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Daha sonra B2B e-ticaret kavramı ve bu modelin avantajları detaylı olarak anlatılmaktadır. B2B iş modelinin avantajları arasında satış rakamlarının yüksek olması, müşteri yaşam boyu değerinin fazla olması ve toptan alım-satım yapabilme imkanı gibi noktalar vurgulanmaktadır."]},"endTime":241,"title":"B2B İş Modeli Tanıtımı","beginTime":0}],"fullResult":[{"index":0,"title":"B2B İş Modeli Nedir?","list":{"type":"unordered","items":["B2B (Business to Business), işletmeden işletme anlamına gelen bir iş modelidir.","Bu modelde firmalar son tüketiciye değil, başka işletmelere pazarlama ve satış yapmayı hedeflerler.","Fabrikalara ve imalatçılara hammadde tedarik eden firma örnek olarak B2B iş modeli kullanmaktadır."]},"beginTime":18,"endTime":61,"href":"/video/preview/52242492183394642?parent-reqid=1769746954749024-2266290034025336499-balancer-l7leveler-kubr-yp-klg-305-BAL&text=B2B+Interactive+Istanbul&t=18&ask_summarization=1"},{"index":1,"title":"B2B ve B2C Arasındaki Farklar","list":{"type":"unordered","items":["B2C işletmelerde ürün hacmi düşüktür, B2B işletmelerde ise alım 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Dolayısıyla ihtiyaç duydukları içeriklerin spesifik alanlara hakim kişiler tarafından yazılması gerekiyor. İçerik Bulutu farklı spesifik...","preview":{"posterSrc":"//avatars.mds.yandex.net/get-vthumb/4589104/4317d7e9db5c85797beee660f9efebec/564x318_1"},"target":"_self","position":"18","reqid":"1769746954749024-2266290034025336499-balancer-l7leveler-kubr-yp-klg-305-BAL","isAdultDoc":false,"relatedParams":{"text":"B2B Markalar İçerik İhtiyaçları İçin Neden İçerik Bulutu'nu Tercih Etmeli?","related_orig_text":"B2B Interactive Istanbul","related_porno":false,"related_less_3m_off":true,"client":"d2d","no_cnt":1,"related_src":"serp","related":"{\"porno\":false,\"vfp\":1,\"orig_text\":\"B2B Interactive Istanbul\",\"url\":\"http:\\/\\/www.youtube.com\\/watch?v=4Nyu_14x0Aw\",\"src\":\"serp\",\"rvb\":\"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_gEAAOz-8QIPAf8A8f8JAfv-_gDwAwjxAwEAAAH5APf5AQAAAP8CBf4AAAD1-woM9P8BABj3-_nzAAAA-O70B_wAAADw__n__wEAAPcK_vwDAAAAEAb5D_8AAAD8CAEB_P8AAAsAAAEAAAAA7fH-CQAAAAAgAC2tPtE7OBNACUhOUAIqcxAAGmD0_wBGIREP2tzN4Av0Gzjft_vLEKQh_yn4AMgS0QUBLfDW1iwAIAAYCaoAAAAX9gYKEgDdb9bw3PYMQxSB0R3nFU3rMPwCDTHXGffUByPzCAwaLQYAze3Y1xHq1CobRdcgAC3-NCw7OBNACUhvUAIqrwYQDBqgBgAAOEIAAIbCAABgQgAA2MEAACTCAABQQQAA-EEAAJrCAADAwQAA4EAAAAhCAACEQgAAnsIAAJrCAACgQQAA-EEAAIDCAAAYwgAAgL8AAJjCAAAAQQAAgL8AAADCAACYQQAADEIAAADAAAAQwgAAysIAAIxCAACkQgAANMIAAHxCAABAwAAAhkIAAFDCAABAwQAAQMEAAKDBAADIQQAAKMIAAAjCAABQQQAAQEAAABRCAABwwQAAQMAAAODAAABowgAACEIAAEDAAACQwQAACMIAABzCAAAEQgAAVMIAAChCAAAgQQAAAEIAAGDCAAAkQgAAgEAAAIBBAACowQAAUEEAAAAAAAA0QgAAGEIAAODAAABEwgAASEIAAIA_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-MEAAEBCAABAQQAAsEEAAMjBAACQQQAAcMEAADhCAAAQwQAAMMIAAL5CAAA0QgAAuEEAAATCAAAMQgAAgMEAABBBAAAgwQAANMIAAI7CAADAQAAAxMIAAAAAIAA4E0AJSHVQASqPAhAAGoACAAB8vgAAJD4AABS-AAAsvgAAyr4AAJo-AABUPgAAPb8AABC9AACKvgAAXD4AADy-AAC6vgAAIz8AAPg9AACmvgAAQLwAAIa-AABkPgAAOz8AAH8_AACmPgAAuL0AAHA9AADoPQAAlj4AADy-AAB0vgAATD4AACw-AADYPQAAAb8AAAk_AACCPgAAkr4AAC-_AACOvgAAF78AAEO_AAAPPwAAvr4AAFy-AABJPwAAVD4AAIo-AAB0vgAApj4AADu_AAAEPgAAgDsAAJI-AABAvAAAfD4AAIC7AAAEvgAAuD0AAE8_AAAsPgAAgLsAABU_AAD2PgAAcD0AAGw-AABkviAAOBNACUh8UAEqjwIQARqAAgAALD4AAOi9AACqvgAAa78AALK-AABQvQAAED0AAAS-AAA0vgAAFD4AAIC7AADovQAABD4AAGS-AABQPQAAUL0AAJK-AAAPPwAAqL0AAEw-AACgvAAAPL4AAKC8AABAvAAAoLwAABA9AACgPAAAoDwAABw-AAB0vgAAoDwAAOi9AADgPAAAjr4AAIa-AACYPQAA2L0AABQ-AAAkvgAApr4AAHA9AAB8PgAAiD0AAMi9AAAQPQAADL4AAH-_AAA0PgAAnj4AAOi9AAAwvQAAVL4AALi9AAAMPgAARL4AALg9AABQvQAAuj4AAOi9AAAMvgAA6D0AAIA7AAC4PQAADL4gADgTQAlIfFABMAk4AUoAYABoAA,,\"}","related_url":"http://www.youtube.com/watch?v=4Nyu_14x0Aw","parent-reqid":"1769746954749024-2266290034025336499-balancer-l7leveler-kubr-yp-klg-305-BAL","related_vfp":1,"relatedVideo":"yes"},"cwidth":405,"cheight":720,"cratio":0.5625,"dups":["8829892219480892251"],"episode":0,"season":0,"isEmbedOnly":false,"greenHost":"YouTube","hasTranslation":true,"contentTypeId":null,"censored":false},"6797070584436629939":{"videoId":"6797070584436629939","docid":"34-3-5-Z261F9E9B3A56B821","description":"B2B girişimlerinin satış kanalları oluştururken yaşadıkları sıkıntıların farkındayız. Bunu çözmek adına masaya getirdik! Figopara ekibinden Bulut'un tavsiyelerini kaçırma! 🚀 #salesfunnel #b2b....","preview":{"posterSrc":"//avatars.mds.yandex.net/get-vthumb/3952324/022cf0b337f9a484602897cbb499bd55/564x318_1","videoSrc":"https://video-preview.s3.yandex.net/pYVgrwEAAAA.mp4","videoType":"video/mp4"},"target":"_self","position":"19","reqid":"1769746954749024-2266290034025336499-balancer-l7leveler-kubr-yp-klg-305-BAL","summary":{"isFull":true,"fullTextUrl":"/video/result?ask_summarization=1&numdoc=1&noreask=1&nomisspell=1&parent-reqid=1769746954749024-2266290034025336499-balancer-l7leveler-kubr-yp-klg-305-BAL&text=videoid:6797070584436629939","teaser":[{"list":{"type":"unordered","items":["Bu video, Startup Borsa platformunda gerçekleşen bir canlı sohbet formatında olup, konuşmacılar arasında Damla, Bulut (Foriba'nın global expansion'ını yöneten ve şu anda Figopara'da çalışan bir girişimci) ve Koray Bey bulunmaktadır.","Video, B2B satış stratejileri ve süreç yönetimi hakkında kapsamlı bilgiler sunmaktadır. İçerikte B2B satış sürecinin B2C'den farkları, müşteri karar alma mekanizması, hedef müşteri segmentleri, satış kanalları, sales pipeline oluşturma süreci ve satış aşamalarının (prospection, qualification, demonstration, negotiation, closing) detaylı anlatımı yer almaktadır.","Konuşmacılar, kendi deneyimlerinden örnekler vererek, samimiyetin satış sürecindeki önemini, pandemi döneminde online satış stratejilerini ve Türkiye'deki B2B satış ortamındaki zorlukları ele almaktadır. Video, erken aşama girişimler ve büyüme aşamasındaki girişimler için faydalı bilgiler içeren bir serinin parçası olarak sunulmaktadır."]