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If you the intuitionalistKnowing the product, you know also its potential, however the exact facts, especially can not suffice you if you rely on technical data in prospectuses of the manufacturer. To use them it is useful, however thorough data on a product can be necessary for some buyers. So sometimes happens it is useful to tell: «Here the prospectus with goods characteristics, however allow me to shine a number of its features». It not only will prompt to it that you are interested in all details, but also will show validity of your preparation.
Certainly, you can use and strengths of the preference to help the buyer who has gone mad on technical data to look further bare figures and to see more important features of the goods. Reputation of a product, its history and resale possibilities, stability of the company — all should find for it time.
If you the logician
Possibly, to you well-known that does your goods by a product of the higher class; it is not excluded that you have already defined for yourselves the logic of why the buyer will want to get it. More often in your reasonings simply there is nothing to carp, and your confidence is inevitably passed clients.
However not all is calibrated by logic. Even the most harmonous reasonings in the world will not justify themselves if they do not follow requirements of the buyer. If the client agrees with your logic, but will interpret your confidence as arrogance, hardly probable you will manage to sell to it something. Moreover, if you adhere too rigidly to the logic risk quickly to untie dispute with the buyer concerning advantages of your goods. And it, obviously, at all will not inspire the client opening the wallet.
In spite of the fact that the logic brings the contribution to sale business, you should build dialogue with the client within the limits of that he wishes to hear and that he needs to know. Occasionally insert the logic arguments so that they supplemented requirements of the buyer. Set to it some "open" questions, like: «That you think concerning this thing?», «that else you would like to know?», whether «these goods meet your requirements?» Having arrived so, you can resort as required to logic and the analysis, instead of to abuse them.
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