What if I explained to you that you could close extra sales by not striving to close the sale? Does that operate counter to almost everything you’ve ever been taught about negotiation? That’s what I considered much too when skilled negotiator Jim Camp initially brought this thought to my awareness.
I requested Jim if our marketing consultants need to be striving to shut their purchasers when they conduct their Chance Examination. Jim reminded me of the Oxford Dictionary’s definition of negotiation:
“The energy to deliver about agreement involving two or far more get-togethers with all parties acquiring the suitable to veto.”
If a marketing consultant goes into an Opportunity Examination with the mentality that they are going to use some tactics to shut the prospect on their marketing and advertising companies, then they’ve violated the above definition by trying to choose absent the right to veto.
By applying closing ways and not concentrating on regardless of whether or not the provider is ideal for the prospect, you are seeking to acquire absent the potential customers proper to say no to your giving. In any business transaction, ways that attempt to fool someone will never ever work in the long operate.
As a substitute, your goal should really not be to close the consumer, but to discover out as substantially as you can about the client’s requires to see if you are equipped to fill that have to have. You want to give them the possibility to say no to you.
Why give them the chance to say no?
Your objective is not to get them to say no. Your objective is to get them to say certainly. But, you must only desire this “certainly” as the final result of you getting the very best answer to their trouble.
Consequently, discovering out what their requirements are and then displaying how you can be the most effective alternative to that trouble is the right way to negotiate a closing. Make by yourself and your answer irresistible to the prospect.
You can do this only by laying almost everything out for them and expressing “This is what I have an understanding of are your challenges and in this article is how I can assistance you prevail over individuals troubles.”
That arrives about by paying out as much time as possible in the client’s world and not in your entire world.
If you can effectively identify their difficulties and you are in fact ready to support with conquering individuals issues, the transaction will near alone. You have now tackled the needs of the prospect and you have offered them the opportunity to say no to you.
If you have spelled out matters adequately, there is no rationale still left for them to say no. You’ve closed the offer.