},"endTime":2335,"title":"B2B Satış Stratejileri ve Süreç Yönetimi Eğitimi","beginTime":0}],"fullResult":[{"index":0,"title":"Giriş ve Bulut'un Tanıtımı","list":{"type":"unordered","items":["Sunucu ve Bulut, YouTube'da canlı bir konuşma başlattıklarını belirtiyor.","Bulut, normal kimya mühendisi olmasına rağmen konuşmayı, ikna etmeyi ve bir yolculuk yaşatmayı sevdiğini ifade ediyor.","Bulut, ilk ilaç şirketlerinde, medikal sektörde ve IBM'de çalışmış, daha sonra Foriba'nın global expansion'ını yönetmiş ve dokuz ülkeye çıkarmış."]},"beginTime":1,"endTime":156,"href":"/video/preview/6797070584436629939?parent-reqid=1769746954749024-2266290034025336499-balancer-l7leveler-kubr-yp-klg-305-BAL&text=B2B+Interactive+Istanbul&t=1&ask_summarization=1"},{"index":1,"title":"Bulut'un Kariyeri ve Figopara","list":{"type":"unordered","items":["Foriba, Türkiye'nin en büyük elektronik fatura entegratörlerinden biri olup yaklaşık 19 bin client'ı vardı.","Bulut, Londra ofisinde account manager'ların yönetimi ve Amerika ile diğer ülkeler arasında köprü görevi üstlenmişti.","Şu anda Figopara'da çalışmakta olup, Figopara tedarikçi finansmanı yaparak Türkiye'nin en büyük client'larının tedarikçilerine erken ödeme imkanı sunuyor."]},"beginTime":156,"endTime":242,"href":"/video/preview/6797070584436629939?parent-reqid=1769746954749024-2266290034025336499-balancer-l7leveler-kubr-yp-klg-305-BAL&text=B2B+Interactive+Istanbul&t=156&ask_summarization=1"},{"index":2,"title":"B2B Satış Süreci ve Zorlukları","list":{"type":"unordered","items":["B2B'de bir problem çıkıyor, çözüm için gereksinimler belirleniyor ve tedarikçi seçimi yapılıyor.","B2B'de bir problem var ancak müşteri bunu bilmiyorsa, alışkanlıklarını değiştiremediği için bu problemi göremiyor.","B2B satışında sponsor ve power sponsor önemli rol oynuyor; sponsorlar kapıyı açarken, power sponsor imzayı atıyor."]},"beginTime":242,"endTime":391,"href":"/video/preview/6797070584436629939?parent-reqid=1769746954749024-2266290034025336499-balancer-l7leveler-kubr-yp-klg-305-BAL&text=B2B+Interactive+Istanbul&t=242&ask_summarization=1"},{"index":3,"title":"B2B ve B2C Satış Stratejileri","list":{"type":"unordered","items":["B2C satışında daha çok individual müşteriye yönelik, online üzerinden ve duygusal hareketlerle son kullanıcıya ulaşma metodu kullanılıyor.","B2C'de direkt consumer'a, retail kanal veya partner kullanarak satış stratejileri uygulanabiliyor.","B2B'de enterprise persona'ya bir team var ve bu team'in belirli rolleri bulunuyor; ürün alımında finans, IT, satın alma gibi farklı departmanlar rol alıyor."]