“Do not lose control. Do not lose focus. You’re not there yet. Don’t allow an early yes or something that seems too easy to throw you off track. Keep asking questions. Keep trying to understand their decision-making process because that’s going to be the key.” – Jim Camp in today’s Tip 1614
Do you get excited to get a yes or something that throws you off the track?
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Camp Negotiation Systems
4 Reasons People Say No
1609: Start With NO – Blank Slate – Jim Camp
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Transcript
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, everybody. It’s Jim Camp again. It’s really good to be back with you for another sales tip. Before I get into today’s tip, I want to touch briefly on what we talked about in the last episode. One of the things we teach in our sales system or our system of sales negotiation, I should say, is a technique called Blank Slate. Blank slate means we do everything we can to eliminate assumptions and control our own expectations. What we typically find is the further down the road we get in any sales negotiation, the closer we get to, I guess, closing the deal or actually putting pen to paper. By the way, the definition of success in any negotiation is having a signed deal that sticks. In other words, you deliver the product, they pay for the product, and you and your team go to the bank. So keep that in mind. The problem is the closer you get to reaching a deal, the more your emotions are going to start to take over and you might find yourself losing control of your own behaviors. You might get too excited, you might start talking too much, and that can be very dangerous towards the end of the deal.
Another challenge that we see as we get closer to the end is when you actually do hear the word yes, and this is where today’s tip comes in. Let’s say somebody says to you; Jim, this looks really good. We’re happy with what you’re providing. We’re comfortable with the price. I’m going to go ahead and we’re going to move it up the ladder and get our decision makers at the higher level to buy in on this. But it looks really good. I think we’re going to have a deal here. Question for you; Do you have a deal yet? Maybe not. Instead of letting your emotions take over, simply stay focused in your opponents’ world and continue to ask questions. For example, if they tell you they’re going to move it up the chain to try to get buy-in, you can say something along the lines of this. What can we do from our end to help you internally there with your team? Another question you could ask; When do you plan to elevate this and how can I assist with your leadership? I’m more than happy to make myself available to talk to them to address any questions or concerns they may have.
The bottom line is this, and this is really the tip. Do not lose control. Do not lose focus. You’re not there yet. Don’t allow an early yes or something that seems too easy to throw you off track. Keep asking questions. Keep trying to understand their decision-making process because that’s going to be the key. I hope you found this helpful, and I promise we’ll get much deeper into some of the things we teach in our system of negotiation, but I hope this helps you. I’ll talk to you next time.
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/ 1614. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!