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Excellent example of how the adviser thoughtlessly and free of charge shared the knowledge. Here the type of the clients meaningly arranging fact-finding meetings only that the adviser is brightly outlined "has got" and has free of charge laid out specific decisions of characteristic problems.During a fact-finding meeting certain questions to which you never should respond can be asked. Or it is necessary to use not clearest generalised answers which not so are not solving problems of the client, but leaving at it impression about your possibilities in this area. http://evartist.narod.ru/text5/56.htm - _top#_top
Chapter 7 THE ADVANTAGEOUS OFFER
Often ask: «When the adviser should write the offer?» On what respond: "always". Even if in the end of a fact-finding meeting the client says that no offer is necessary for it, as he sees in you the acute person rather understanding its requirements, all the same give that. The reason that the offer of the adviser is the goods which is better is on sale (a marketing stage has already ended). After all you still should write many offers as the factor equal 0,300, as is good for the adviser, as well as for the baseball player. If you receive on three tasks for each ten offers, you will consider as "the good player». But (to finish a metaphor before its end) at you should be many chances to kick the ball.
Write each offer so; that the client perceived each word as addressed personally to it. The written offer will convince the client that you not only the expert, but also deeply acute person understanding each aspect of its project. It is impossible to reach it by means of a template. Many of you have the computers, capable to save a lot of time. Therefore many unfortunate advisers about whom it was told in the beginning of this book, soon find out that their offers have much in common and it is possible to write the sample offer with success, filling then necessary places. However it is not necessary to do it. Similar offers it. Clients can make out such – «removed with a shelf» the approach. Find time for the reference to requirements of each client on an individual basis, as much as possible entering into details of affairs.
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