Hey Everybody, it’s time to go ONE MORE ROUND – brought to you by Corey’s Fight C.L.U.B.
Today I want to talk about something a little different. I spend a lot of time giving you guys tips, tricks, and marketing advice in order to create attention or attract a deal. Today I’m going to take it a step further and I’m going to give you 4 tips to owning the sale as you’ll get some things to think about when you’ve already checked that box and you’re trying to close the deal.
You’re in the negotiation: you’re trading emails, on the phone, or you are in the in-person meeting. You’re trying to get that person to sign on the dotted line – as they say. The 4 tips I want to give you relates to negotiation and they all really have to do with 1 BIG thing: Don’t be afraid.
That’s right, don’t be afraid!
Tip 1: Don’t be afraid of uncomfortable silences. A lot of times if you’re in a nervous or tense situation, especially when we’re talking about money exchanging hands, you may say that your proposal is going to be $2000, but then you immediately want to justify the value of that $2000. What I suggest you do is tell the price and then pause. Wait. Don’t be afraid of that uncomfortable silence.
This is where human nature kicks in. Let the person on the other end of the phone dictate where the conversation goes. If you are on the phone, you’re going to hear the tone of voice; you’re going to tell by how quickly they respond. If you’re in person you are going to see body language; you are going to be able to tell if the deal you’re offering is something that they want to do. And if it’s something they don’t want to do then they may want to give a counter proposal – let them do that. Often times if you keep talking, you’re going to sell yourself out of the close. Right there. So, don’t be afraid of uncomfortable silence. Owning the sale comes with practice!
Tip 2: Don’t be afraid to take something off the table. When you’re putting a proposal together, don’t try to bait and switch anybody, but have something in there which is a buffer option you could remove and still complete the project just fine if it wasn’t. It’s like you know a really cool feature or helpful extra that, if you need too, you can take off. This way if they counter you, you can say, “Well, I’ll give you ‘X,’ amount off but I have to take ‘B’ off the table.” It’s ok to take something off the table.
Tip 3: Don’t be afraid to walk away. Sometimes walking away is not saying no. You could say things like, “Let me think about what we talked about, and I’ll get back to you tomorrow.” or “let me run it by my co-worker, boss or partner.” Don’t be afraid to walk away. Sometimes that actually increases the chance of you making a sale.
True story, my wife and I went to buy furniture. The dresser at the store was out of stock – all they had left was the floor model. I asked if they would sell it for a lower price. They countered with a different number and I said maybe we’ll come back but we’re going to try a different store. My wife and I started walking outside. With my back to the store, I asked my wife to pick up her phone and act like she’s calling someone. Sure enough, while she was ‘talking’ for a moment my wife whispers to me, “Here she comes!” and the salesperson followed us outside. Because I left, because that person didn’t want to lose the sale, because they wanted to close the deal – we settled on my proposed price. So, the lesson learned here is – DON’T BE AFRAID to walk away.
Tip 4: Don’t be afraid to lose the deal. Of course, I want you guys getting new customers, having a huge book of business, making all sorts of money, but sometimes the best business is “business not taken.” If they are REALLY squeezing you – chances are that person is going to be a high maintenance account. And if they’re going to be a high maintenance account, for a low amount of money that might not be something you want to get involved in. So, don’t be afraid to lose the deal.
Well, there you go. With all that’s being said from these 4 tips to owning the sale, the BIGGEST take away for you is to NOT BE AFRAID. Own your negotiating.
Go Get It!
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