Продажи в B2B. Тренинги стоимостью $500 в подарок каждому читателю - Андрей Парабеллум

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это решение идти именно с вашей компанией;

      Г) наконец, решение идти именно на ваших условиях.

      Несмотря на то, что все эти «субрешения» принимаются практически одновременно, постарайтесь влиять на них по отдельности.

      При прохождении каждого из этих этапов ваши клиенты должны делами, а не словами, демонстрировать, что они продвигаются вперед. Слова типа: «Я разговаривал с нашим менеджером, он сказал то-то…» – не работают, нужно письменно подтверждение, документ. Как говорится, «без бумажки ты букашка, а с бумажкой – человек».

      Конец ознакомительного фрагмента.

      Текст предоставлен ООО «ЛитРес».

      Прочитайте эту книгу целиком, купив полную легальную версию на ЛитРес.

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