To Manager with clients
Any qualified Manager must be able to deal with customers. He, in fact, is the face of the company. He should not just make a deal and more profitable to sell the image of their organization.
Start communicating need not advantages of your offer, and neutral phrases. You must first establish trust. You can praise the client's office (if you are on his site), his company or ask any neutral question. Initially, people will expect you to praise their company, his mind immediately have objections. So if he is distracted from these thoughts, the conversation will eventually turn out more positive.
When a contact is selected, you need to understand the client's needs. You will never make a good deal if you think about. Ask questions that will help you can involve your partner. Try to get maximum information. Then the client will know that you are sincerely trying to help him, not just to win the contract.
Next align the presentation of a product/service and objections. Very rarely come across clients who are happy with everything. Basically they don't like something. A good Manager needs to understand it before a client will Express his thought. When presenting, follow the reaction of a future partner. As soon as you notice the slightest dissatisfaction, stop and carefully explain all the nuances.
Most often the client is not satisfied with the price. So if you feel that the buyer hesitates because of the cost, let us know. Say that the price is not small, but cheap goods/services are not of good quality. Tell us, what is the value of why an organization cannot make a deal on other conditions. If the client remained unconvinced, make a small discount.
The conclusion of the transaction – the most important stages of the meeting. Therefore, it should not be crumpled. Communicate with the client some more, even if all the documents have been signed. Again swipe the presentation of goods to partner I was sure that he made the right decision.