A participant from a recent workshop sent me the following email: “I sent my prospect a proposal and his first request was that I drop my price. However, I remembered your advice of asking for time to think about his request and told him that I would get back him the next day. When I was discussing his request with my business partner a few hours later, my prospect sent me an email and suggested that she was open to a concession and I was able to close the deal without resorting to giving her the discount I had initially intended.” One of the most effective strategies you can use when negotiating a deal is to say, “Let me think about that and I’ll get back to you.” Unfortunately, most sales people hesitate to use this technique because they’re afraid they will lose the sale. However, I consistently found that taking time to think about the other person’s request causes them to make a counter-offer. That’s because a highly-qualified prospect WANTS to do business with you and is willing to make a concession. Asking for time to think about the offer places pressure on their decision-making process and can give you the upper hand. Before you accept your prospect’s next demand, tell them that you will think about it and get back to them. Kelley Robertson helps sales professionals reach their sales quotas and targets in any economy. Receive a FREE copy of 100 Ways to Increase Your Sales by subscribing to his free newsletter available at www.Fearless-Selling.ca. For information on his programs contact him at 905-633-7750 or by email.
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