After thinking about this for several days, I must say that life has gone well and fairly fast for me to be at or near retirement age, but I have been blessed. I have had good work, a good family, and good friends. I feel pleased about the way my life has turned out.
A friend and mentor once told me he had designed his life around incremental change. He worked extremely hard at his chosen field for 10 – 15 years, then switched direction, worked very hard on another field for 10 – 15 years, and then did it again. I can attest to his making this happen and his success.
My life has turned out differently than I had imagined, but looking back, I see similarities to my friend and mentor in my life. I have switched career paths a couple of times and have the ups and downs of living. Each time I come out and look back, things were good and better. Now I am in the next phase of life, looking to make it good!
This theme keeps popping up again and again! Take time to let it sink in. A lot of success especially in selling is daily consistent behaviors. However, I see all too often the one-call attempt and done. I am writing a simple but powerful paper on daily sales consistency, it is a point system I have used for years. Let me know if interested.
What happens when a negotiation stale mates? What happens when there is no room for further discussion or room to negotiate?
Recently I entered a negotiation on the sale of my house. An aggressive buyer came in and wanted the house. From the real estate agents, we found out that the family was really in love with the house and wanted it. Also, we found out that the buyer considered himself a hard negotiator and he would get us to take his price.
Negotiating began and we went back and forth through the real estate agents several times. We were within 3.5% of completing the sale. The buyer threw the gauntlet. He decided that if I did not take his final offer he would walk.
We let him walk. My wife and I decided to leave the house on the market and see if we could get our price.
We felt bad for the family. They really wanted the house. The buyer had boxed himself in with no wiggle room.
We sold the house soon after to a family that also really liked and wanted the house. We ended up +% over our asking price.
I always try and remember that in negotiating the sale, try and have wiggle room but also try and figure out whom you are negotiating with and what are they willing to do. This is easy to say and hard to do. In this case and in many other sales negotiations all I had to do was know my wants and desires and listen for the other side. Without listening I may have taken the deal! Sure, glad I didn’t.
Here are 7 Techniques to think about for negotiating:
When calling a new prospect, or anybody for that matter, you only have a few seconds to connect and stay on the call.
Tell them your name. Ask if they can talk for a short time. Tell them why you are calling.
When telling why you are calling — Try and make your “Why” so that they want to listen more. This is tricky and will take practice.
I always try and find out if they use or have need of my type products. If they do not, I usually ask if they know someone who does. This asking for a referral so early in the process, especially if you know you are not getting anywhere with this person is hard. However, I have found that if I make 25 calls and all are not good, but I get one name, I am one more potential person closer to a sale.
Get started doing this, practice, practice, practice and you will find your courage building. Many people know you are looking for business and many will be kind enough to help your success.
Three simple rules in life! 1. If you do not go after what you want, you will never get it. 2. If you do not ask, the answer is always no! 3. If you do not step up, you will always be in the same place.