},"beginTime":391,"endTime":487,"href":"/video/preview/6797070584436629939?parent-reqid=1769746954749024-2266290034025336499-balancer-l7leveler-kubr-yp-klg-305-BAL&text=B2B+Interactive+Istanbul&t=391&ask_summarization=1"},{"index":4,"title":"B2B Satış Stratejisi","list":{"type":"unordered","items":["B2B satışında bir iş problemi olması gerekiyor; mevcut işin durdurulması veya zor bir işin operasyonel gider yaratması gibi.","B2B'de ne istediğini bilen adama anlatmak daha iyi ama kar marjı daha düşük olurken, ne istediğini bilmeyen birine anlatmak daha zor ama daha fazla kazanç sağlayabilir.","B2B'de her zaman bir problem var ve bu problem Apple, Unilever, Shell gibi büyük şirketlerde de aynı şekilde var."]},"beginTime":503,"endTime":596,"href":"/video/preview/6797070584436629939?parent-reqid=1769746954749024-2266290034025336499-balancer-l7leveler-kubr-yp-klg-305-BAL&text=B2B+Interactive+Istanbul&t=503&ask_summarization=1"},{"index":5,"title":"B2B Satış Kanalları","list":{"type":"unordered","items":["B2C'ler doğrudan B2B'ye gitmek zorunda, özellikle Türkiye gibi ülkelerde yüz yüze göz kontağı kurmadan büyük işlerin kapanması zor.","B2B'de satışta receler olması gerekiyor çünkü normal retail marketi kullanılamaz, ürün anlatabilecek ve empoze edebilecek bir receler olması önemli.","IT service providers da B2B satışında etkili olabilir, ürün güzelse IT service provider'lar müşterilere iyi olduğunu anlatabilir."]},"beginTime":596,"endTime":707,"href":"/video/preview/6797070584436629939?parent-reqid=1769746954749024-2266290034025336499-balancer-l7leveler-kubr-yp-klg-305-BAL&text=B2B+Interactive+Istanbul&t=596&ask_summarization=1"},{"index":6,"title":"EBITDA ve Satış Stratejisi","list":{"type":"unordered","items":["EBITDA pozitif olması şirketin her şeyi için önemlidir; yatırım almak, şirketi satmak, çalışanların mutlu olması için.","EBITDA'yı pozitif yapmanın en iyi yolu fenomen satış yapmaktır, giderleri kontrol edebilir ve şirketi pozitif karlı hale getirebilirsiniz.","Şirketi kurduktan sonra belirli bir saygılı olması, yatırım maliyetlerinin geçmesi, piyasanın tanıması ve müşteride belirli bir cover yakalamak gerekiyor."]},"beginTime":707,"endTime":805,"href":"/video/preview/6797070584436629939?parent-reqid=1769746954749024-2266290034025336499-balancer-l7leveler-kubr-yp-klg-305-BAL&text=B2B+Interactive+Istanbul&t=707&ask_summarization=1"},{"index":7,"title":"Sales Pipeline Oluşturma","list":{"type":"unordered","items":["Sales pipeline oluşturma, bir funnel yaratmak gibidir; farklı kanallardan bilgi toplayıp karar verme süreci.","Sales pipeline'da önce kime gidilecek, kime satılacak belirlenmelidir; B2B, B2C, enterprise, multinational, OBI, Kobi gibi segmentlere ayrılması gerekiyor.","Qualification aşamasında karşı tarafta ilgi, bütçe ve satın alma isteği olup olmadığı kontrol edilmeli, bunlar yoksa prospect yaratılması gerekiyor."]