— Salesperson: Mr. Robinson, now you know that our offer best suits your needs. All you have to do is sign here (closing-assumption).
— Buyer: Wait a minute, I’m not sure yet and haven’t made a final decision.
— Salesperson: Mr. Robinson, I have explained to you how we can increase the efficiency of your office and reduce costs. If you will set a delivery date... (closing-assumption).
— Buyer: No, I need time. I won’t give you a precise answer within this week.
— Seller: But, as I said, our product is in great demand. We can deliver it tomorrow, but if you put it off until next week, it will take several months (closed-sold out).
— Buyer: I am willing to take the risk.
— Seller: Would you like to how to use the rcs database for direct marketing have a trial installation within a month or would you like to save money and pay up front (alternative closing)?
— Buyer: You need to leave my office right now. Will you come out voluntarily, or will I have to call security?
The person responsible for storm management does not hinder the participants in the process of their involvement in the process at the very beginning of this phase. Then he ensures that the necessary proposal is voiced at the end of the phase, when all participants have already expressed their points of view, discussed and started to consider the last idea.
Therefore, it is necessary to give the participants time to “storm” and voice the key proposal at the end of this process.
The salesman in Neil Rackham's story accepted the buyer's norming offer and walked out of the office.
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Alexander Kuleshov
Alexander Kuleshov
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Norming stage
Norming is a continuation of storming, but with some differences. It is a proposal that may not be very different in attractiveness or reasonableness. The important thing is that it is made at a time when the participants want to end the previous stage. So when they accept the norming proposal, storming ends.
When analyzing sales managers' calls, two scenarios for ending a storm can be identified. In one case, the manager continues to persuade and achieves the goal of the call. In the other case, he stops the persuasion process and accepts the client's offer.