{"id":731,"date":"2021-04-25T02:25:57","date_gmt":"2021-04-25T02:25:57","guid":{"rendered":"http:\/\/vaughanadvisors.com\/cms\/?p=731"},"modified":"2026-02-09T19:45:34","modified_gmt":"2026-02-09T19:45:34","slug":"blog-episodio-no-2-venta-b2b-y-b2c-que-ofrecemos-realmente-al-cliente","status":"publish","type":"post","link":"https:\/\/vaughanadvisors.com\/cms\/2021\/04\/25\/blog-episodio-no-2-venta-b2b-y-b2c-que-ofrecemos-realmente-al-cliente\/","title":{"rendered":"Blog Episodio No. 2 Venta B2B y B2C \u201c\u00bfQue ofrecemos realmente al Cliente?\u201d"},"content":{"rendered":"\n<figure class=\"wp-block-image size-large\"><img fetchpriority=\"high\" decoding=\"async\" width=\"1024\" height=\"683\" src=\"https:\/\/vaughanadvisors.com\/cms\/wp-content\/uploads\/2021\/04\/b2b-b2c-managua-1024x683.webp\" alt=\"b2b b2c managua\" class=\"wp-image-1975\" srcset=\"https:\/\/vaughanadvisors.com\/cms\/wp-content\/uploads\/2021\/04\/b2b-b2c-managua-1024x683.webp 1024w, https:\/\/vaughanadvisors.com\/cms\/wp-content\/uploads\/2021\/04\/b2b-b2c-managua-300x200.webp 300w, https:\/\/vaughanadvisors.com\/cms\/wp-content\/uploads\/2021\/04\/b2b-b2c-managua-768x512.webp 768w, https:\/\/vaughanadvisors.com\/cms\/wp-content\/uploads\/2021\/04\/b2b-b2c-managua.webp 1536w\" sizes=\"(max-width: 1024px) 100vw, 1024px\" \/><figcaption class=\"wp-element-caption\">b2b b2c managua<\/figcaption><\/figure>\n\n\n\n<p>Por lo general algunos vendedores tienden a simplificar lo que ofrecen, en este caso, les recomiendo que reflexionemos sobre el significado de lo tangible y lo intangible, me inclino a creer de acuerdo a mi experiencia que ambos son importantes, y a mi juicio es un tanto complejo darle el peso que tiene para el cliente el uno o el otro porque var\u00eda seg\u00fan el tipo de negocio, en algunos el nivel por decir algo es ligero, en otros, tiene un perfil medio y en ciertos casos, puede ser alto o muy alto.<\/p>\n\n\n\n<p><br>Para lograr una mejor explicaci\u00f3n de lo anterior, ejemplificaremos una venta donde lo tangible tiene un gran peso y lo intangible menos, podemos decir que lo primero tiene un 80% y lo segundo un 20%. Vamos a un ejemplo de negocios, un vendedor de abarrotes de clase b\u00e1sica, al facturar a un cliente porciones de granos b\u00e1sicos, es obvio que el peso de lo tangible es muy alto para el cliente que recibi\u00f3 arroz, frijoles az\u00facar, entre otros y lo que ofrecen de intangibles en su puesto en un mercado popular es de bajo nivel, estos intangibles del puesto del comerciante pod\u00edan ser su fama de dar buena calidad y peso justo. Ahora nos enfocaremos a un nivel medio, ejemplificaremos con una tienda de ropa, siempre de tipo popular, en este caso, el peso de lo intangible podr\u00edamos valorarlo en un 70% y lo intangible, un 30% ya que el comerciante tiene fama de vender productos de calidad, con buen nivel de durabilidad y atienden bien.<\/p>\n\n\n\n<p><br>Pasando a un ejemplo de nivel alto, podemos hablar de una cadena de tiendas que ofrece productos relacionados con la salud visual, anteojos, entre los cuales ofrece armazones, lentes convencionales y de contacto y servicios relacionados con la delicada revisi\u00f3n y medici\u00f3n de la salud visual del cliente que los visita, si bien este caso no es del m\u00e1s alto peso, podr\u00eda asegurarles que lo intangible pesa tanto o m\u00e1s que lo tangible ya que el cliente comprador, tiene que estar seguro que de que los aparatos de medici\u00f3n son actualizados y que quienes le asesoran el tipo de producto que le conviene son expertos, que los bienes ofrecidos son de calidad, que hay confianza en el nombre de la cadena de tiendas, que hay un alto grado de credibilidad por el historial del negocio y por el concepto que tiene la clientela y los prospectos de la cadena de tiendas, para citar unos cuantos: Tienen pleno conocimiento del negocio, son eficientes y especialistas en su rama, le ofrecen garant\u00eda con el consecuente respaldo ante potenciales reclamos, que se innovan en sus t\u00e9cnicas de diagn\u00f3stico en salud visual y que cuentan con el respaldo del personal de la misma el cual es altamente profesional y le brinda un servicio memorable y trascendente tanto en la pre venta, como en la venta y post venta, de esta forma, los bienes y servicios que ofrecen, se separa del concepto de \u201cCommodities\u201d que es el caso de la venta de abarrotes que ofrece granos b\u00e1sicos, con un peso correcto y una calidad aceptable para el p\u00fablico.<\/p>\n\n\n\n<p><br>Para finalizar les recomiendo como profesionales que hagan un listado de todos los factores claves que est\u00e1n implicados en una venta de los productos que su empresa ofrece, ya que en el 80% de los casos, a nivel comercial, industrial y bancarios hay decenas de intangibles que le ofrecen al cliente y p\u00fablico en general, y usualmente siempre pesan m\u00e1s que los bienes tangibles en si, tal es el caso de los bonos financieros de la banca, del cumplimiento de un itinerario de un tour por Europa con calidad de hospedaje o de la venta de una maquina cosechadora. Estas l\u00edneas el cliente las negocia con un alto grado de racionalidad referente al respaldo que le ofrecen y utilizan mucho el cerebro neo c\u00f3rtex (racional), el cual al final si cerramos con que la empresa vendedora genera un alto grado de Confianza, lo intangible se torna en preponderante.<\/p>\n\n\n\n<p><br>T\u00f3menlo siempre en cuenta y lograran incrementar y consolidar sus ventas, hasta el pr\u00f3ximo episodio.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Por lo general algunos vendedores tienden a simplificar lo que ofrecen, en este caso, les recomiendo que reflexionemos sobre el [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":1975,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"sfsi_plus_gutenberg_text_before_share":"","sfsi_plus_gutenberg_show_text_before_share":"","sfsi_plus_gutenberg_icon_type":"","sfsi_plus_gutenberg_icon_alignemt":"","sfsi_plus_gutenburg_max_per_row":"","site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","ast-disable-related-posts":"","theme-transparent-header-meta":"","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"default","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"footnotes":""},"categories":[1],"tags":[],"class_list":["post-731","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-uncategorized"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.4 - 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