Pět zásad prodeje investic
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Pět zásad prodeje investic
- PŘIDANÁ HODNOTA
- JEDNODUCHOST
- DŮVĚRA
- SYMPATIE
- ZÁJEM
- PŘIDANÁ HODNOTA
- Co investování klientovi přinese? Co z toho bude mít? = Zjistěte jeho: přání, sny, požadavky, zadání, potřeby.
- Na co se ptáme? = Na jaký sen, potřebu… byste chtěl/a našetřit? Jak by se vám líbilo: splatit o deset let dříve vaši hypotéku, našetřit na nový mercedes, jet na cestu kolem světa, našetřit na studium vašich dětí… = Zeptejte se na jejich dlouhodobé cíle a vize, se kterými jim investice pomůže.
- Když zjistíte jeho cíl, představte mu investování jako cestu k němu.
- Např.: Aby váš syn mohl za osm let studovat v zahraničí (potřebuje pět set tisíc korun), stačí odkládat X Kč,- měsíčně do těchto fondů. Za chvilku se na ně podíváme blíže spolu s tím, co investování obnáší: Jeho výhody a možná rizika – na trendové křivce ukažte, že v takto dlouhém časovém horizontu je riziko ztráty menší, než u krátkodobé investice – např. dvouleté. Přidaná hodnota: Dopřeje synovi studium, pořídí si lepší auto, objeví nové destinace, přestane být o deset let dříve „homo hypotekus“.
- Spočtěte, jak dlouho by musel spořit na částku dvě stě tisíc – při úložce dva tisíce měsíčně a úroku jedno procento na spořícím účtu – při úložce dva tisíce a šesti procentech výnosu za rok ve fondech? O kolik dříve si našetří na lepší auto v druhém případě? Kolik bude mít naspořeno za dvacet let při stejném zadání. (Upozorněte klienta na: zdanění úroku u spořícího účtu ve výši patnácti procent; časté změny výše úrokové sazby; chybějící garanci výnosu u fondu = hrajte narovinu.)
- Čím delší je cesta k cíli (ideálně investiční horizont nad pět let), tím menší riziko ztráty = větší možnost diverzifikovat investici → snažte se najít dlouhodobější cíle.
- Odpíchněte se od toho, co vám klient říká. Např.: Pokud je konzervativní: „Pro vás jsem připravil/a konzervativní variantu.“
- Předcházejte námitkám. Vyhnete se tím nutnosti jejich překonávání = zapracujte do představování investic vysvětlení nejčastějších námitek. Např.: Ukažte vývoj fondu z delšího pohledu, ať je patrné, že přes chvilkové poklesy dlouhodobě roste. Mějte připravené argumenty na zdolání případných námitek.
- O poplatku řekněte až nakonec = Jedná se o bonus, že se vám o investice stará profesionál, kterého je potřeba zaplatit. Díky němu však vydělává fond mnohonásobně více, než kdyby ho spravoval nějaký praktikant zadarmo. Kolik tvoří vstupní poplatek jednoho procenta, když ho rozpočtete do pětileté investice? Nula celá dvě procenta! To už za kvalitní správu stojí.
- U drobného investování je přidanou hodnotou „investment training on the job“ a zábava z toho plynoucí.
- JEDNODUCHOST
- Vizualizujte (např. křivka vývoje fondu)
- Mluvte obecnou češtinou (např. kolísavost), nepoužívejte odborné termíny (např. volatilita), kreslete (použijte papír), zvýrazňujte (nebojte se důležité informace podtrhnout, několikrát obtáhnout)
- Předveďte mu, jak jednoduché a komfortní je prostředí jeho internetového bankovnictví. Mějte připravenou ukázku investice reálného klienta (dbejte na ochranu klientských dat – začerněte všechny osobní údaje).
- Shrňte výhody: MOŽNÝ VÝNOS – OSVOBOZENÍ OD DANĚ Z PŘÍJMU (do sto tisíc/rok nebo nad tři roky) – JEDNODUCHOST NÁKUPU, SPRÁVY A PRODEJE (vše v IB na pár kliků – na rovinu řekněte, že budete rádi, pokud bude obchodovat s vámi) – KLID (máte vyřešeno, nemusíte neustále hledat, který spořící účet má vyšší úrok) – LIKVIDITA (můžete v případě potřeby kdykoliv odprodat = riziko ztráty/zisku, zaplacení daně z příjmu – podmínky sto tis./tři roky)
- Mluvte strukturovaně = Ujišťujte se v průběhu rozhovoru: Zdali vám klient rozumí – a jak vnímá, co mu říkáte. Buďte tím, kdo rozhovor vede.
