FEATURE | NEGOTIATING
GAINING THE UPPER HAND
1. Failure to close It applies to the salesperson who assumes the other party has understood their request without being explicit about it. Unfortunately, their assumption is flawed and the opportunity falls by the wayside. Having failed to ask for closure, they are then surprised and disappointed when the deal is not done. Typically, the seller fails to ask for the order after making a perfectly good pitch – they have all but completed the sale, but because they did not take the final all-important step, the moment and the sale are lost. Recommendations l Make your request explicitly. Never assume that the other party has understood your request if you have not made it clear. Any assumptions you hold may be well wide of the mark. l Be brave – success belongs to those who are prepared to be bold and ask for the business. The customer or prospect will not be offended. The worst they can do is refuse, which will enable you to identify their objections and, OF SALESPEOPLE hopefully, overcome them. SPEND LESS THAN l Were you clear on the purpose ONE HOUR ON PREP, of the meeting and negotiation at PLANNING AND the outset? If so, you should have REHEARSAL
SIMON BUZZA offers the first two rules in his new series explaining the 12 key rules of negotiating RULE NUMBER 1: IF YOU DON’T ASK, YOU WON’T GET... This statement may sound blindingly obvious, but it is striking how many salespeople fail to ask for what they want in a negotiation. Over the next six editions of Winning Edge, I shall present my 12 key rules for success in the key sales art of negotiating – and this is the first. Have you ever wondered just how much money you may have left on the negotiating table because you did not ask for more? Perhaps you do not want to know, but importantly you should not want to leave any more... If so, read on. This rule essentially relates to two areas:
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12/04/2016 16:03
