7. 1. FIND OUT THE CUSTOMER’S REASON
2. AT THE END OF EACH CONVERSATION,
CREATE NEW STRATEGIC QUESTIONS
3. ASK ABOUT CUSTOMER’S EXPERIENCE
4. FIND OUT THEIR NEEDS
11. 1. ASK GOOD CUSTOMER’S MOMENTS
2. HOW YOU CAN HELP THE OTHER PART
3. FIND OUT GREAT IDEAS AND ORGANIZE
THEM
4. YOU NEED TO HAVE KNOWLODGE ABOUT
YOUR PRODUCT
19. 1. WORK WITH DEDICATION THAT THE LUCK
WILL COME
2. YOU HAVE TO BE PERSISTENT
3. DON’T GIVE UP AT THE FIRST “NO”
4. DEMONSTRATE INTEREST IN WHAT YOU
AND YOUR CUSTOMER DO
21. 1. DON’T SAY: “UNFORTUNATELY”; “HONESTLY”
AND “NO”
2. WORK WITH ETHICS
3. SHOW THE BENEFITS OF YOUR PRODUCT
4. SHOW TO YOUR CUSTOMER THAT HE IS
SPECIAL
23. 1. FOCUS ON THE FIRST THING THAT THE
CUSTOMER WILL TELL YOU
2. FAST ANSWERS ARE NOT GOOD
3. BE AWARE OF EACH HISTORY
4. ATTENTION TO EMOTIONAL ANSWERS
25. 1. ASK USING THESE WORDS: “MEANING” AND
“IMPORTANCE”
2. CREATE INTELLIGENT SCENARIOS AND ASK
CUSTOMER'S OPINION
3. THE ANSWERS OF YOUR QUESTIONS MUST BE
CREATIVE
4. BE DIRECT
5. CREATE FINAL QUESTIONS
29. 1. WHAT YOU DO
2. HOW YOU CAN HELP OTHER PEOPLE
3. WHAT YOU HAVE TO DO TO LEARN NEW
THINGS
4. HOW YOU WILL DO YOUR ACTIVITIES TO
ACHIEVE YOUR GOALS
31. 1. DO YOU THINK THAT YOUR QUESTIONS ARE
GOOD?
2. HAVE YOU BEEN PAYING ATTENTION TO
THE CUSTOMER?
3. DON’T THINK THAT YOU KNOW ALL THE
ANSWERS
4. HAVE YOU NOTICED THE REAL
NECESSITIES?
33. 1. DON'T TALK ABOUT MANY THINGS AT THE
SAME TIME
2. FIND OUT WHO IS RESPONSIBLE TO DECIDE
3. DON'T TELL "I AM SORRY" DURING THE
NEGOTIATION
4. YOUR IMAGE WILL BE BUILT IN THE FIRST 5
MINUTES
37. 1. YOU NEED TO BE ALWAYS HAPPY
2. LEARN SOMETHING SPECIAL ABOUT
CUSTOMER’S LIFE
3. HAVE YOU PERCEIVED THE CUSTOMER'S
HUMOR?
4. CREATE SOLUTIONS FOR CURTOMER’S
PROBLEM
39. 1. THE NEGOTIATION STARTS WHEN THE
CUSTOMER SAYS "NO“
2. DON'T ACCEPT "NO" AS AN ANSWER
3. FIND OUT THE REAL OBJECTION
4. YOU SHOULD STUDY AND PRACTICE YOUR
POTENTIAL
43. 1. CUSTOMER LIKES YOUR PROPOSE
2. CUSTOMER TELLS YOU TO REPEAT SOME
IMPORTANT THINGS
3. CUSTOMER WANTS TO KNOW MORE ABOUT
YOU OR YOUR COMPANY
4. CUSTOMER LIKES YOUR ARGUMENTATION