In the negotiation process between two people regarding their interests, there are steps that, when walked together, in harmony and for mutual benefit, lead to an agreed destination for exchange between the two, called closure.
Professional sale seeks to reach this agreement through the seller in such a way as to ensure a real benefit for all potential buyers.
Remember that "nobody buys a product or service for what it is or appears to be" because "what they really buy is the true promise of enjoying its benefits (satisfactions and solutions) when they become owners or users of each product or service"
In the article entitled "How to avoid leaps in the sale" the key preliminary and necessary aspect was developed to advance through the Professional Sales Stages.
There we refer to how to obtain the affirmative statement, in an explicit and unequivocal way, from our interlocutor in relation to the aspects that link their needs or previously recognized problems with what our products or services can do about it.
According to the way in which it has been possible to achieve their perception and reasoning, emotionality and the true desire of the interlocutor, the above will be closer to its materialization.
Why is it so important to effectively achieve these partial agreements?
The importance of effectively achieving these partial agreements is that they represent the necessary and inescapable steps in the process of negotiating interests between two parties: the seller and the buyer.
If there is a positive balance that inclines the faithful of the "Value Judgment" © of the potential buyer interviewed, we will be arriving at the weather and the opportune moment to close the sale. Otherwise, there will be no possibility that it can be concluded by fulfilling the requirement of its total acceptance.
The effect produced by the correct application of the Technique To Achieve Partial Sales Agreements is precisely to generate the appropriate and effective argumentation that produces the acceptance of the interlocutor.
This is because «effective arguments» are obtained the key effect through which the interviewee «visualizes his own personal situation satisfying or solving his needs or problems through the use of the product or service offered at that time».
Likewise, with its application you not only wake up, but also the desire to be the owner or user of the product or service grows and you are getting closer to the moment when you will begin to enjoy such benefits that require that it is only achieved by making and executing the decision to purchase.
Management keys
To learn to apply the Technique to Achieve Partial Sales Agreements © it is necessary to previously cover a basic and fundamental aspect.
In this way, the indispensable resource is acquired to achieve positive progress towards the closing of the sale, achieving effective partial agreements with each potential buyer.
© Copyright 2003, by Martín E. Heller
