¿Cómo elegir un buen vendedor?

Muchas veces como dueños de negocios, directores comerciales, jefes de equipos o cómo responsables de RR.HH tenemos la necesidad de contratar a un nuevo comercial o vendedor para nuestra empresa la elección de un buen equipo comercial puede significar la clave entre el éxito y el fracaso dentro de tu negocio, por lo que acertar con el  candidato al puesto se antoja fundamental. El puesto de comercial o de vendedor es un puesto de trabajo al que muchas veces no se le ha dado la importancia que realmente tiene, pues  por un lado representan en muchas ocasiones, la imagen que tienen los clientes de nuestra empresa y por otro lado son los responsables para generar prospectos (clientes potenciales), que tengan interés en nuestros productos y servicios, que a la largo del tiempo se pueden convertir en clientes y por ende, en ventas recurrentes, lo que significa beneficios para nuestras empresas y negocios

Por otra parte, los negocios han cambiado muchísimo en estos últimos 10 años, y muchas transacciones comerciales se hacen por e-mail o mediante el uso del teléfono, lo que nos ofrece un ámbito muy amplio que poder abarcar a la hora de seleccionar un tipo de persona u otra en función del negocio al que nos dediquemos.

Por lo tanto no podemos decir que haya solo un tipo de perfil «apto» para contratar a un vendedor, sino que va a depender del tipo de venta que vaya a realizar (captando inmuebles, visitando clientes de diferentes ciudades, desde su casa o desde la oficina, es decir venta on line) y de lo que la empresa quiera transmitir y de sus objetivos a valorar.

Así que lo primero que debemos hacer es definir el perfil del candidato, que aptitudes y actitudes queremos que tenga, y a partir de ahí con la ayuda de un podemos ver que rasgos faciales nos interesa que tenga, ya que nos dará una información muy precisa de su temperamento y carácter.

Nos vamos a centrar en este artículo en el VENDEDOR que capta y vende fuera de la oficina es decir sale de la oficina con su cartera de visitas a realizar o directamente capta los clientes «a puerta fría» cómo por ejemplo los captadores de las ONG que están en la calle y nos paran para solicitarnos que nos hagamos socios de sus campañas.

También podrían ser captadores de Inmuebles que visitan a propietarios, vendedores de Compañías Eléctricas, o visitadores médicos o farmacéuticos.

Veamos como la Psicología del Rostro nos va a ayudar a encontrar un gran profesional para vender nuestros productos y servicios. Este tipo de comercial debe poseer la siguiente morfología:

Frente inclinada

A ser posible al menos 30º desde la vertical. Es la frente que tienen las personas dinámicas, las personas con deseo de ir hacia delante, de conquista y de enfrentarse a retos continuos. Suelen ser personas con soltura en el habla y les suele mover la curiosidad, lo que les llevará a interesarse por cómo es la otra persona, como piensa y qué necesidades tiene y favorecerá la empatía y conexión con el cliente potencial. Además, las personas que tienen este tipo de frente suelen ser muy independientes, lo que les dará más soltura para hacer de forma individual su trabajo y su espíritu independiente nos da la tranquilidad como responsables del equipo a no tener que estar encima de ellos. Ellos sabrán hacer bien su trabajo por sí mismos. Las personas así son insistentes y cuando reciben un “NO”, en vez de venirse abajo, irán en busca de otro posible cliente ya que toleran bien la frustración e iniciarán una nueva interacción para satisfacer sus ganas de conseguir retos. Estas personas están hechas para el reto continuo y para la competición. Su hándicap es que no toleran bien los espacios cerrados ni los trabajos administrativos, por eso hay que alejarlos de las oficinas y de los trabajos rutinarios, ya que no rendirán de la misma forma.

Nariz carnosa y proyectada.

Es la nariz que tienen las personas con necesidad de conocer personas nuevas, y que necesitan de forma instintiva conectar con los demás. Son personas sociales ya que nunca se cansan de hablar con los demás y conectar. Cuanta más carnosa sea la nariz más diplomacia y buen trato ofrecerá con los clientes potenciales, y si además el tamaño del tabique nasal es largo, sabrá escuchar y no impacientarse en las interacciones con los clientes.

Si por el contrario es una nariz proyectada pero más bien corta, cuando el cliente potencial no le de las respuestas que él quería oír se impacientará y se irá a la busca de otro cliente con el que poder conectar de forma más rápida y sencilla. En este caso puede veremos si nos interesa que sea más o menos perseverante en función del valor de la venta media. Si buscamos muchas o pocas interacciones diarias nos será clave para tener en cuenta este factor.

Boca de tamaño mediano a grande y con las comisuras hacia arriba.

Es la boca de los buenos oradores y con facilidad de palabra. Es la boca del político. Cuanto más grandes y finos más precisión en el habla y mayor el deseo de comunicar.

Si es demasiado grande y/o gruesa puede ser a veces un poco “bocazas” y extralimitarse, pero por lo general, cuando la boca es de buen tamaño y las comisuras van hacia arriba (de forma que parece que siempre sonríe), le otorgará al comercial un plus en el arte de la palabra, fundamental en este tipo de vendedores. Una buena frase a la hora de parar a un viandante será clave, ya que disponen de 5 segundos para captar la atención de su «presa», dicho con todo el cariño del mundo.

El mentón. 

Nos habla de la fuerza final, del empuje de la persona a la hora de conseguir sus objetivos, es un elemento cualitativo que nos va a matizar el perfil a contratar. Si buscamos un comercial para que haga cierres rápidos con un incentivo a cobrar por su parte de forma inmediata, nos interesa que tenga el mentón saliente y con poca carne: que sobresalga y que sea muy firme. Nos hablará de un tipo de vendedor combativo, que transmite seguridad y será muy eficiente en el cierre.

Si lo que buscamos es alguien con mas que busque clientes recurrentes y dónde el acto de fidelización sea un acto muy importante para nuestra empresa, buscaremos a alguien con un mentón menos tenso, menos proyectado y con un poco más de carnosidad en la zona de la barbilla, menos combativo. Si además el candidato tiene los pómulos desarrollados no sólo ganará clientes, sino que hará amigos.

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