{"id":7535,"date":"2025-06-06T17:04:15","date_gmt":"2025-06-06T15:04:15","guid":{"rendered":"https:\/\/www.closerocket.com\/?p=7535"},"modified":"2026-03-13T06:44:59","modified_gmt":"2026-03-13T04:44:59","slug":"sales-leaders-talk-predaj-ako-cesta-dovery-a-co-ma-naucil-biznis-aj-materstvo","status":"publish","type":"post","link":"https:\/\/www.closerocket.com\/sk\/sales-leaders-talk-predaj-ako-cesta-dovery-a-co-ma-naucil-biznis-aj-materstvo\/","title":{"rendered":"Sales Leaders Talk: Predaj ako cesta d\u00f4very a \u010do ma nau\u010dil biznis aj materstvo"},"content":{"rendered":"\n

V Sales Leaders Talk<\/strong> v\u00e1m prin\u00e1\u0161ame rozhovor s Andreou Hru\u0161ovskou<\/strong><\/a>, zakladate\u013ekou spolo\u010dnosti HR4U<\/strong><\/a>. K predaju sa dostala cez \u013eudsk\u00e9 zdroje \u2013 a pr\u00e1ve tam pochopila, \u017ee ak chcete nie\u010do v t\u00edme naozaj zmeni\u0165, musia to \u013eudia najprv \u201ek\u00fapi\u0165\u201c. Predaj preto vn\u00edma ako slu\u017ebu, nie ako manipul\u00e1ciu. Bav\u00ed ju h\u013eada\u0165 rie\u0161enia \u0161it\u00e9 na mieru, rozv\u00edja\u0165 dlhodob\u00e9 vz\u0165ahy a neust\u00e1le sa u\u010di\u0165. V rozhovore prezr\u00e1dza, \u010do ju nau\u010dil prv\u00fd cold call, ak\u00fd typ klienta m\u00e1 najrad\u0161ej, a pre\u010do by sa predaj mal u\u010di\u0165 u\u017e na z\u00e1kladnej \u0161kole.<\/p>\n\n\n\n

Ako ste sa dostali k salesu?<\/strong><\/strong><\/strong><\/h4>\n\n\n\n

M\u00f4j prim\u00e1rny background je v oblasti \u013eudsk\u00fdch zdrojov. A prv\u00e9 \u010do ma napad\u00e1 : U\u017e len slovn\u00e9 spojenie „preda\u0165 inform\u00e1ciu“ znamen\u00e1, \u017ee ju zamestnanci \u2013 \u013eudia od v\u00e1s „k\u00fapia“, prijm\u00fa pozvanie na cestu a spolo\u010dne smerujete k rovnak\u00e9mu cie\u013eu. O tom je firma: t\u00edm dod\u00e1va hodnotu pre klienta, teda to musia zamestnanci od Vas „k\u00fapi\u0165“, a to si m\u00e1lokto uvedomuje. Navy\u0161e, vynikaj\u00faci tr\u00e9ning obchodn\u00edka som dost\u00e1vala denne, ke\u010f sa narodil m\u00f4j star\u0161\u00ed syn. Vyjedn\u00e1val so mnou, e\u0161te ani nevedel hovori\u0165. Tak\u017ee predaj a predajn\u00e9 zru\u010dnosti by sa pod\u013ea m\u0148a mali u\u010di\u0165 na z\u00e1kladnej \u0161kole u\u017e na prvom stupni a cibri\u0165, cibri\u0165 a cibri\u0165. Ka\u017ed\u00fd z n\u00e1s ich potrebuje ako so\u013e.<\/p>\n\n\n\n

