{"id":1668,"date":"2018-05-16T14:13:53","date_gmt":"2018-05-16T12:13:53","guid":{"rendered":"https:\/\/lexgoapp.com\/blog\/?p=1668"},"modified":"2018-05-18T11:06:52","modified_gmt":"2018-05-18T09:06:52","slug":"contratacion-de-despachos-profesionales-la-venta-es-un-juego-mental","status":"publish","type":"post","link":"https:\/\/lexgoapp.com\/blog\/contratacion-de-despachos-profesionales-la-venta-es-un-juego-mental\/","title":{"rendered":"\u00abLa venta es un juego mental\u00bb \/\/ Francesc Dom\u00ednguez"},"content":{"rendered":"

\u00bfC\u00f3mo deciden las empresas la contrataci\u00f3n de despachos profesionales?<\/h3>\n

 <\/p>\n

\u00a9 Francesc Dom\u00ednguez es consultor de marketing jur\u00eddico.<\/p>\n

Formador en influencia positiva y habilidades comerciales, es socio de Barton Consultants (www.barton-consultants.com<\/a>).<\/p>\n

 <\/p>\n

Las empresas saben que su competitividad depende de la correcta evaluaci\u00f3n, selecci\u00f3n y homologaci\u00f3n de sus proveedores o asesores. As\u00ed, seleccionan a los despachos de abogados, despachos de economistas, etc. con criterios cada vez m\u00e1s racionales\u2026 o eso parece.<\/p>\n

La contrataci\u00f3n directa de servicios profesionales externos, con un solo interlocutor en la empresa cliente potencial, es menos frecuente que anta\u00f1o, d\u00e1ndose el hecho de que el despacho que aspira a ser contratado debe pasar por una serie de departamentos o eslabones de una cadena (jur\u00eddico, compras, financiero, etc.) antes de conseguir la preferencia del cliente.<\/p>\n

Eso suele ocurrir, aunque el profesional o el despacho cuente con la confianza del presidente o del consejero delegado de la empresa: el proveedor pasa por un proceso estructurado de evaluaci\u00f3n y selecci\u00f3n, un proceso lo m\u00e1s racional posible.<\/p>\n

Como comento en mi \u00faltimo libro, De despacho competente a despacho competitivo: Cu\u00e9ntame c\u00f3mo conseguirlo<\/em>, \u201cla venta es un juego mental\u201d. El proceso de contrataci\u00f3n de los servicios profesionales es un \u201cjuego mental\u201d en el que lo que ocurre en la mente del abogado o del economista contribuye, o no, de manera significativa al logro de la contrataci\u00f3n.<\/p>\n

Tu \u201cdi\u00e1logo mental\u201d, es decir, lo que pasa por tu mente y, principalmente, su adecuada gesti\u00f3n, es clave para que ayudes mejor al cliente potencial a contratarte.<\/p>\n

Por ejemplo, si piensas demasiado en el precio, los honorarios podr\u00e1n llegar a ser un problema<\/strong>, les dar\u00e1s poder; si piensas que necesitas que te contrate el cliente, es probable que le transmitas \u201cestar necesitado\u201d, lo que es un error, porque es el cliente potencial quien tiene la principal necesidad, la de asesoramiento para la prevenci\u00f3n o soluci\u00f3n de su asunto.<\/p>\n

\"\"<\/a><\/p>\n

Hazte una pregunta clave: \u00bfC\u00f3mo deciden las empresas cada vez m\u00e1s las contrataciones de servicios profesionales externos? \u00bfSobre la base de qu\u00e9?<\/strong><\/p>\n

Observa y escucha activamente a tus clientes potenciales, a los diferentes filtros departamentales con los que te vas a ir encontrando. Bajo su apariencia muy racional y, a veces, fr\u00eda y distante\u2026, son personas: como tales, act\u00faan en \u00faltimo t\u00e9rmino movidas por las emociones.<\/p>\n

 <\/p>\n

\u00bfQu\u00e9 criterios las mueven para dejarte ir acerc\u00e1ndote a la cima, a la contrataci\u00f3n?<\/strong> B\u00e1sicamente, dos: comodidad y seguridad<\/strong>. Recuerda, la venta es un juego mental y conviene que sepas no solo lo que pasa por tu mente durante el proceso de contrataci\u00f3n sino tambi\u00e9n lo que ocurre en la mente del cliente potencial.<\/p>\n

 <\/p>\n

\u00bfQu\u00e9 pasa por la mente de los clientes potenciales?<\/strong> Los interlocutores de los diferentes departamentos tienen presente que no pueden equivocarse de proveedor o asesor externo, porque pueden pagarlo caro\u2026; a veces con la p\u00e9rdida del empleo.<\/p>\n

A menudo les mueve el miedo y \u00e9ste es una emoci\u00f3n muy poderosa, que es imperioso que gestiones de forma adecuada. Si t\u00fa y la propuesta de tu despacho comport\u00e1is comodidad y percepci\u00f3n de tranquilidad<\/strong> o seguridad a cada uno de los departamentos de la empresa, ir\u00e9is superando los escollos y conseguir\u00e9is la contrataci\u00f3n.<\/p>\n

Cierto es que, para llevar a cabo el proceso con m\u00e1s garant\u00eda de \u00e9xito, conviene que te prepares, porque la preparaci\u00f3n distingue al buen profesional del aficionado.<\/p>\n

Conviene que te formes en habilidades y, m\u00e1s concretamente en habilidades comunicativas y comerciales espec\u00edficas para profesionales liberales; tambi\u00e9n que potencies tu marca personal (y no me refiero a ser popular en redes) y tu despacho, la corporativa, porque todo ello los clientes potenciales lo tienen presente\u2026 a la hora de daros, o no, su confianza.<\/p>\n

 <\/p>\n

Por\u00a0@CescDominguez<\/a>, consultor de Marketing Jur\u00eddico<\/p>\n","protected":false},"excerpt":{"rendered":"

\u00bfC\u00f3mo deciden las empresas la contrataci\u00f3n de despachos profesionales?   \u00a9 Francesc Dom\u00ednguez es consultor de marketing jur\u00eddico. Formador en influencia positiva y habilidades comerciales, es\u2026<\/p>\n","protected":false},"author":5,"featured_media":1670,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[150,214,89],"tags":[115,42,165,268,267,105,11,34,36],"class_list":["post-1668","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-abogacia","category-consumidoresusuarios","category-marketing-juridico","tag-blog-abogacia","tag-blog-abogados","tag-colabora-con-nuestro-blog","tag-competencia","tag-contratacion","tag-despacho-abogados","tag-lexgoapp","tag-marketing-juridico","tag-tendencias-marketing-abogados"],"yoast_head":"\n"La venta es un juego mental" \/\/ Francesc Dom\u00ednguez - LexGoApp Blog<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/lexgoapp.com\/blog\/contratacion-de-despachos-profesionales-la-venta-es-un-juego-mental\/\" \/>\n<meta property=\"og:locale\" content=\"es_ES\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\""La venta es un juego mental" \/\/ Francesc Dom\u00ednguez - LexGoApp Blog\" \/>\n<meta property=\"og:description\" content=\"\u00bfC\u00f3mo deciden las empresas la contrataci\u00f3n de despachos profesionales?   \u00a9 Francesc Dom\u00ednguez es consultor de marketing jur\u00eddico. 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