10 5

Listen carefully, ask ancl encourage the other party to speak. Try to understand their husinesses, needs, interests, passions, fears - that's what the argumentations should refer to.

Carefully observe the behaviour of the other party (the eyes, face gestures, body position changes, voice changes) - all the noticeable changes inform you whether your argumentation is accurate, whether you are getting closer or farther from the finał agreement.

Conclude from the talk, what the other party wants the most and remind them about their needs. Inform them about the costs of your companys services. Put yourself in your client s situation and say as much as you can about what you would like to hear ifyou were them.