Meeting between buyer and seller

  Buyer: Building Company in Austria

Seller: Manufacturer & exporter of Glass in Building Located in

India

 Spin Selling Product and Industry Background

There is a big demand and modern for building buildings with glasses in
Austria.Therefore we manufacturer & exporter of Glass in Building Located in India
are offering our products.We are a leading and highly recognized manufacturer and
exporter of wide range of Insulating Glass doors and windows, and float glass for
building. We give lot of consideration to the specific requirements of the customers.
All these strategies have made our company one of the most sought after production
house in the international market. Our main aim is to build long term relationship with
our clients by offering them highest product quality, pro-active customer services and
on-time delivery.

Product Range

We are the manufacturer and exporter of the following product range:

Insulating Glass doors and windows.

Glazed doors and windows are the major approach for communications between
indoor and outdoor spaces. Daylight, sight and decoration are the basic functions of
glass while energy efficiency and environmental protection are further additional
requirements to glazed doors and windows. For a well-closed space, the indoor and
outdoor thermal exchange is mainly achieved through glass. That means that , in
summer, unneeded heat is introduced into the rooms while in winter, the valuable
indoor heat flows outward, which worsens the indoor living environment and leads to
enormous increase in energy consumption by air conditioners and/or heaters.
Insulating glass, especially which combined with solar reflective glass and/or Low-E
glass, provides a sound solution.
Clear float glass is made of molten glass .While floating through the molten tin, the
glass under the works of gravity and surface tension becomes smooth and flat at
both sides.
Features
Smooth and flat surface.
Natural lighting: The transmission of visual light is almost 90%.
Thickness: 2mm-19mm
Sheet Size: According to client request.
Cutting Tolerances: +/-0.5mm or +0mm-- -1mm
Delivery Time: Within 30 days on the receipt of order.

The meeting is taking place in Graz and I am invited from the company to
meeting with their representatives who are in charge of making the buying decision.
There are three representatives from the building company, and only one person is
involved in conversation during the entire meeting.
Starting point:

First of all thank you very much for inviting me and it is an honor for our
company, to find the best solution for your needs and working together in long term.
Back home we had a long conversation with the managers concerning kind of
different building glassess and we collected data that are related with our products
that we offer, but still we want more date and more information about and please let
me first ask you some questions that are related to this issue.

 Situation Questions (SQ):

1.      What kind of glasses do you use mostly?

2.      What kind of qualities do you need and why?

3. in which constructions do you use the glasses?

Problem Questions:

PQs are about the customer's difficulties or dissatisfactions.

1. What kind of problems do you have when you deal with glass products and
why?
2. How the Austrian climate influence to the decision which kind of glasses should
you use?

 Implication Questions (IQ):

1. How does the glass materials influence to growth of your company?

2. How often do you use them? 

Need-Payoff Questions (NPQ):

 1.      How useful would it be our products for you?

2.      What kind of special offers do you need from us?

 Thank you very much for your conversation and we can support you to fix all these
problems in a short period of time, and we serve the entire domestic as well as
international market and have a strong client base. We export our products in
countries like USA and Europe. Acclaimed for the highest standards of quality, we
believe that superior quality is the driving force for accelerated growth and
development of every organization. We are looking forwards to working long term
with your company.