Как отразить оскорбление. ТМ12. Владимир ТокаревЧитать онлайн книгу.

во многом схож с классическим методом преодоления сопротивления возражению (при продаже, в споре и т.д.). Отличие только одно – в методе преодоления возражения на первом этапе вы соглашаетесь с частью высказывания оппонента, в методе амортизации вы соглашаетесь с высказыванием оппонента на 100%. А далее – по вкусу.

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Размысливание оскорбления в терминах СГМ.

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Опять же обращусь к личным продажам. В личных продажах различают ложные, второстепенные и истинные возражения. Преодолеть ложное или второстепенное возражение – невозможно. Их можно только понять, вывести покупателя на истинное (главное) возражение, а же потом обрабатывать его, преодолевать.

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