\u010co v\u00e1s na salese najviac bav\u00ed?<\/strong><\/strong><\/h4>\n\n\n\n

Mam konzulta\u010dn\u00fa firmu a ted ana \u00a0predaji ma najviac fascinuje proces pochopenia skuto\u010dn\u00fdch potrieb klienta a n\u00e1sledn\u00e9 n\u00e1jdenie rie\u0161enia, ktor\u00e9 presne zapadne a prinesie hodnotu. Bav\u00ed ma to v\u00ed\u0165azstvo, ke\u010f sa podar\u00ed premeni\u0165 potenci\u00e1lnu pr\u00edle\u017eitos\u0165 na \u00faspe\u0161n\u00fa spolupr\u00e1cu. Milujem kreat\u00edvnu \u010das\u0165 pr\u00edpravy na klienta, kde m\u00f4\u017eem h\u013eada\u0165 unik\u00e1tne pr\u00edstupy. Ka\u017ed\u00fd klient je in\u00fd, ka\u017ed\u00e1 situ\u00e1cia si vy\u017eaduje \u0161pecifick\u00e9 naladenie. To ma n\u00fati neust\u00e1le sa u\u010di\u0165 a prisp\u00f4sobova\u0165 sa. Navy\u0161e, samotn\u00e1 komunik\u00e1cia s klientom a dynamika rozhovoru s\u00fa pre m\u0148a ve\u013emi motivuj\u00face. V podstate je to o \u013eu\u010foch a o tom, ako im m\u00f4\u017eem pom\u00f4c\u0165 uspie\u0165.<\/p>\n\n\n\n

Pam\u00e4t\u00e1te si na svoj najvtipnej\u0161\u00ed moment v sales kari\u00e9re?<\/strong><\/h4>\n\n\n\n

Pam\u00e4t\u00e1m, samozrejme! Bolo to e\u0161te po\u010das vysoko\u0161kolsk\u00fdch \u010dias, ke\u010f som pred\u00e1vala poistky. Po intenz\u00edvnom, mysl\u00edm, \u017ee t\u00fd\u017edennom \u0161kolen\u00ed, som pri\u0161la do kancel\u00e1rie a dostala zoznam kontaktov na volanie. Hne\u010f prv\u00e9 \u010d\u00edslo, ktor\u00e9 som vyto\u010dila, mi zdvihla ve\u013emi mil\u00e1 pani. Trochu mi s\u00edce dala zabrat, ale nakoniec s\u00fahlasila so stretnut\u00edm. Bol to tak\u00fd \u00fa\u017easn\u00fd pocit v\u00ed\u0165azstva, na ak\u00fd nezabudnem! Poistenie s\u00edce neuzavrela, lebo ho u\u017e mala, no dodnes som v\u010fa\u010dn\u00e1 mojej \u0161\u00e9fke, \u017ee to na m\u0148a takto „nafingovala“. Prv\u00fd cold call \u2013 studen\u00fd telefon\u00e1t, perfektn\u00e1 pr\u00edprava a hne\u010f \u00faspech! Dnes viem, \u017ee to bolo dopredu pripraven\u00e9, ale vtedy to bolo pre m\u0148a skuto\u010dn\u00e9 v\u00ed\u0165azstvo.<\/p>\n\n\n\n

Ak\u00e9 n\u00e1stroje alebo technol\u00f3gie najviac pou\u017e\u00edvate vo svojej pr\u00e1ci?<\/strong><\/h4>\n\n\n\n

Dnes sa svet konzulta\u010dn\u00e9ho biznisu nezaob\u00edde bez modern\u00fdch n\u00e1strojov. V mojej pr\u00e1ci sa najviac spolieham na CRM syst\u00e9my a r\u00f4zne n\u00e1stroje s umelou inteligenciou (AI). S\u00fa k\u013e\u00fa\u010dov\u00e9 pre efekt\u00edvnu spr\u00e1vu vz\u0165ahov s klientmi a pre optimaliz\u00e1ciu procesov. Tieto technol\u00f3gie n\u00e1m umo\u017e\u0148uj\u00fa zosta\u0165 konkurencieschopn\u00fdmi a poskytova\u0165 \u0161pi\u010dkov\u00e9 slu\u017eby.<\/p>\n\n\n\n

