Master de Ngociation

Prise de contact :
Good morning Mister Berthelot. Nice to meet you! We are Geraud Maronne and Clmence Bouyat sales repat PGA. How are you doing today? It is very nice of you to be here with us today ! So last time, we talked on the phone, I told you a bit about our new reading light. And today I am going to present you to this reading light : the EZ-LIGHT !! As you already know our company offer a wide range of high quality interior aircraft lighting products. PGA has more than 17 years of experience and was the first to develop a LED reading light for series production in aircraft. We are going to take 10 minutes to learn a bit more about your project and I am going to show you that our new reading light is the one for you ! Is it okay with you?

Phase de dcouverte :
Mister B your company has always been very focused on quality, hasnt it ? Are you developing a new business class this year? which company are you currently working with? How many airplane are you working on ? Which model of airplane are you working on? For which company? Are you renovating the inside of the plane or is it for a brand new airplane? Do you want reading lights for first class and business class? or just for one classe ? How many reading lights would you need? How long is your contract with this company going to last? What are you expecting from a good reading light? Are you interested in innovative products ?

Our director told us that you have already chosen our finger light? How many did you order?

About the customization: Are you looking for customization, such as different materials or colours ? What colour for the head and the arm? What colour for the light?

Reformulation: If I understood you correctly, you want blablabla

So I think we have got the perfect reading light for you ! This is a brand new product, our team worked on this great reading light for a year. And we are very proud to present you the EZ light today! I am sure you have a lot interrogation about the EZ light and that is why we are going to present it to you !

Argumentary :
EZ-light presentation : Advantages : a well research product, consums less than any other reading light, 18 Led : gives a homogeneous and great light. Lifetime very high : 50 000 hours ( change the light less often) EZ is the up graded finger light The safest reading light on the market : insulating material ( no risk of burn or cuts ), very resistant ( no passengers complain about broken reading light ), fire retardant material certified Afnor About the innovation : the customization : leather, fabric, metal 3 colors for the light : white yellow and blue ( to calm down, relax)
Its on the cutting edge of research that IS WHY we are proposing

The ez-light has a higher warranty than the finger light : 5 years warranty contract instead of 3 years on finger light : it shows you how important quality is for us !

caractri stiques avantages preuves

For several years a relationship of mutual trust between the two company has been established.insul ating material, very resistant, fire-retardant no risk of burn or materials cuts all new product : innovant design + customizable give a add value to the seat and make the seats nicer new materials : better quality, the only seats manufacturers to have this reading light !

scurit orgueil

5 years warranty+ certification and quality patent ( standard NF+ DGAC ) no passengers
complaints about broken reading light bulbs

pictures and brochure

nouveaut

new type, in total exclusiveness , LED colors, easy to use + adjustable on every seats+ different light position+ easy

tableau comparatif des 2 prdts we got the 2012 innovation price

confort

assembly (very low

operating costs)

blue to relax, calm down, easy reading option +uniform lighting , don't bother your neighbour

exemple de lampe, et de ampoule LED

special offer + exclusive offer+ get a longer warranty + one

third of power consumption,

argent

more than 20 times increased lifetime

change the light less often, small budget the warranty

sympathi e

Made in france and environment standard

show a commitment in the environment standard ISO-14000-1

The Type Certificate is followed by the Airworthiness Certificate. The certification process covers the complete development process of a new aircraft. It includes various phases: Detailed design review,

Test review and participation in laboratory, Test review and participation in flight, ...and is designed to take into account modifications in light of the results. Aircraft operators especially launch companies - are closely involved in design definition, development and.

OBJECTIONS:
Price: Yes I know, the price is an important point and you cannot consider it lightly! This is why we propose you to be our exclusive customer! It means that the EZ-light is going to be a total exclusivity for you and for a year! You will be the only seat manufacturer to have the Ez light! Dont you think this is great opportunity? We can also propose you a warranty of 5 years because our products are very reliable and have a very good quality so we are not afraid to give you a long warranty.

Quality and reliability

I am wondering if : your products respect the environmental standards? YES, our company is certified ISO 14006, its an international standard, which proves our commitment in the environmental protection. SECURITE? We control our suppliers at each stage of the production process, our products are tested regularly (fire) and they respect European standards and we did all the certification process for Airbus, boing, Bombardier ...

Prise de cong :
Great so you are going to fill up the PO (purchase order). You ordered 500 pieces of EZ light , 500 * 500 =250 000 euros. Does it work for you? We need to take another appointment?. Thanks to trust the PGA Company! If you have any questions, you can call me on my personal phone anytime you want. Here

is my visiting card. I give you my business card. Thank you for continuing to work with you.

Bim EZ is the up graded finger light,

This Ez light lamp consume less than the finger