},"beginTime":805,"endTime":939,"href":"/video/preview/6797070584436629939?parent-reqid=1769746954749024-2266290034025336499-balancer-l7leveler-kubr-yp-klg-305-BAL&text=B2B+Interactive+Istanbul&t=805&ask_summarization=1"},{"index":8,"title":"Satış Süreci","list":{"type":"unordered","items":["Qualified prospect'lar için meeting veya demo yapılması gerekiyor, bu da ürünün gösterilmesi ve satılması için bir adım.","Demo veya POC (Proof of Concept) süresi uzatılmamalı, çünkü son günden bir gün önce destek istendiğinde genellikle süreç son buluyor.","Büyük bir demo sonrası proposal veya meeting ile teklif etmek gerekiyor, ancak yeni kurulan şirketlerde genellikle müşteriye ilk başta teklif ediliyor."]},"beginTime":939,"endTime":1034,"href":"/video/preview/6797070584436629939?parent-reqid=1769746954749024-2266290034025336499-balancer-l7leveler-kubr-yp-klg-305-BAL&text=B2B+Interactive+Istanbul&t=939&ask_summarization=1"},{"index":9,"title":"Satış Sürecinde Dikkat Edilmesi Gerekenler","list":{"type":"unordered","items":["Müşteriye ürünü görmeden teklif vermek tehlikeli bir durumdur, müşteri heyecanlanmadan teklif karşısında yorum yapabilir.","Satış sürecinde \"ne yapıyoruz\" dememek gerekir, bunun yerine \"benim sözleşmem bu, teklifim de bu\" diyerek saygılı bir yaklaşım benimsenmelidir.","Satış sürecinde her aşamada (prospection, negotiation, proposal, close) müşteri heyecanı yaşatılmalı ve sürekli iletişim kurulmalıdır."]},"beginTime":1049,"endTime":1175,"href":"/video/preview/6797070584436629939?parent-reqid=1769746954749024-2266290034025336499-balancer-l7leveler-kubr-yp-klg-305-BAL&text=B2B+Interactive+Istanbul&t=1049&ask_summarization=1"},{"index":10,"title":"Satış Sürecindeki Önemli Noktalar","list":{"type":"unordered","items":["Satış sürecinde prospect conversion rate, lead'in gelmesi, qualifiye olması, demo yapılması, teklif boyutuna gelmesi ve kapatılması gibi aşamaların süreleri önemlidir.","Bir lead'in kapanma süresi (örneğin 104 gün) hesaplanarak, önümüzdeki çeyreğin hedeflerini belirlemek gerekir.","Win rate'ler (kapanış oranları) önemlidir ve bu oranlar kullanılarak gelecek dönemlerin tahmini gelirleri hesaplanabilir."]},"beginTime":1175,"endTime":1371,"href":"/video/preview/6797070584436629939?parent-reqid=1769746954749024-2266290034025336499-balancer-l7leveler-kubr-yp-klg-305-BAL&text=B2B+Interactive+Istanbul&t=1175&ask_summarization=1"},{"index":11,"title":"Strateji Geliştirme","list":{"type":"unordered","items":["Stratejik yaratmak gerekir; bazen strateji savaşmak, bazen de kendi güçlü olduğunuz alana herkesi çekmektir.","Satış stratejileri geliştirilmeli: direkt müşteriye gitmek, mevcut müşteriye rollout yapmak, farklı bir bölgeye gitmek veya yeni bir partnerlik kurmak gibi modeller düşünülmelidir.","What to buy, how to buy ve why to buy soruları önceden düşünülerek, karşı tarafa daha etkili bir şekilde sunulabilir."]