Il principio su cui si basano questi due approcci è molto semplice e lo abbiamo già espresso più times in the preceding pages: show immediately to establish a value for the customer, gaining a first trust, or rather an opening of credit, so as to overcome the natural resistance that normally shows when our party was contacted by people who do not know .
This injection of confidence, the credit value can have two sources:
1. we can create our very first words we utter
2. may have been generated by others or indirectly by us.
Which brings us to split the two channels set out above in sub-categories that will help us much in the planning phase of exploration:
1. prequalification
a. dall’obiettivo alla soluzione
b. dalla soluzione all’obiettivo
2. il contatto referenziato
a. la referenza attiva di una terza persona
b. la referenza attiva del nostro lavoro “sulla pubblica piazza”
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