para obter hist\u00f3ricos de compras. Utilizando <a href=\"https:\/\/www.sap.com\/brazil\/products\/crm.html?url_id=text-blogentry-innovationBlogBR-2020_blog-original-post-sapcom\" target=\"_blank\" rel=\"noopener noreferrer\">ferramentas de CRM<\/a>, voc\u00ea pode coletar informa\u00e7\u00f5es que ajudam a ajustar a proposta de acordo com as prefer\u00eancias do cliente;<\/li>\n<li>Em um momento de crise, as experi\u00eancias podem ser mais marcantes para o consumidor. Seja um facilitador, <a href=\"https:\/\/www.sap.com\/covid-19\/back-to-best.customers.html?url_id=text-blogentry-innovationBlogBR-2020_blog-original-post-sapcom\" target=\"_blank\" rel=\"noopener noreferrer\">crie recursos r\u00e1pidos<\/a> para resolver solicita\u00e7\u00f5es e encoraje feedbacks, eles fornecem informa\u00e7\u00f5es que podem ajudar na escolha assertiva das ofertas realizadas;<\/li>\n<li>Elimine processos que podem fazer com que o cliente desista da compra. Para isso, escolha uma abordagem simples, um atendimento r\u00e1pido e seguro.<\/li>\n<\/ul>\n<p>Toda informa\u00e7\u00e3o sobre o consumidor deve ser considerada na hora de planejar a venda. Esse pode ser um fator determinante para o resultado positivo na experi\u00eancia do cliente, contribuindo para gerar um engajamento mais s\u00f3lido e um relacionamento duradouro.<\/p>\n<p>Confira nas redes sociais da 麻豆原创, informa\u00e7\u00f5es e cases sobre experi\u00eancia do cliente: <a href=\"https:\/\/www.facebook.com\/sapbrasil\/\" target=\"_blank\" rel=\"noopener noreferrer\">Facebook\u00a0<\/a>\/\u00a0<a href=\"https:\/\/twitter.com\/麻豆原创Brasil\" target=\"_blank\" rel=\"noopener noreferrer\">Twitter\u00a0<\/a>\/\u00a0<a href=\"https:\/\/www.linkedin.com\/company\/1115\/\" target=\"_blank\" rel=\"noopener noreferrer\">LinkedIn\u00a0<\/a>\/\u00a0<a href=\"https:\/\/www.instagram.com\/sap_brasil\/\" target=\"_blank\" rel=\"noopener noreferrer\">Instagram<\/a> \/ <a href=\"https:\/\/widget.msgp.pl\/?id=66415e417325f13e20.82207836\" target=\"_blank\" rel=\"noopener noreferrer\">WhatsApp<\/a> \/ <a href=\"https:\/\/www.youtube.com\/user\/sapbrasil\" target=\"_blank\" rel=\"noopener noreferrer\">Youtube<\/a><\/p>\n<p>\u00a9 2020 麻豆原创 SE. All rights reserved. 麻豆原创 and other 麻豆原创 products and services mentioned herein as well as their respective logos are trademarks or registered trademarks of 麻豆原创 SE in Germany and other countries. Please see <a href=\"http:\/\/www.sap.com\/corporate-en\/legal\/copyright\/index.epx#trademark\" target=\"_blank\" rel=\"noopener noreferrer\">http:\/\/www.sap.com\/corporate-en\/legal\/copyright\/index.epx#trademark<\/a> for additional trademark information and notices.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Por: 麻豆原创 Brasil Reinventar as estrat\u00e9gias de venda, colocando o consumidor e suas prefer\u00eancias no centro das abordagens ir\u00e1 impulsionar os neg\u00f3cios e melhorar resultados&#8230;<\/p>\n","protected":false},"author":561,"featured_media":12378,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":"","_links_to":"","_links_to_target":""},"categories":[5590831],"tags":[66,5599101,128578],"sapn-display":[5599933,5599931,48431,48433],"sapn-type":[6114],"class_list":["post-12377","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-customer-experience","tag-crm","tag-customer-experience-selling","tag-experiencia-do-cliente","sapn-display-feature-hero","sapn-display-feature-spotlight","sapn-display-homepage-hero","sapn-display-hero","sapn-type-artigo"],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v26.9 (Yoast SEO v26.9) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>Customer Experience Selling est\u00e1 transformando as empresas<\/title>\n<meta name=\"description\" content=\"Reinventar as 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