Μέθοδος κλεισίματος στις πωλήσεις. Από τη wikipedia:
Ben Franklin Close: Similar to the Duke Of Wellington close, but the prospect lists feelings vs. thoughts: In one column they write what they feel the benefits would be of owning the product. In the other column they write what they think could be a reason not to own the product. Very often the list of benefits is somewhat longer than the list of cautions. The combination of personally writing the list, and the psychological element of comparing feelings vs. thoughts will often help the prospect see the true value in owning the product.
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Ben Franklin Close: Similar to the Duke Of Wellington close, but the prospect lists feelings vs. thoughts: In one column they write what they feel the benefits would be of owning the product. In the other column they write what they think could be a reason not to own the product. Very often the list of benefits is somewhat longer than the list of cautions. The combination of personally writing the list, and the psychological element of comparing feelings vs. thoughts will often help the prospect see the true value in owning the product.
Ακόμη περισσότερα εδώ.
Υπάρχει ορολογία στα δικά μας;
