【體驗商務英語綜合教程第三冊】貿易(6/6)

So the important thing is to understand the buyer's need. Now, it's not impossible to sell without establishing that need. But it tends to mean you'll never have a long term relationship. So, for example, again the workplace example, I could come in, bang, sell you a Coca-Cola vending machine, pay you maybe a small royalty. Because I never established your need, if another soft drink supplier walks through the door and just offers you more money, you will probably switch. Whereas if we'd established the fact, that all you were interested in was offering a service and you wanted it to be as hassle free as possible. We could have tailored our offering. So I think that's very important. My favourite one, and I'm probably in danger of doing it myself now, is once you've made the sale, shut up. I think it's very important: close the sale, reinforce the buyer's decision - everybody likes to feel they've made a good decision - and then leave.