- DŮVĚRA
- Nikdy mu nelžete! Nic si nevymýšlejte! Pokud nevíte, přiznejte to a řekněte, že daný údaj zjistíte. (Následné zjištění a předání validní informace se stává vaší povinností.)
- Najděte společnou řeč = Např. mám zkušenost s konzervativními klienty. (Vyhněte se vlastní fikci = neříkejte, že jste také konzervativní, když to není pravda.) Důvěru a kredibilitu získáte, pokud dbáte na svoji vnitřní integritu = Jste upřímní, opravdoví, pokorní, umíte se omluvit, přiznat vlastní chybu, nehádáte se, chcete pomoci.
- Zeptejte se, kolik má na vás času = Respektujte jeho možnosti. (Snažte se domlouvat schůzky minimálně na hodinu, ať vás netlačí čas a máte prostor vše řádně vysvětlit.)
- Představte, jak bude schůzka probíhat a zdůrazněte, že on rozhoduje o její délce a průběhu. (Vy ji povedete, ale podle jeho přání.)
- Vizualizujte pro srozumitelnost vašeho sdělení. Otáčejte na klienta všechny dokumenty. (Ukazujete je jemu, ne sobě.)
- Nemáte-li přípravu („walk in“ klient), udělejte ji společně s ním.
- Personifikujte = „Já jsem pro vás, pane Nováku, připravil/a – Já vám, pane Nováku, dám slevu.“
- Netlačte klienta do okamžitého uzavření obchodu za každou cenu. Ukažte mu, že rozhodnutí je na něm a vy to respektujete.
- SYMPATIE
- Usmívejte se = Úsměv je nakažlivý a rozhovor plyne příjemněji s usměvavým klientem, než s „mračochem“.
- Nechte klienta posadit prvního. (Po podání ruky a nabídnutí pití, než se usadíte – abyste si nesedali, když se případně budete zvedat pro pití.)
- Poslouchejte na sto procent = Soustřeďte se na rozhovor! (Vyvarujte se multitaskingu = psaní na počítači, hledání podkladů během doby, kdy klient mluví…)
- Projevte skutečný zájem, i když mluví ze široka = Věnujte mu vaši pozornost, čas. (Vše má své limity – vypravěče je nutné časově usměrnit.)
- Udržujte oční kontakt. (Ale nic se nemá přehánět. Není to soutěž, kdo vydrží s upřeným pohledem déle.)
- Mluvte jazykem klienta = Používejte jeho slovník (hovorový, spisovný, odborný). Pozor na naši přílišnou žoviálnost, kde se nehodí (jóóó, jasnačka, v klídku, pohodička…) nebo klišé (samozřejmě chápu, co pro vás mohu udělat…).
- Řekněte při loučení něco milého (i když obchod nedopadl), udělejte mu radost a tím i sobě.
- ZÁJEM
- Vzbuďte jeho zájem: Aktuální výnos na X fondu je přes deset procent – nárůst investujících lidí v ČR je přes X procent za minulý rok (ukažte článek na internetu) – investují i lidé s příjmem deset tisíc – nebaví vás platit daň z příjmu z vašich úroků na spořícím účtu…
- Mějte připravené tři varianty na výběr. (První ok, druhá střední, třetí ta nejlepší – zohledňující jeho investiční profil.)
- Dávkujte jednotlivé výhody postupně = Udržujte jeho zájem.
- Buďte transparentní = Investice do podílových fondů je v podstatě nutnost dnešní doby, pokud chcete svoje peníze rozumně zhodnotit. Pomáháte ekonomice růst a tím i sobě. Plus z toho můžete mít extra výnos. (Investujete do fondu vody = Podílíte se na… a ještě vyděláte na případném růstu fondu.)
- Máte důchodové spoření? Pokud ano, už vlastně do podílových fondů investujete.
- Nabídněte: jeho zasvěcení do tajů investování – stvoření „odborníka“ mezi jeho známými.
- Zjistěte do detailu (nad rámec investičního dotazníku):
- Za jak dlouho bude finance potřebovat?
- Na co je potřebuje?
- Jaké má zkušenosti se zhodnocením financí?
- Kolik si představuje zhodnocení?
- Za jak konzervativního investora se považuje?
Námět a spoluautor Petr Dvořák
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