Sales Negotiating: Create Sales that Benefit Both Parties
“If you want them off the phone so bad, why don’t you just hang up?” – Boiler Room, Movie (2000)
I would like to take a trip back to Ben Affleck’s short, yet unforgettable, role in the 2000 film Boiler Room. It doesn’t matter if it’s B2B, B2C, wholesale, retail or just dreams that you are pitching…
“There is no such thing as a no sale call. A sale is made on every call you make. Either you sell the client some stock or he sells you a reason he can’t. Either way a sale is made, the only question is who is gonna close? You or him? Now be relentless, that’s it, I’m done.” – Boiler Room
We would NEVER operate under such crewed methods, language or overall goals, but he has a point. If you sell tires, every time the phone rings, there’s potential to sell a tire.
According to www.JustSell.com‘s negotiation guide, during negotiation…
Use open-ended questions to confirm your understanding of their needs
State your understanding of how the prospect or customer will benefit from your product or service – confirm this is accurate by asking
Be prepared for tactical responses from prospects and customers – whether it’s the flinch following your price quote or silence – don’t react and instead respond with more questions
Don’t rush to fill pauses – become comfortable with moments of silence
Be prepared to change the value proposition to support price concessions–support your price integrity by adjusting the overall value (e.g., change delivery times, follow-up schedules, service period, etc.)
Try to identify agreement on small items to help develop positive momentum – summarize these agreements periodically
Take notes to demonstrate you’re commitment to the negotiation and to help you find opportunities to summarize the smaller agreements verbally with the prospect/ customer
Always be cautious of your client’s time, space and boundaries. Don’t over step. Give them room to breath and never force them into something you don’t believe in yourself.
Most importantly… Never end a sales call or meeting with:
“Fine. I’m gonna take you off my list of successful people today.” – Boiler Room
If you haven’t seen the film, it’s not for children; however, it begins with a great quote from the lead character:
“I read this article a while back, that said that Microsoft employs more millionaire secretary’s that any other company in the world. They took stock options over Christmas bonuses. It was a good move. I remember there was this picture, of one of the groundskeepers next to his Ferrari. Blew my mind. You see *stuff* like that, and it just plants seeds, makes you think it’s possible, even easy. And then you turn on the TV, and there’s just more of it. The $87 Million lottery winner, that kid actor that just made 20 million on his last movie, that Internet stock that shot through the roof, you could have made millions if you had just gotten in early, and that’s exactly what I wanted to do: get in. I didn’t want to be an innovator any more, I just wanted to make the quick and easy buck, I just wanted in. Nobody wants to work for it anymore. There’s no honor in taking that after school job at Mickey Dee’s, honor’s in the dollar, kid. So I went another way; I became a stockbroker.” – Boiler Room
This is when Sales Negotiating comes in…
You need to create a sales that benefits both parties! Everyone leaves HAPPPY!
The realization that it’s real people, with real lives, and real families that you are selling to, that’s the moment you become a sales person. The small businesses, the home loans, the company that employees your neighbor… It’s everywhere and there IS NO EASY WAY in. It takes work, time, trust, experience, knowledge, and most importantly, the ability to fall and get right back up and pick up the phone or serve the next customer. Simply knowing that you are selling them something that will benefit everyone is the only talking point you will need.
“Its strange to think how that knock changed everything, everything, hey don’t get me wrong here, I don’t believe in fate, I believe in odds.” – Boiler Room