From Vivian Scott’s Conflicts Of InterestBlog
Sometimes trying to close a business deal feels more like a conflict than it does a negotiation. Rather than go head to head with a potential customer, consider using a few mediation skills instead. Namely:
1) Learn what your customer cares most about. Price? Commitment? Service? Ask open-ended questions and then listen until she’s finished speaking. Trying to address every issue immediately may have you answering the wrong questions.
2) Get creative. Sure, you have policies to follow but maybe it’s time to shake things up. Trial periods are a great way to try on new ideas without too much red tape.
3) Expand the bottom line. If it’s all about the money, consider ways you can show financial benefit by looking at the bigger picture. Will spending a little more on your product or service save your customer time or money in other areas?
4) Ask what it would take. Rather than sounding like a robot stuck on replay, set your features and benefits statements aside for a minute and ask what it would take for you to make the sale. You’ll learn pretty quickly if the window of opportunity is open or closed. Plus, the best ideas on how to structure future opportunities can come from uninterested customers!
5) Leave the door open for future business. If you don’t make this sale, continue to communicate with your customer until what you have to offer matches up with his needs. Even if he never buys from you, he may turn out to be one of your best advocates.
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