В переговорах для эффективного убеждения оппонента можно применять технику ЛАССОЛАССО – это формула, подсказывающая нам, какие аргументы необходимо представить для защиты своей позиции.

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Итак, расшифруем нашу формулу.

Л – личный опыт.

Во-первых, это наш собственный опыт, о котором мы рассказываем нашему собеседнику. Например, мы говорим о том, как мы сами использовали предлагаемый нами продукт или услугу и что из этого получилось. Тут важно иметь ввиду, что такие аргументы подходят не для всех ситуаций, а точнее не для всех клиентов. Для многих статусных покупателей, информация о том, что и продавец может позволить купить себе предлагаемый товар и использовать его, может отрицательно повлиять на их решение о покупке.

Во-вторых, важное значение имеет опыт самого оппонента, который мы можем создать в процессе переговоров. Например, это тест-драйвы при продаже автомобилей или примерка одежды в бутике.

А – авторитеты.

При убеждении мы упоминаем имена известных лиц, авторитет которых может повлиять на мнение нашего собеседника. Здесь тоже важно отметить два аспекта. С одной стороны, если мы продаем джинсы, мы можем рассказать нашему покупателю вообще о звездах или успешных представителях бизнеса, которые любят носить джинсы. Например, вспоминаем о Марке Цукерберге, который предпочитает джинсы любой другой одежде. С другой стороны, мы можем рассказать о тех известных людях, которых покупают товар именно у нас.

У вас покупал джинсы Дмитрий Билан? Об этом должен знать ваш покупатель!

В данном виде аргументов есть, конечно, свои подводные камни. Потому что с авторитетами надо угадать. И если для одного покупателя Дима Билан будет авторитетом, то для другого – его имя будет пустым звуком.

С – статистика.

Сюда входят любые цифры, которые могут впечатлить нашего оппонента. Например, если вы продаете тренинги, то можно сообщить заказчику, что вы провели уже более 500 тренингов, на которых приняли участие более 7,5 тысяс человек.

Покупателя смущает, что в шерстяном свитере есть синтетические добавки? Сообщаете, что по данным исследований наличие синтетики в шерсти улучшает качественные показатели свитера в 2 раза.

С- специалисты.

Ваша компания признана Национальным брендом каким-то сообществом? Институт Стоматологов доказал, что продаваемая вами зубная паста самая лучшая? Ученые давно подтвердили, что именно те бифидобактерии, что содержатся в ваших молочных продуктах, способны укрепить иммунитет? Тогда расскажите об этом вашему покупателю!

В данную группу входят также данные любых исследований, которые обладают определенной научной достоверностью и могут убедить вашего собеседника.

О – общественное мнение.

Передача «Контрольная закупка» подтвердила, что ваш товар лучше других? Это подтверждают какие-то общественные опросы? Отлично! Покупателю будет интересно это услышать!

В общественное мнение могут входить также пословицы и поговорки, которые составляют основу многовековой народной мудрости.

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