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клиент выскажет её или утвердительно ответит на проблемный вопрос. Это одна из самых распространённых ошибок, которая прямо ведёт к срыву переговоров.

      Рассмотрим наш пример. На проблемные вопросы менеджера клиент отвечает: «Да, действительно мы тратим большое количество ресурсов на частую окраску труб». Это достижение менеджера, он нашёл проблему у клиента, которую может решить с помощью своего товара. Он тут же говорит: «

      Конец ознакомительного фрагмента.

      Текст предоставлен ООО «ЛитРес».

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

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