“Simply reach out, contact the decision-makers within your opponent’s team, and give them the right to say no.” – Jim Camp in today’s Tip 1589
Do you give them the right to say no?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Jim Camp. Jim, is currently retiring as a Major General in the United States Air Force, and has rejoined the Camp Negotiations team after serving as a pilot and commander. Here he is:
Jim Camp: Hi everyone. Jim Camp. It’s good to be back with you doing another sales tip. During our first episode, we talked about the importance of giving our opponent the right to say no. What that does to their emotions and how even in the middle of a negotiation, it can actually let things progress and move forward as we uncover problems and take on challenges. I also hope we establish that the process of selling is in fact just a negotiation. It’s a type of negotiation, but it all involves decision-making in human beings in very difficult emotional situations.
The sales world is tough. For those of you that have been doing it for a long time, you know that it’s filled with ups and downs, uncertainty, and there’s a lot of pressure built in. We all know nothing happens in this world until somebody actually sells something. The problem is we put a lot of expectations on ourselves and we have a tendency to get emotional when we’re in that battle of trying to get the deal closed.
Okay, so here’s the tip. This is going to sound counterintuitive. You may think it’s crazy, but you got both sides of the table. You’re emotional. You’ve spent probably a lot of time and energy putting together spreadsheets, presentations. You’ve got a lot invested in this deal and you’re probably excited. On the other side, your opponent is probably afraid of making such a large purchase. They’ve got complicated decision-making matters within their own organization, and things are at a stagnant pause.
Everything’s on hold and you’re getting frustrated. Simply reach out, contact the decision-makers within your opponent’s team, and give them the right to say no. Find out where things stand, but also give them the right to say no. For example, haven’t heard from you in a while, where are we on this deal? Please don’t hesitate to tell us if we should close your file. If they’ve gone really dark and you haven’t heard from them for quite some time, simply send them an email saying, Is it safe to assume that you and your team have decided to not work with us should we close your file? Something along those lines so that you actually draw a line in the sand, respectfully give them the right to say no, and then wait for their response. That’s when things are going to get interesting.
I hope you found this tip helpful. More to follow. Great to be with you. I’ll see you next time.
Scott Ingram: To sign up for a free Q&A Group Call with Jim, exclusively for Daily Sales Tips listeners, just click over to DailySales.Tips/1589. Once you’ve been over there, be sure to come right back here for another great sales tip. Thanks for listening!