He needs to know who is who in the baddy organisation. He needs to understand the psychology of his adversary and their motivations.
|'M' played by Dame Judi Dench|
This requires flexibility from salespeople.
Do you remember when Dame Judi Dench took on the role of 'M' ?. She had a great speech about change in process, values etc.
|Photo taken from the steps of the Royal College of Music|
Glass Porch roof at top of photo
007 staging for the World Premiere at the Royal Albert Hall
For example "I understand how you feel/why you feel that...//Other clients at first have felt just the same/that...//But (or 'And') when... they have found that..." The method uses empathy in the 'feel'stage,, neutrality and group reference (shifting the issue away from personal confrontation) in the ' felt 'stage , and then addresses the objection and reinforces the benefits using majority evidence in ( found)stage, to persuade the buyer . You need case studies and references at the ready. This needs to be used subtly as so often in selling ,it not just what you say but how you say what you say.
|Set up of staging for the World Premiere of Skyfall.|
Red Carpet up the staircase to the Royal Albert Hall
Aston Martin taking pride of place and no parking ticket for parking on staircase pavement !