To
WIN the NEGOTIATION
with your prospects you must be ...
Financially
Independent, and Don't Need the Business
If
you truly had this attitude how would your selling tactics
change? How would your approach and attitude toward clients and
prospects change? Chances are that you would stick to your guns
more often and wouldn't feel nearly as much pressure.
Often in sales
calls we begin saying to ourselves, “I need this deal.” Most
times when salespeople make mistakes, it's because they are
feeling pressure and let that influence them. Truly having the
attitude of being financially independent and not needing the
business liberates us from the pressures that cause mistakes.
Don't allow yourself to be intimidated by a
prospect, the power that the prospect often holds over the
salesperson is generated by the salesperson's own perception.
Not getting a deal from the prospect in front of you is not the
end of the world, you will not cease to exist if they don't buy.
Chances are you won't even be financially ruined
if you don't get that deal. Convince yourself that you are
financially independent and don't need the business. If you
truly believe that, you will ask the tough questions and not
allow yourself to be bullied.
Taking bad deals and accepting unrealistic requests will
never make you successful. No great salesperson does this. Great
salespeople have equal business stature with the prospect. Part
of that is having the attitude that you can leave this deal as
easily as accept it.
To do that you must have the mindset that you
don't need the business, even if you do. More often than not,
you will run a better sales call and get more favorable sales.
© Sandler Systems, Inc. All rights reserved.
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