Learn how to avoid the last-call letdown and how to walk away from last-minute demands
- George Eliot once said,…"It's never too late to be what you might have been."…Unfortunately, George Eliot wasn't talking…about business deals.…Sometimes it is too late.…Now you can always rebound in a holistic way.…You can always be more successful, but there are times…on a specific deal when you have to cut your losses…and recognize it's time to go home.…So I want to talk to you a little bit about sunk cost.…Imagine you spent months working on a deal.…You had two trips to the client site.…
You pulled together a great presentation.…You've invested time and money to close this.…Now it looks like the deal is sinking.…Should you make another trip?…Should you try to revive it?…If you're like most salespeople, you'll evaluate…how much time and money you've already put in,…your sunk costs.…If you've already put in a lot of time and money,…there's a tendency to want to move the deal forward…because you don't want to lose what you've already invested.…Sunk costs are one of the primary reasons people…make bad decisions.…
- Identify the focus of your opening questions.
- List the three types of negotiators.
- Name three circumstances in which you should not negotiate.
- Recall how to tell the difference between a negotiator and a buyer.
- Recognize techniques that can help diffuse anger.
- Determine the best approach when a customer knows all of your product offerings.