Ako dlho pracujete v salese?<\/strong><\/h4>\n\n\n\n

V oblasti predaja a business developmentu p\u00f4sob\u00edm viac ako 10 rokov. Od roku 2014, kedy som zalo\u017eila vlastn\u00fa firmu, sa akt\u00edvne venujem budovaniu obchodn\u00fdch vz\u0165ahov a rozvoju podnikania.<\/p>\n\n\n\n

\u010co na salese milujete a \u010do naopak nem\u00f4\u017eete vyst\u00e1\u0165?<\/strong><\/strong><\/h4>\n\n\n\n

Milujem ten moment, ke\u010f vid\u00edm \u00fasmev na tv\u00e1ri klienta, ktor\u00fd z\u00edska istotu, \u017ee je v dobr\u00fdch ruk\u00e1ch. Ten pocit, ke\u010f viem, \u017ee mu dod\u00e1vame presne to, \u010do potrebuje. \u010ci \u010di u\u017e ide o tr\u00e9ning, kou\u010ding, HR strat\u00e9giu, alebo in\u00e9 slu\u017eby z oblasti \u013eudsk\u00fdch zdrojov,  a to v\u0161etko za f\u00e9rov\u00e9 ceny a v \u0161pi\u010dkovej kvalite. Je to o budovan\u00ed d\u00f4very a vedom\u00ed, \u017ee sme pre klienta skuto\u010dn\u00fdm partnerom.<\/p>\n\n\n\n

Naopak, nem\u00f4\u017eem vyst\u00e1\u0165 \u0161pekulantov. M\u00e1m na mysli t\u00fdch, ktor\u00ed sa len hraj\u00fa na klienta, organizuj\u00fa pro forma tendre a \u017eiadaj\u00fa v\u00e1s o vypracovanie pon\u00fak, hoci obe strany vedia, \u017ee ide len o „papierov\u00fa“ z\u00e1le\u017eitos\u0165. Na za\u010diatku podnikania som na nie\u010do tak\u00e9 ob\u010das prist\u00fapila, aj ke\u010f som tu\u0161ila, \u017ee nejde o skuto\u010dn\u00fd dopyt. Dnes sa u\u017e do t\u00fdchto hier jednoducho nezap\u00e1jam.<\/p>\n\n\n\n

Ak\u00e9 vlastnosti pod\u013ea v\u00e1s robia z \u010dloveka v\u00fdnimo\u010dn\u00e9ho obchodn\u00edka?<\/strong><\/strong><\/strong><\/h4>\n\n\n\n

Vo svete obchodu ver\u00edm, \u017ee skuto\u010dne v\u00fdnimo\u010dn\u00e9ho obchodn\u00edka odli\u0161uje s\u00fabor k\u013e\u00fa\u010dov\u00fdch vlastnost\u00ed, ktor\u00e9 presahuj\u00fa be\u017en\u00e9 predajn\u00e9 techniky. Z\u00e1kladom je predov\u0161etk\u00fdm schopnos\u0165 akt\u00edvne a empaticky po\u010d\u00fava\u0165. Nie je to len o tom, \u010do obchodn\u00edk hovor\u00ed, ale najm\u00e4 o tom, \u010do dok\u00e1\u017ee po\u010du\u0165 a pochopi\u0165 z potrieb klienta. T\u00e1to zru\u010dnos\u0165 umo\u017e\u0148uje spoji\u0165 sa s klientom na hlb\u0161ej \u00farovni, nazvime to \u201espojenie s du\u0161ou klienta\u201c, \u010d\u00edm sa buduje skuto\u010dn\u00fd vz\u0165ah zalo\u017een\u00fd na d\u00f4vere a porozumen\u00ed nielen obchodn\u00fdm, ale aj \u013eudsk\u00fdm motiv\u00e1ci\u00e1m.<\/p>\n\n\n\n

