{"id":1532,"date":"2026-01-29T18:47:25","date_gmt":"2026-01-29T18:47:25","guid":{"rendered":"https:\/\/blog.ramirocastrejon.com\/?p=1532"},"modified":"2026-01-29T18:47:25","modified_gmt":"2026-01-29T18:47:25","slug":"manejo-de-objeciones-en-el-pdv","status":"publish","type":"post","link":"https:\/\/blog.ramirocastrejon.com\/pt\/manejo-de-objeciones-en-el-pdv\/","title":{"rendered":"Manejo de Objeciones en el PDV"},"content":{"rendered":"\n<div class=\"wp-block-uagb-advanced-heading uagb-block-a0a59681\"><h2 class=\"uagb-heading-text\"><strong>Manejo de Objeciones en el PDV<\/strong><\/h2><\/div>\n\n\n\n<p><\/p>\n\n\n\n<p><strong>&#8220;No tengo espacio&#8221;: C\u00f3mo ganar la batalla en el piso de venta<\/strong><\/p>\n\n\n\n<p>El PowerPoint aguanta todo, pero la realidad del promotor o vendedor en la tienda es hostil.<\/p>\n\n\n\n<p>El Jefe de Piso o Gerente de Tienda siempre tiene una objeci\u00f3n lista:<\/p>\n\n\n\n<ol class=\"wp-block-list\">\n<li><em>&#8220;No tengo espacio en bodega&#8221;.<\/em><\/li>\n\n\n\n<li><em>&#8220;Tu producto no rota, para qu\u00e9 quiero m\u00e1s&#8221;.<\/em><\/li>\n\n\n\n<li><em>&#8220;Ya tengo mucha exhibici\u00f3n de la competencia&#8221;.<\/em><\/li>\n<\/ol>\n\n\n\n<p>Aqu\u00ed es donde falla la capacitaci\u00f3n tradicional. Les ense\u00f1amos a nuestros equipos las caracter\u00edsticas del producto (sabor, ingredientes), pero no les ense\u00f1amos <strong>T\u00e9cnicas de Manejo de Objeciones Comerciales<\/strong>.<\/p>\n\n\n\n<p>El equipo de campo necesita guiones de respuesta basados en rentabilidad para la tienda, no en bondades del producto:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Ante el &#8220;No rota&#8221;:<\/strong> Mostrar datos comparativos. <em>&#8220;En la tienda vecina, con esta exhibici\u00f3n, rotamos X unidades m\u00e1s. Te est\u00e1s perdiendo esa venta&#8221;.<\/em><\/li>\n\n\n\n<li><strong>Ante el &#8220;No hay espacio&#8221;:<\/strong> Hablar de costo de oportunidad. <em>&#8220;Este producto que tienes aqu\u00ed te da un margen del 10%, el m\u00edo te da el 25%. Hagamos una prueba de una semana&#8221;.<\/em><\/li>\n<\/ul>\n\n\n\n<p>La venta en el PDV requiere audacia y argumentos financieros r\u00e1pidos.<\/p>\n\n\n\n<p>\ud83d\udca1 <strong>Reflexi\u00f3n del d\u00eda:<\/strong><\/p>\n\n\n\n<p>Una objeci\u00f3n no es un &#8220;No&#8221;. Es una petici\u00f3n de m\u00e1s informaci\u00f3n sobre por qu\u00e9 deber\u00edan priorizarte a ti. Entrena a tu equipo para ser solucionadores de problemas del Retailer, no solo reponedores de mercanc\u00eda.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<p>\ud83d\udc47 <strong>\u00bfQuieres dominar el arte del Trade Marketing?<\/strong><\/p>\n\n\n\n<p>Si quieres aprender m\u00e1s \u00fanete a mi newsletter:<\/p>\n\n\n\n<p><strong><a href=\"https:\/\/www.linkedin.com\/newsletters\/7390840577824620544\" target=\"_blank\" rel=\"noopener\" title=\"\">https:\/\/www.linkedin.com\/newsletters\/7390840577824620544<\/a><\/strong><\/p>\n\n\n\n<p><\/p>\n\n\n\n<p>Y mejor a\u00fan, si quieres tomar acci\u00f3n y que colaboremos juntos, agenda una sesi\u00f3n conmigo:<\/p>\n\n\n\n<p><a href=\"https:\/\/u6hab.share.hsforms.com\/2oKuh6dTbTG6zu0Eu2xp_Lw\" target=\"_blank\" rel=\"noopener\" title=\"\"><strong>https:\/\/u6hab.share.hsforms.com\/2oKuh6dTbTG6zu0Eu2xp_Lw<\/strong><\/a><\/p>\n\n\n\n<p><\/p>\n\n\n\n<p>#FieldMarketing #Ventas #ManejoDeObjeciones #TradeExecution<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Manejo de Objeciones en el PDV &#8220;No tengo espacio&#8221;: C\u00f3mo ganar la batalla en el piso de venta El PowerPoint aguanta todo, pero la realidad del promotor o vendedor en la tienda es hostil. El Jefe de Piso o Gerente de Tienda siempre tiene una objeci\u00f3n lista: &#8220;No tengo espacio en bodega&#8221;. &#8220;Tu producto no [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":1534,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_uag_custom_page_level_css":"","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":"set","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"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":""},"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-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":"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":""},"mobile":{"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":""}},"footnotes":""},"categories":[9],"tags":[],"class_list":["post-1532","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-trade-marketing"],"aioseo_notices":[],"aioseo_head":"\n\t\t<!-- All in One SEO 5.0.4 - aioseo.com -->\n\t<meta name=\"description\" content=\"Manejo de Objeciones en el PDV &quot;No tengo espacio&quot;: C\u00f3mo ganar la batalla en el piso de venta El PowerPoint aguanta todo, pero la realidad del promotor o vendedor en la tienda es hostil. 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