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You are inclined to offer answers, and thereupon it can be useful for you to abstain from it deliberately. Try to set to the buyer the same "open" questions which we have above recommended for logicians is better. Remind itself of necessity to be patient and flexible and to respond on requirement of clients. Also do not worry about that, as though to finish sale — in spite of the fact that it will be given to you uneasy (if you leave maneuver freedom for the buyer, sale will be made by itself).

If you it

You are inclined to concede leadership to the buyer, offering it the variants when consider it pertinent. Arriving thus, you can radiate enthusiasm and call the client sensation of extreme own importance. You perfectly are able to distinguish, whether the client is going to to buy something or «simply looks narrowly», and whether knows, that he wants and that searches, or requires your helps. But if you are inattentive, all it can in what you not to result. You are able so to plunge into the message of data and search of variants and with such readiness to neglect sale process, what even the resolute client can lose the resoluteness: he will be simultaneously impressed and confused by that you have stated to it. Being excessively flexible and opened, you risk to ruin the transaction.

Try to concentrate on the several concrete moments which, in your opinion, should lead to purchase fulfilment. If you like to offer variants, limit yourself to one-two alternatives irrespective of, how much still them it is had at you near at hand. Suppress the propensity to every possible deviations — have conversation, having concentrated on possible sale. And it is as though difficult to you was given, from time to time it is necessary to push the buyer to decision-making — «Well as, to me to postpone it for you?» Or «it seems to me that you should buy here it». It is possible to arrive and it is more courageous: «it is excellent. Then all of us have settled — I wrap the goods».


If you...

The extrovert: The introvert: Clients-extroverts - Keep silent and give to express to the client; ask questions to help it to "reveal". - Try not to interrupt clients when they start «to sell to themselves». - Watch the speech: not everything that to you would be desirable to tell, should be told. - Remember that the requirement of the buyer for conversation, dialogue and display of the intentions is more important than your requirement for non-interference and silence. - Be not afraid to repeat. - Smile, nod and use a sign language slightly more often, than you consider pertinent.

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