OUR GUIDELINES TOWARD THE PARTNERS

OUR TEAM GUIDELINES FROM THE FIRST CONTACTS, PHONE CALL OR MEETING

  • First we listen, then we ask questions, and after that we propose solutions.
  • The Partner can check and compare their requirements with our solutions.
  • The Partner always gets the full view and makes decisions on an informed basis.
  • The Partner acquires knowledge.

  • We listen with empathy to the Partner’s needs, but we use rational arguments for our solutions.

  • We listen very carefully to the Partner’s arguments, and we base our action on the fact that things can be changed and improved, the sensations are important, but they must be supported by facts.

  • We believe that every single question can be assessed as such, considered per se, but supplemented with all the others if needed.

  • We assume that each interlocutor of the Partner affects the process: decisions may have a curvilinear shape, and “jumps” are part of the possibilities of the world.

  • We may make special offers and promotions, and they’re always accompanied by the full and correct information.

  • Our goal is a long-term relationship with the Partner.

THE REVERSE APPROACH

  • The offer is a proposal regardless of the problem.

  • The attempt is to engage the customer, to exhaust its activity, to leverage on feelings, to convey the emotions, for influencing him.

  • Requirements are given as side notes, and the emotional lever is usually mixed with actual facts.

  • The evaluation of the cost/benefit of the issue of interest is not important: what matters most is the unidentified relative gain in a future context.

  • Processes and solutions are not important: only conclusions are.

  • Events are linear.
  • Everything is taken for granted.
  • Promotions and offers are instrumental and not accompanied by complete information.
  • The goal is to close as much as possible within “this quarter”.