Alternative Investments verständlich verkaufen: Ein by Ralf Meyer, Peter Kräuter

By Ralf Meyer, Peter Kräuter

Krisenzeiten als probability für die Kundenansprache
Vertrauen als Grundlage einer erfolgreichen Kundenbeziehung
reason des Kunden
Voraussetzungen für eine zielführende Argumentation schaffen
Zeit effektiv einsetzen
Hedgefonds, Zertifikate und Beteiligungen verständlich präsentieren und optimum ins Gesamtportfolio des Kunden einfügen
Entscheidungen treffen
Übertreffen Sie die Erwartungen Ihrer Kunden

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Additional resources for Alternative Investments verständlich verkaufen: Ein Leitfaden für Praktiker

Sample text

Es gelten folgende Grundaussagen: 1. Je sicherer eine Anlage, umso geringer ist die Rendite. 2. Je liquider eine Anlage ist, umso geringer ist in der Regel die Rendite. 3. Je länger eine Anlage läuft, desto eher werden zwischenzeitliche Schwankungen wieder ausgeglichen und dadurch steigt die Sicherheit. Mit der Sicherheit in diesem Zusammenhang ist die Erhaltung des Vermögens gemeint. Sicherheit kann man zum Beispiel durch die Streuung des Vermögens (Diversifizierung) erreichen. Unter der Liquidität einer Anlage versteht man die Möglichkeit, wie schnell ein in dieser Anlage investierter Betrag wieder zu Bargeld oder in täglich verfügbares Bankguthaben umgewandelt werden kann.

Die Selbstoffenbarung in der Nachricht ist vielen Menschen gar nicht bewusst oder geläufig. Schultz von Thun sagt dazu: „Wenn einer etwas von sich gibt, gibt er auch etwas von sich – dieser Umstand macht jede Nachricht zu einer kleinen Kostprobe der Persönlichkeit, was dem Sender nicht nur in Prüfungen und in der Begegnung einige Besorgnis verursacht. Mit dem zunehmenden Einfluss der humanistischen Psychologie in Deutschland wurde uns klar, dass ein „Leben hinter Fassaden“ zwar die Selbstoffenbarungsangst eindämmen kann, aber mit großen Kosten für die seelische Gesundheit und für die zwischenmenschliche Verständigung verbunden ist.

Sigmund Freud] In dem Buch „Train the Trainer“ hat Michael Birkenbihl das menschliche Handeln nach folgendem Schema verdeutlicht: Motiv – Ziel – Verhalten Dies bedeutet: Der Mensch hat ein Motiv (= Beweggrund/Bedürfnis). Das Motiv ist zielorientiert und danach richtet sich dann sein Verhalten. Dazu zwei Beispiele: Ein Mensch hat Hunger (Motiv). Sein Ziel ist Sättigung. Sein Verhalten ist essen. Ein Mensch hat starkes Geltungsbedürfnis (Motiv). Sein Ziel ist Anerkennung. Deshalb strengt er sich besonders an und bringt besondere Leistungen (= Verhalten).

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