“Do not chase the deal. Do not show your need of the deal.” – Jim Camp in today’s Tip 1594
Do you chase the deal?
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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 a former VP of Sales, and is now an owner and coach with Camp Negotiations. His coaching expertise is in sales negotiations, and leadership. Jim has also served as a military pilot and is retiring as a Major General from the United States Air Force. Here he is:
Jim Camp: Hi, everyone. Jim Camp again. It’s great to be back. I’ve got another tip for you. In our previous episodes, we talked about giving the right to say no and even asking for a no during a deal that’s gotten held up for some reason. After all, at the end of the day, the safest decision your opponent can ever make is no. The great thing about decisions is that they can be changed, especially when we get the emotion out of the way.
Moving forward with you, the next few tips are going to really focus on your emotion and helping you control your emotions during the sales negotiation process. I’ve got a client, and right now one of my clients that I’m coaching is on the verge of probably one of the largest deals in his industry. Can’t say who, obviously, I want to keep that confidential, but let’s just say if he gets this deal, it’s a game changer. We’re pretty far along in the process, and he is extremely excited. However, the timeline for the decision from this organization has gotten delayed because of some change in personnel.
Here’s the tip. Be patient. Do not send long-winded emails. Do not show your neediness for the deal. Do not show your excitement. Do not apply pressure. That will only push the decision makers further away from an agreement. All you have to do is sit back, relax. At this point, there should be very little activity. Do not chase the deal. Do not show your need of the deal.
That’s the tip for today. I know it’s short and sweet, but really take a close look at your behaviors and make sure you’re not chasing people, chasing is amateur. It shows need, and it will only convolut the decision-making process on the other side of the table. Be patient and land the big fish. Until next time, we’ll see you.
Scott Ingram: To get your hands on a free download with the 4 Reasons People Say No from Jim and Camp Negotiation, just click over to DailySales.Tips/1594. Once you’ve been over there, be sure to come right back here for another great sales tip. Thanks for listening!