Now, it is right to respond to on the carried out preparatory work to don’t break anything. Once you the customer right, argues but at the same time and thus shows the advantages of the product E.g. Yes, because I agree with you, you must pay attention at times like these just on the price. Often this is but Problem not the cost but the follow-up costs. Additional information is available at Michael Steinhardt. Because our plants are generally trouble-free work, you have hardly any downtimes and your investment will pay off better.” “Then question a very important for the further course of the conversation the customer, for example: Let’s assume now we would agree on the price, could be used to sign here and today?” Yes the customer replies”it is almost at the finish. A no”suggests a pretext, which you must define more closely with open questions, to find the reason. Some ways are shown in the next example, with an objection to deal. If the customer needs for example cooling, can be right the customer in the first step while making a restatement or reinterpretation of the objection, such as E.g.
Yes, you are right, you must already carefully consider when offering such big”but then it can be shown on the customers a benefit who speaks for an immediate decision, for example, if today we the Contract is still ready to go, then they must again address the matter next week. Thus you save time and money. ” Or when you sign up today, I’ll order for you and in 6 weeks you have already the first income”. In addition you can keep the customers even positive consequences of an immediate decision in mind: E.g. “If we agree today, then I can include your employees still in the next operator training”. “” Questions would offer is as follows: what exactly do you think that next week is different than it is today? “or faith you, that you make a mistake when you sign up to now?” On a ‘ no’, you can immediately the Treaty be presented the customer.