I don't want you making the same offer to one of our competitors.
Nu imi doresc sa oferiti acelasi lucru unui competitor de-al meu.
The Loss is about the customer's need not to miss opportunities that can strengthen their prestige: Precisely because you are facing a lot of competition, we don't want you to miss out on this opportunity.
The Helicopter enables the customer to put things into perspective: Sure, let's review all the features, see the big picture and what exactly are the differentiators in your case.
The Strategic Compliment enables the customer to feel valued and recognized: What we admire about you is how you stand out from the competition and we want to support you in this.
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Elicopterul calmeaza reactia emotionala a clientului si largeste perspectiva, invitand clientul la o analiza rationala, in perspectiva: Inteleg nevoia dvs de a primi o solutie unica, haideti sa vedem in ansamblu toate optiunile, standardele si conditiile speciale, asa incat sa cream impreuna o solutie personalizata unica ptr dvs.
Pierderea se leaga de nevoia clientului de a nu rata oportunitati care ii consolideaza prestigiul: Ca si dvs, ne dorim sa va diferentiati de competitie, si ar fi pacat sa ratati solutii care va pot diferentia.
Complimentul strategic raspunde nevoii clientului de stima/recunoasterea unicitatii: Este de admirat pasiunea si angajamentul dvs pentru a fi unic si diferit.