},"beginTime":1371,"endTime":1480,"href":"/video/preview/6797070584436629939?parent-reqid=1769746954749024-2266290034025336499-balancer-l7leveler-kubr-yp-klg-305-BAL&text=B2B+Interactive+Istanbul&t=1371&ask_summarization=1"},{"index":12,"title":"Müşteri İlişkilerinde Başarılı Olma","list":{"type":"unordered","items":["Müşteriye \"senin işini çok iyi biliyorum, peer'ların ne yapar çok iyi biliyorum\" diyerek güven vermek önemlidir.","Müşterinin ihtiyaçlarını analiz edip, çözüm tekniklerini anlatmak gerekir.","Her şirketin yıllık bütçesinin yaklaşık %10-15 oranında bir buffer bütçesi vardır, bu bütçeye her zaman girebilirsiniz."]},"beginTime":1480,"endTime":1562,"href":"/video/preview/6797070584436629939?parent-reqid=1769746954749024-2266290034025336499-balancer-l7leveler-kubr-yp-klg-305-BAL&text=B2B+Interactive+Istanbul&t=1480&ask_summarization=1"},{"index":13,"title":"Hikaye Anlatma Önemi","list":{"type":"unordered","items":["Satışta hikaye anlatmak çok önemlidir, bu hikaye şirket kurucusu tarafından anlatılabilir veya şirketin kendi hikayesi olabilir.","B2B sektöründe rakiplerin yaptığı şeyleri yapmak, müşterinin ilgisini çekmek için önemlidir.","Satışçıyı kendi özümsediğiniz gibi kendi kelimelerinizle karşı tarafa anlatabiliyorsanız, deal'ı kapatma işiniz daha kolay olur."]},"beginTime":1562,"endTime":1617,"href":"/video/preview/6797070584436629939?parent-reqid=1769746954749024-2266290034025336499-balancer-l7leveler-kubr-yp-klg-305-BAL&text=B2B+Interactive+Istanbul&t=1562&ask_summarization=1"},{"index":14,"title":"B2B Satış Stratejileri","list":{"type":"unordered","items":["B2B satışında storying, value creation, yeni dikeyler ve go to market stratejileri önemlidir.","Satışta teknik ve ilişki rollerini bilmek gerekir; bazı müşteriler teknik, bazıları ise ilişkiden yola çıkarak ürün alabilir.","Müşterileri segmente etmek ve account'ları kişiselleştirmek önemlidir."]},"beginTime":1638,"endTime":1688,"href":"/video/preview/6797070584436629939?parent-reqid=1769746954749024-2266290034025336499-balancer-l7leveler-kubr-yp-klg-305-BAL&text=B2B+Interactive+Istanbul&t=1638&ask_summarization=1"},{"index":15,"title":"Başarılı Bir Satış Örneği","list":{"type":"unordered","items":["Andrea Anthony, İtalya'da Accenture'ın ikinci adamı olarak, zorlu bir Accenture satışı gerçekleştirmiştir.","Satış, bugüne kadarki en büyük ticket sizedı olup, Türkiye'deki yirmi satışa veya globaldeki beş satışa bedeldi.","Andrea'yı ikna etmek için yaklaşık on altı kere yemek yemek, yazlığına gitmek ve ailesiyle kayağa gitmek gibi ilişkiler kurulmuştur."]},"beginTime":1688,"endTime":1756,"href":"/video/preview/6797070584436629939?parent-reqid=1769746954749024-2266290034025336499-balancer-l7leveler-kubr-yp-klg-305-BAL&text=B2B+Interactive+Istanbul&t=1688&ask_summarization=1"},{"index":16,"title":"B2B Satışın Sihri","list":{"type":"unordered","items":["B2B satışın sihri, güçlü bir adama satış yapabilmek, onunla ilişki kurabilmek ve diyalog kurabilmektir.","Bu tür bir ilişki kurulduğunda, B2B satışın sihri tamamen ortaya çıkar."]