Do Not Celebrate
Posted: Sun Jan 26, 2025 9:38 am
Put It In Writing
Always put the negotiated outcome in writing immediately. Do not leave issues open for further discussion. The person who puts the outcomes in writing first wins by being able to position things in the manner they want them to be. Putting things into writing first also provides the opportunity to make one final modification with minimal risk.
Upon reaching an agreement, thank the other party, but do not celebrate! Celebrating the outcome of a successful sales negotiation sends the signal to the other party that they have been taken advantage of. Sending this signal will jeopardize the long-term potential of the relationship.Not Interested… Or Are They?
When a prospect says, “I am not interested” do they really mean it? Perhaps in some cases this is true, but what prospects might really be saying is:
“I might be interested…but I have been inundated with sales macedonia telegram data reps who have wasted my time and I suspect you are yet another…so, I am not interested!”
or, “I might be interested… but I have something more pressing on my plate and I don’t want to be bothered right now… so I am not interested.”
or, “I might be interested… but I am getting ready for vacation and I want to be out of here by 2:00…so I am not interested now.”
or, “I might be interested… but on my own terms…so I am not interested now.”
The “I am not interested” objection does not necessarily mean that they are not interested but rather that you caught them off guard and they are not prepared for your unsolicited call. Their objection is not grounded in anything rational. Their objection is a “knee jerk” reaction which means it is automatic or spontaneous; an automatic reflex brought on by your unsolicited call.
To make it worse, we as sales reps tend to surrender by murmuring an apology and hanging up. Prospects have learned that the “I am not interested” objection is a fast, easy, and highly effective way to brush you off and if you continue to surrender to them, your days in sales will be agonizing.
The Best Turnaround Script
Assuming you have a decent opening statement and it is delivered well, here is an extremely effective template that you can use with some minor tinkering.
Always put the negotiated outcome in writing immediately. Do not leave issues open for further discussion. The person who puts the outcomes in writing first wins by being able to position things in the manner they want them to be. Putting things into writing first also provides the opportunity to make one final modification with minimal risk.
Upon reaching an agreement, thank the other party, but do not celebrate! Celebrating the outcome of a successful sales negotiation sends the signal to the other party that they have been taken advantage of. Sending this signal will jeopardize the long-term potential of the relationship.Not Interested… Or Are They?
When a prospect says, “I am not interested” do they really mean it? Perhaps in some cases this is true, but what prospects might really be saying is:
“I might be interested…but I have been inundated with sales macedonia telegram data reps who have wasted my time and I suspect you are yet another…so, I am not interested!”
or, “I might be interested… but I have something more pressing on my plate and I don’t want to be bothered right now… so I am not interested.”
or, “I might be interested… but I am getting ready for vacation and I want to be out of here by 2:00…so I am not interested now.”
or, “I might be interested… but on my own terms…so I am not interested now.”
The “I am not interested” objection does not necessarily mean that they are not interested but rather that you caught them off guard and they are not prepared for your unsolicited call. Their objection is not grounded in anything rational. Their objection is a “knee jerk” reaction which means it is automatic or spontaneous; an automatic reflex brought on by your unsolicited call.
To make it worse, we as sales reps tend to surrender by murmuring an apology and hanging up. Prospects have learned that the “I am not interested” objection is a fast, easy, and highly effective way to brush you off and if you continue to surrender to them, your days in sales will be agonizing.
The Best Turnaround Script
Assuming you have a decent opening statement and it is delivered well, here is an extremely effective template that you can use with some minor tinkering.