S t\u00fdm \u00fazko s\u00favis\u00ed aj umenie kl\u00e1s\u0165 spr\u00e1vne, premyslen\u00e9 ot\u00e1zky. Tieto ot\u00e1zky s\u00fa navrhnut\u00e9 tak, aby odhalili nielen zjavn\u00e9, ale aj skryt\u00e9 potreby a v\u00fdzvy klienta, \u010do umo\u017e\u0148uje pon\u00faknu\u0165 rie\u0161enia, ktor\u00e9 s\u00fa naozaj na mieru. Navy\u0161e, v\u00fdnimo\u010dn\u00fd obchodn\u00edk je v\u017edy \u010destn\u00fd a transparentn\u00fd. S\u013eubuje len to, \u010do skuto\u010dne vie doda\u0165, \u010d\u00edm si buduje siln\u00fa reput\u00e1ciu a dlhodob\u00fa d\u00f4veru. F\u00e9rovos\u0165 a etick\u00fd pr\u00edstup s\u00fa v obchode neocenite\u013en\u00e9, preto\u017ee klienti si cenia partnerstvo zalo\u017een\u00e9 na integrite. V kone\u010dnom d\u00f4sledku tieto vlastnosti transformuj\u00fa obchodn\u00edka z p\u00faheho predajcu na d\u00f4veryhodn\u00e9ho poradcu a partnera.<\/p>\n\n\n\n

Ak\u00fd je v\u00e1\u0161 ob\u013e\u00faben\u00fd typ z\u00e1kazn\u00edka?<\/strong><\/strong><\/strong><\/strong><\/strong><\/strong><\/strong><\/strong><\/h4>\n\n\n\n

Moj\u00edm ob\u013e\u00faben\u00fdm typom z\u00e1kazn\u00edka je ten, z ktor\u00e9ho sa postupom \u010dasu stane nielen dlhodob\u00fd obchodn\u00fd partner, ale napokon aj priate\u013e. Je to pre m\u0148a d\u00f4kazom, \u017ee spolupr\u00e1ca bola postaven\u00e1 na skuto\u010dnej d\u00f4vere, vz\u00e1jomnom re\u0161pekte a spolo\u010dn\u00fdch hodnot\u00e1ch. Tak\u00e9to vz\u0165ahy presahuj\u00fa be\u017en\u00fd obchodn\u00fd r\u00e1mec a prin\u00e1\u0161aj\u00fa nielen profesion\u00e1lne uspokojenie, ale aj osobn\u00e9 obohatenie.<\/p>\n\n\n\n

Ako zvl\u00e1date odmietnutie alebo n\u00e1ro\u010dn\u00e9 situ\u00e1cie?<\/strong><\/strong><\/strong><\/strong><\/strong><\/strong><\/strong><\/strong><\/strong><\/h4>\n\n\n\n

Odmietnutie je v obchode be\u017enou s\u00fa\u010das\u0165ou a vn\u00edmam ho \u00faplne v poriadku. V\u00e4\u010d\u0161inou to jednoducho znamen\u00e1, \u017ee klient v danej chv\u00edli nem\u00e1 potrebu pre moje slu\u017eby. Neznamen\u00e1 to v\u0161ak koniec, pr\u00e1ve naopak,  je to v\u00fdborn\u00e1 pr\u00edle\u017eitos\u0165 na budovanie vz\u0165ahu, ak je potenci\u00e1l pre obe strany zauj\u00edmav\u00fd. Odmietnutie je prirodzenou s\u00fa\u010das\u0165ou predaja a samozrejme to mnohon\u00e1sobne prevy\u0161uje po\u010det \u00faspe\u0161n\u00fdch \u2013 uzavretych obchodov. Je to len inform\u00e1cia, a pre m\u0148a je d\u00f4le\u017eit\u00e9 si to analyzova\u0165 a pou\u010di\u0165.<\/p>\n\n\n\n

Ak\u00e9 je va\u0161e motto alebo rada pre nov\u00e1\u010dikov v salese?<\/h4>\n\n\n\n