},"beginTime":1756,"endTime":1800,"href":"/video/preview/6797070584436629939?parent-reqid=1769746954749024-2266290034025336499-balancer-l7leveler-kubr-yp-klg-305-BAL&text=B2B+Interactive+Istanbul&t=1756&ask_summarization=1"},{"index":17,"title":"Bütçesiz Müşterilere Yaklaşım","list":{"type":"unordered","items":["Bütçesiz müşterilere PC önermek yerine, bulut versiyonunu göstermek ve oradan yönetilebileceğini belirtmek gerekir.","POC (Proof of Concept) yaparken, ürünün konumlandırılması ve implantasyonu önemlidir, sadece demo veya görselden farklı bir şey sunmalıdır.","İlişkiyi kurarak, bulut versiyonunda ürünün konumlandırılmasını da teklif etmek başarılı olmayı sağlar."]},"beginTime":1800,"endTime":1934,"href":"/video/preview/6797070584436629939?parent-reqid=1769746954749024-2266290034025336499-balancer-l7leveler-kubr-yp-klg-305-BAL&text=B2B+Interactive+Istanbul&t=1800&ask_summarization=1"},{"index":18,"title":"Online Müşteri Görüşmeleri","list":{"type":"unordered","items":["Pandemi nedeniyle görüşmeler online'a çevrilmiş, Zoom ve farklı platformlar kullanılmıştır.","Bazı müşterilerle yürüyüş yaparak, açık havada buluşarak görüşmeler gerçekleştirilmiştir.","Online görüşmelerde ilk beş dakika konuşmadan, ortamı ısıtmak ve kişisel sorularla başlamak önemlidir."]},"beginTime":1934,"endTime":2065,"href":"/video/preview/6797070584436629939?parent-reqid=1769746954749024-2266290034025336499-balancer-l7leveler-kubr-yp-klg-305-BAL&text=B2B+Interactive+Istanbul&t=1934&ask_summarization=1"},{"index":19,"title":"Samimiyet Metodu ve Ters Tepkiler","list":{"type":"unordered","items":["Samimiyet metodu hassas bir denge gerektirir ve bazı müşterilerde ters tepki alınabilir.","Yüz yüze görüşmelerde müşterinin hareketlerinden, mimiklerinden ve masasındaki detaylardan anlamanız gerekir.","Ters tepkiler genellikle satıcıların ilk yıllarında görülür, yavaş yavaş müşterinin sınırına doğru çıkarak bu tepkiler azaltılabilir."]},"beginTime":2065,"endTime":2217,"href":"/video/preview/6797070584436629939?parent-reqid=1769746954749024-2266290034025336499-balancer-l7leveler-kubr-yp-klg-305-BAL&text=B2B+Interactive+Istanbul&t=2065&ask_summarization=1"},{"index":20,"title":"Teşekkür ve Destek Mesajları","list":{"type":"unordered","items":["Konuşmacı, destek olduğu bir organizasyona teşekkür ediyor ve her zaman evde hazır olduğunu belirtiyor.","Figo Para ve Koray Bey ile birlikte oldukları için mutlu olduklarını ifade ediyorlar.","İzleyicilerden sorularını ve merak ettikleri konuları Startup Borsa'nın sosyal medya hesaplarından veya mail adreslerinden yazmalarını istiyorlar."]},"beginTime":2221,"endTime":2271,"href":"/video/preview/6797070584436629939?parent-reqid=1769746954749024-2266290034025336499-balancer-l7leveler-kubr-yp-klg-305-BAL&text=B2B+Interactive+Istanbul&t=2221&ask_summarization=1"},{"index":21,"title":"Destek ve Motivasyon","list":{"type":"unordered","items":["Startup Borsa'nın Bulut 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