Learn more about communication with this collection
How to create a productive workspace at home
How to balance work and personal life while working remotely
How to maintain focus and motivation while working remotely
Pretending to have cold feet
Scenario: You've reached a verbal agreement, but in negotiating the final terms, the deal gets questioned. "We're not really sure that this is the right thing for us to do at this time."
The best strategy is probe further to see whether there's a real problem or whether you're just being yanked around.
55
221 reads
Surfacing an unreasonable requirement
Your best strategy is to call the customer's bluff.
48
174 reads
Requesting a last minute discount
Scenario: You're at the point of signing the contracts,when the prospect demands a steep discount. Example: "My boss says that if don't drop the price 25 percent, the deal is off."
The worst thing at this point is to give the discount, because then you've told the prospect you can't be trusted to offer the best deal.
48
152 reads
Stretching out the process
Scenario: The sales opportunity is proceeding apace when suddenly all the important meetings are pushed way out. "I can't meet next Friday to discuss this; how about next month?"
Your best strategy is to surface some negative consequences of delaying the sale.
59
176 reads
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