Sales Negotiations - Part 4

In this installment of Sales Negotiations, we're going to cover one of the most important parts to negotiating a sale. It's called winning an argument. If you think that sounds like an obvious thing you want to do, it is. But how you go about doing it is something that you would probably never think about. We're going to show you EXACTLY how to win an argument. When you see how simple it is, you'll be amazed.

The best way to win an argument, is to let the other person know that THEY can win it. If you didn't quite get that, let me repeat it. The best way to win an argument is to let the other person know that THEY can win it. Okay, if you're totally confused, it's understandable. Most people don't understand the power of reverse psychology, which is basically what this is. So the best way to explain how this works, is with an example, maybe a couple of examples.

True story. A man and a woman were thinking of getting married. The problem was, the woman insisted that if they got married, the man would have to sell his house and move with her to California. They were currently living in New York. The man, who was an expert at winning an argument knew just what to do. The woman made it clear to him that if he REALLY loved her, he would do what she wanted. This was his answer to her.

"You're right, if I really loved you that's exactly what I would do. So okay, I'll sell my business, sell my home, uproot my whole life and move with you out to California. Because you're certainly more important than any of this."

When the woman realized what he was willing to sacrifice for her, she also realized that asking him to do all this was not fair and ultimately, she agreed to stay in New York because she saw what he was willing to give up and didn't want him to do it.

How does this apply to business? Very simple.

If a potential customer asks you to make concessions regarding one of your products and asks you to sell it at a very low price, or throw a number of extras in with it that would not make it worth your time to even make the sale, you simply tell the customer this.

"Sure, I can probably give you all of that. But after I have, I'll be in such debt or I will have lost so much money that it wouldn't have been worth my time to even make the sale. Plus, I would never be able to give you the support that you need at that price."

Eventually, the potential customer will see that asking for your product or service at such a low price would not produce the desired result for either of you and ultimately he will give in and agree to the price you asked for.

By simply letting your customer know that he COULD win the argument, but at the same time make him aware of the consequences, you will win almost every one of these.

Try it some time.

Sincerely,

Lance Drossman
Creator The Key2Succeed - Earn a CEO level Income working 2 hours a day.

http://www.key2succeed.com/