If you haven't tested it before, I don't want you to experiment on us.

Daca nu ati testat inainte, nu vreau sa faceti un experiment cu noi.

The Small Step offers your customer the comfort and Safety of avoiding uncalculated risks: I understand your need for Safety, we don't want half-baked experiments either, as a first step for our peace of mind, let me send you relevant case studies that prove the concept

Tactical Empathy is the best way to relate to the need behind the objection: From what you're saying, I understand you want safe approaches, that minimize any risk, it's a completely normal requirement
The Loss will help the customer balance fear of risks againts fear of losing something important: I understand your need for Safety, let's see how we can offer you reassurance so that we move on and you do not miss out on this budget.
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Pasul mic ofera clientului confortul si siguranta ca evita riscurile necalculate: Inteleg nevoia dvs de certitudine, nu dorim nici noi sa facem experimente necalculate, haideti ca prim pas sa va trimitem studiile de caz relevante, ca sa consultati dovezile.

Empatia tactica este cel mai bun mod de a relationa cu nevoia din spatele obiectiei: Inteleg din ce imi spuneti ca va doriti abordari sigure, care minimizeaza orice riscu, este absolut normal sa va doriti acest lucru.

Pierderea in acest caz il ajuta pe client sa puna in balanta teama de riscuri cu teama de a pierde ceva important: Inteleg nevoia dvs de certitudine, haideti sa vedem cum putem continua incat sa nu ratati acum o perioada optima/un buget