Moja hlavn\u00e1 rada pre nov\u00e1\u010dikov v sales by bola asi takato: prehra alebo odmietnutie je odmietnut\u00edm slu\u017eby, nie v\u00e1s ako \u010dloveka! Je d\u00f4le\u017eit\u00e9 si uvedomi\u0165, \u017ee odmietnutie sa v predaji vyskytuje ove\u013ea \u010dastej\u0161ie ne\u017e \u00faspe\u0161n\u00e9 uzavretie obchodu, pokojne aj desa\u0165n\u00e1sobne viac. Preto je k\u013e\u00fa\u010dov\u00e9 prija\u0165 to ako be\u017en\u00fa s\u00fa\u010das\u0165 procesu a nenecha\u0165 sa t\u00fdm odradi\u0165. Okrem tohto mindsetu s\u00fa pod\u013ea m\u0148a absol\u00fatne k\u013e\u00fa\u010dov\u00e9 vlastnosti empatia a akt\u00edvne po\u010d\u00favanie. Ak dok\u00e1\u017eete skuto\u010dne porozumie\u0165 tomu, \u010do klient naozaj h\u013ead\u00e1 a potrebuje, ste na najlep\u0161ej ceste k \u00faspechu. Nejde o to preda\u0165 za ka\u017ed\u00fa cenu, ale o to n\u00e1js\u0165 rie\u0161enie, ktor\u00e9 klientovi prinesie skuto\u010dn\u00fa hodnotu.<\/p>\n\n\n\n

<\/p>\n\n\n\n

<\/p>\n","protected":false},"excerpt":{"rendered":"

V Sales Leaders Talk v\u00e1m prin\u00e1\u0161ame rozhovor s Andreou Hru\u0161ovskou, zakladate\u013ekou spolo\u010dnosti HR4U. K predaju sa dostala cez \u013eudsk\u00e9 zdroje \u2013 a pr\u00e1ve tam pochopila, \u017ee ak chcete nie\u010do v t\u00edme naozaj zmeni\u0165, musia to \u013eudia najprv \u201ek\u00fapi\u0165\u201c. Predaj preto vn\u00edma ako slu\u017ebu, nie ako manipul\u00e1ciu. Bav\u00ed ju h\u013eada\u0165 rie\u0161enia \u0161it\u00e9 na mieru, rozv\u00edja\u0165 dlhodob\u00e9 […]<\/p>\n","protected":false},"author":7,"featured_media":7536,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"inline_featured_image":false,"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":"","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-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-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-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-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-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-gradient":""}},"footnotes":""},"categories":[10],"tags":[],"class_list":["post-7535","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-uncategorized-sk"],"yoast_head":"\nSales Leaders Talk: Predaj ako cesta d\u00f4very a \u010do ma nau\u010dil biznis aj materstvo | AI-Powered B2B Sales Platform for Global Teams<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.closerocket.com\/sk\/sales-leaders-talk-predaj-ako-cesta-dovery-a-co-ma-naucil-biznis-aj-materstvo\/\" \/>\n<meta property=\"og:locale\" content=\"sk_SK\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Sales Leaders Talk: Predaj ako cesta d\u00f4very a \u010do ma nau\u010dil biznis aj materstvo | AI-Powered B2B Sales Platform for Global Teams\" \/>\n<meta property=\"og:description\" content=\"V Sales Leaders Talk v\u00e1m prin\u00e1\u0161ame rozhovor s Andreou Hru\u0161ovskou, zakladate\u013ekou spolo\u010dnosti HR4U. K predaju sa dostala cez \u013eudsk\u00e9 zdroje \u2013 a pr\u00e1ve tam pochopila, \u017ee ak chcete nie\u010do v t\u00edme naozaj zmeni\u0165, musia to \u013eudia najprv \u201ek\u00fapi\u0165\u201c. Predaj preto vn\u00edma ako slu\u017ebu, nie ako manipul\u00e1ciu. 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