So there you are getting beaten up on pricing and/or terms by a prospect who’s getting emotional.
By “emotional” I don’t mean someone going psycho or being abusive;
I mean someone who’s getting a bit animated, perhaps raising their voice slightly etc.
And while one might be wise to heed the words of Michael Corleone when he said;
It’s not personal, it’s strictly business
Dealing with an emotional prospect, can actually be a good thing!
Why?
Because people buy emotionally and justify logically and since they’re already in an emotional state;
It’s much easier to redirect that energy versus having to create it in the first place.
How do you do that?
By asking questions.
Let’s look at a few ways that questions can help.
The act of asking a question (especially a really good one) is a pattern interrupt, meaning;
Something you can do to change someone’s state or strategy.
Asking questions allows YOU to control the dialogue (especially helpful when conversations become heated).
Asking questions allows you to bring the conversation back to something you actually agreed on and/or something more productive your prospect was passionate about.
Great questions build rapport and credibility.
Great questions allow your prospect to discover the point on their own instead of;
Having it force fed to them!
The problem with the questions many reps ask, is that they are often situational and spec related, and NOT problem and/or opportunity related.
Truth be told, asking kick ass questions SHOULDN’T be reserved for those moments when you have an emotional prospect;
Great questions should be leveraged during EVERY step of your sales process!
I’m going to be talking about two, absolutely LETHAL types of questions that not only jolt a prospect’s emotions;
They establish YOUR authority and credibility;
Two things that go a REALLY long way during negotiations.
It all takes place during our Negotiate Like A Pro webinar this Thursday, November 2, at 11:30 am EST.
Have you signed up yet?
Better do it soon because registration is about to end!
Otherwise, here’s what you’re about to miss;
- 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?
This Thursday, November 2nd, at 11:30 am EST.
IMPORTANT . . .
Can’t make it this Thursday?
Sign up anyway and I’ll send you the webinar replay Thursday afternoon. View it whenever you’d like!
What do you get?
(1) 90 Minute Webinar With A Ton Of Actionable Tips
Worksheets
Webinar Replay (Sent Thursday Afternoon)
Bonus PDF With Additional Ideas (Sent The Following Week)
How Much?
$99
Click HERE to secure your spot!
SUPER IMPORTANT . . .
