So there you are meeting face to face with a potential client and;
They’re not having the price you just gave them!
They reach for a calculator and start spewing all kinds of numbers at you but;
It confuses the sh*t out of you because you’re not running the numbers along with them or;
Countering with some fresh numbers.
Something else just happened and it was so subtle, you missed it;
In that very moment that you had to rely on their numbers;
You lost control.
Now you might be thinking;
“Duh, reach for your phone and open the calculator app!”
I have a BETTER idea;
Carry 2 calculators in your bag instead!
Why?
You carry the first one to follow along if your prospect starts running the numbers. This way you don’t relinquish control or have to rely on someone else’s figures.
And I suppose you could even use that first one so YOU are the one running the numbers but;
If you have two;
Then you can run them together and;
Call me crazy, but people tend to believe their own numbers as opposed to someone else’s!
It also goes a long way in developing a collaborative relationship vs an adversarial one.
And that’s something that comes in handy during any negotiation let alone any sales cycle.
Once again, you could just tell your prospect to open their calculator app on their phone but;
Doesn’t it underscore your professionalism. preparedness and your willingness to collaborate;
When you hand them something you brought along specifically to help?
Something Cool That Financial Services Reps Do
They utilize a “side by side” position meaning;
They sit next to their prospect to remove the barrier of a desk or conference table and;
Create a more collaborative feel to their meetings.
Something to think about!
Meanwhile;
Meeting with several people?
Bring several calculators.
There’s no downside to having more people engaged in the courtship!
Are You Leaving Money On The Table?
Many sales reps LOSE money simply because they DON’T know how to negotiate!
I’ll be sharing my best tips during our Negotiate Like A Pro webinar!
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
When?
Thursday, November 2nd, at 11:30 am EST.
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!
