Сергей Азимов - Продажи, переговоры - 06
текст песни

Part 10 - (identification of the truth of the objection) - the ending of the previous record and part 10.

Part 11 - completion of the transaction.
• "Lost" transaction
• Completion of the transaction
+ Technique "Direct Completion"
+ Technique "Choice without choice"

Part 12 - private cases:

• Buying the benefits of the buyer
• How to hold a displeased client
• A talkative client
• Decrease in significance
• Naming, purpose of price
+ Technique "Monitoring"
+ Technique "Differentiated Price"
+ Technique "From the amount earned by it"

Part 13 - incoming calls:

• errors when receiving an incoming call
• The main scheme

Part 14 - cold (outgoing) calls:

• Cold calls (General recommendations)
• The main scheme, when talking with the secretary
• Greetings, self -presentation, call goal
+ Technique "Standard"
+ Technique "Brand"
+ Technique "Information Question"
+ Technique "Specificity"
+ Typical issues and objections of the secretary
(What did you want?
Send everything by e -mail
Do you have any proposal?
(You are something for us
Do you want to offer?)
We are not interested in it)
• Question of the secretary "You have a proposal
What? "
• The main scheme, when talking with LPM
• Greetings, self -presentation, call goal
• Questions and objections of LPI
+ Tell us in more detail

Part 15 - Psychotypes. Seven radicals:

• About the author of methods
• hysteroid radical
• Epileptoid radical
• paranoid radical
• Emotive radical
• schizoid radical
• hyperthymic radical
• Alarming radical

Part 16 - approach in the cabin:

• Technique "Distributor"
• Technique "catch the look"
• Technique "imaginary care"
• Technique "Continuation of the conversation"
+ Technical details message
+ Message about new products
+ Status message
+ Communication about the action
+ Message about restrictions, changes
+ Reviews about reviews
+ Statement of opinion
+ Statement of assumption
+ Asking the question
+ Humor