ay, our engineering team can get started next week. “Yes, we provide high quality products, and we will work with you to lower prices.” Proof device ISO certificate and Figure 1. “I understood from our previous conversation that you had buying authority.” “Our product is sound and meets the more stringent quality levels.” Refer again to ISO certificate. Closing and Confirming the Sale Worksheet Verbal and Nonverbal Closing Clues Method of ClosingWhat You Will Say and Proof Devices Agreement with each benefit Agreement after an objection to price, time, or source Appears enthusiastic and impatient Agreement with all benefits but will not, under any circumstances, go over budget Agreement with all benefits except closing today Trial close attempt. Summary of the benefits and direct appeal Trial Close Assumption Special Concession Negotiate the Single Problem “You appear interested. Shall we proceed to the sales agreement form?” “Let’s review what we have talked about … May I get your signature?” “Since we have sorted out your concerns, and you do not seem to have any other matters to discuss, may we assume you would like to place an order?” “What do you say to locking in this contract now and catching an early lunch?” “As we understand it, you are willing to purchase if we can help you stay under budget? We can offer you a 2% discount for signing today.” “Let’s set up another meeting Wednesday to allow you to get all the necessary approvals.”Responsibility Distribution Among Team MembersAll team members were responsible for writing the paper and conducting research. For the presentation, three of our group members will represent Nidec’s selling team, and one group member will work as an IBM commodity engineer to assist Dr. Tietje...
