Isolation technology

Isolation Technique - This technique recommended by the sales trainer Norbert Detroy consists in the salesperson asking the customer after the statement of an objection and before the negotiation whether that is the only reason that still stands in the way of the conclusion. This prevents the customer from raising further objections after making a concession to this objection and demanding appropriate concessions.

If the customer makes several objections before the negotiation, these will be noted by the seller. Then he asks the customer, for example: "Assuming we find a satisfactory solution for you for all points today, would you then place the order?" If the customer answers this question with "Yes", the objections can be negotiated seriously and a A “package solution” is sought that is advantageous for both partners (win-win situation).

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