{"id":4621,"date":"2018-04-13T00:00:00","date_gmt":"2018-04-12T22:00:00","guid":{"rendered":"http:\/\/duni2.outbb.com\/spoergeteknik\/"},"modified":"2018-09-06T14:21:47","modified_gmt":"2018-09-06T12:21:47","slug":"spoergeteknik","status":"publish","type":"page","link":"https:\/\/duni.outbb.com\/da\/vores-salgsproces\/analyse-skabelse-af-behov\/spoergeteknik\/","title":{"rendered":"Sp\u00f8rgeteknik"},"content":{"rendered":"\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-ji383xoc-ce98c49c91153b6db490623a7cee8c2d\">\n#top .av-special-heading.av-ji383xoc-ce98c49c91153b6db490623a7cee8c2d{\npadding-bottom:10px;\n}\nbody .av-special-heading.av-ji383xoc-ce98c49c91153b6db490623a7cee8c2d .av-special-heading-tag .heading-char{\nfont-size:25px;\n}\n.av-special-heading.av-ji383xoc-ce98c49c91153b6db490623a7cee8c2d .av-subheading{\nfont-size:15px;\n}\n<\/style>\n<div  class='av-special-heading av-ji383xoc-ce98c49c91153b6db490623a7cee8c2d av-special-heading-h3  avia-builder-el-0  el_before_av_textblock  avia-builder-el-first '><h3 class='av-special-heading-tag '  itemprop=\"headline\"  >Sp\u00f8rgeteknik<\/h3><div class=\"special-heading-border\"><div class=\"special-heading-inner-border\"><\/div><\/div><\/div>\n<section  class='av_textblock_section av-av_textblock-445188a952fb265869ea404d0e52fad7 '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/CreativeWork\" ><div class='avia_textblock'  itemprop=\"text\" ><ul>\n<li>\u00c5bne sp\u00f8rgsm\u00e5l<\/li>\n<li>Lukkede sp\u00f8rgsm\u00e5l<\/li>\n<li>Neutrale sp\u00f8rgsm\u00e5l<\/li>\n<li>Ledende sp\u00f8rgsm\u00e5l<\/li>\n<\/ul>\n<p>Sp\u00f8rgsm\u00e5l kan normalt inddeles ud fra deres niveau af styring, dvs. den udstr\u00e6kning, hvormed sp\u00f8rgsm\u00e5let er styrende for det svar, du modtager. Hvis du \u00f8nsker at finde frem til kundens eget synspunkt, b\u00f8r du stille neutrale sp\u00f8rgsm\u00e5l. Neutrale sp\u00f8rgsm\u00e5l er helt blottede for salgsrepr\u00e6sentantens egne synspunkter eller v\u00e6rdier.<\/p>\n<p>Selvom et sp\u00f8rgsm\u00e5l kan anses som v\u00e6rende helt neutralt set ud fra det rent sproglige udtryk, s\u00e5 kan kunden godt opfatte det som ledende p\u00e5 grund af den m\u00e5de, sp\u00f8rgsm\u00e5let stilles p\u00e5, hvad ang\u00e5r tone, ordvalg, pauser og kropssprog.<\/p>\n<p>Neutrale sp\u00f8rgsm\u00e5l er is\u00e6r nyttige under de f\u00f8rste stadier af en kontakt. P\u00e5 dette tidspunkt er form\u00e5let at s\u00e6tte kunden i bev\u00e6gelse ved at aktivere ham eller hende. Et andet form\u00e5l er naturligvis at finde frem til kundens egne synspunkter p\u00e5 forskellige omr\u00e5der. Hvad mener kunden er vigtigt, og hvordan opfatter hun eller han situationen?<\/p>\n<p><em>Eksempel<\/em>:<br \/>\nDen mere styrende form kaldes for ledende sp\u00f8rgsm\u00e5l. I disse sp\u00f8rgsm\u00e5l inds\u00e6tter du som salgsrepr\u00e6sentant dine egne v\u00e6rdier og holdninger. Dette kan g\u00f8res p\u00e5 forskellige m\u00e5der, der antyder, hvilket svar du forventer. Hvis et ledende sp\u00f8rgsm\u00e5l er formuleret godt, vil kunden ofte ikke l\u00e6gge m\u00e6rke til det styrende element. I stedet vil kunden se sit svar udelukkende som et resultat af sine egne synspunkter og tanker. Men hvis et ledende sp\u00f8rgsm\u00e5l er formuleret kluntet, og hvis det er for negativt ladet, vil kundens forsvarsmekanismer m\u00e5ske blive aktiveret.<\/p>\n<\/div><\/section>\n","protected":false},"excerpt":{"rendered":"","protected":false},"author":4,"featured_media":0,"parent":4622,"menu_order":1,"comment_status":"closed","ping_status":"closed","template":"","meta":{"_acf_changed":false,"footnotes":""},"class_list":["post-4621","page","type-page","status-publish","hentry"],"acf":[],"_links":{"self":[{"href":"https:\/\/duni.outbb.com\/da\/wp-json\/wp\/v2\/pages\/4621","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/duni.outbb.com\/da\/wp-json\/wp\/v2\/pages"}],"about":[{"href":"https:\/\/duni.outbb.com\/da\/wp-json\/wp\/v2\/types\/page"}],"author":[{"embeddable":true,"href":"https:\/\/duni.outbb.com\/da\/wp-json\/wp\/v2\/users\/4"}],"replies":[{"embeddable":true,"href":"https:\/\/duni.outbb.com\/da\/wp-json\/wp\/v2\/comments?post=4621"}],"version-history":[{"count":1,"href":"https:\/\/duni.outbb.com\/da\/wp-json\/wp\/v2\/pages\/4621\/revisions"}],"predecessor-version":[{"id":4648,"href":"https:\/\/duni.outbb.com\/da\/wp-json\/wp\/v2\/pages\/4621\/revisions\/4648"}],"up":[{"embeddable":true,"href":"https:\/\/duni.outbb.com\/da\/wp-json\/wp\/v2\/pages\/4622"}],"wp:attachment":[{"href":"https:\/\/duni.outbb.com\/da\/wp-json\/wp\/v2\/media?parent=4621"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}