Kezeld előre a kifogásokat!
A partnerek zöménél gyakran előfordul, hogy bizonyos kifogások tárgyalásról tárgyalásra visszatérnek.
Például tíz eladási megbeszélésből nyolcszor előkerül a kifogás: drága. Szinte már várjuk, mikor fogja kimondani – és tessék: kimondja!
Ezekre az esetekre van egy nagyon jó megoldás: Nincs is más dolgunk, mint hogy – kifogva a szelet az ügyfél vitorlájából – mi magunk hozzuk fel előre a kifogást, valahogy így: „Nézze, ez a termék nem kis befektetés, de vizsgáljuk csak meg, hogy szüksége lehet-e önnek egy ilyenre...”
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