Want to do something that can impact negotiations?
Ask for a tour when you meet with prospects!
Why?
1) You Create Additional Energy! Energy is a really good thing in a negotiation because it helps create emotion and emotion is pretty AWESOME because it’s the first step towards getting someone off the fence of indifference!
Note: Might be a useful tactic to create momentum if all parties are at an impasse?
2) You Break Free From The Formality Of Offices and Conference Rooms! There’s a certain formality that gets associated with offices and conference rooms.
Its almost as if we have been conditioned to behave a certain way, and we take on certain roles because of that formality.
There’s nothing wrong with that but I do think our results improve when we lose the formality.
A tour can help you get the prospect out of that mindset.
Note: Might be a cool time to ask the old budget question.
3) You Can “Borrow With Your Eyes & Ears” You can learn a ton of things during a tour.
Is it a busy environment? Do things seem hectic?
You can learn things about their culture, overall appearance of their facility and even how people seem to react to your prospect.
You might even come across additional people who can either influence the sale or who would be heavily impacted by your solution. Now you can ask them a quick question or two to help further your understanding.
All things you can leverage during negotiations!
4) It Demonstrates Genuine Interest And . . . You can learn what areas of the business your prospect is most passionate about because they might light up when it comes to that part of the tour.
5) It Allows You To Step Back And Collect Your Thoughts. Never underestimate the power in having a few extra minutes to rethink a strategy, ponder an offer or just step away without offending the other party.
So there you have it, 5 reasons why asking for a tour can be a useful tactic before and during a negotiation.
Going to be talking a lot more about negotiation tactics during our Negotiate Like A Pro webinar, Thursday, November 2nd, at 11:30 am EST!
I’m going to share;
- 7 Ways To Create Deals Where There’s A Lower Probability Of Having To Negotiate
- 5 Tactics That Are Likely To Be Used Against You (And Countermeasures For You To Regain Control)
- How To Understand (and Leverage) Behavioral Styles
- One Subtle Tactic That Gives You Leverage
- How To Create A Collaborative Negotiation
- What To Do When You Hit An Impasse
- How To Walk Away Without Killing Your Chances To Do Business In The Future
What do you get?
(1) 90 Minute Webinar With A Ton Of Actionable Tips
Worksheets
Bonus PDF With Additional Ideas (Sent The Following Week)
How Much?
$99
Also, this is a live virtual online event. You only have one chance to join us LIVE so click HERE to secure your spot!
