“It’s their vision of the deal, not yours. That’s what’s going to help make your opponent make an effective decision. Unfortunately, the more pressure you apply, the further they’re going to drift away from making a decision.” – Jim Camp in today’s Tip 1629
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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. 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. This is Jim Camp. Happy to be back with you for another sales tip. Last week, we talked about verb-led questions and how that can actually force your client into saying the word maybe. They may not be ready to decide on anything yet, but the questions we ask make a difference. This brings up an important point for this week.
Remember, regardless of how you feel the deal is progressing, your opponent is making a decision and that decision is influenced by emotion. Although we all think decisions are based on facts and logic, there’s always emotion in the process, especially early on in the deal.
Here’s the tip for today, and I think this is in line with our previous episodes.
The best deals. The agreements that stick do not require you to close the deal. That’s right, it’s a big rule in our system, no closing. Closing applies pressure. It puts your opponent in an uncomfortable position. It also shows that you might need the deal. Closing, where you’re attempting to wrap things up, is dangerous, and it’s absolutely not necessary. Closing is where you attempt to get a yes, and it can and often does backfire. Saying things like, Can we move forward on this deal? Or, Are you ready to get started? Or, doesn’t this seem like it makes perfect sense for you and your company? Hopefully, you get my point.
Let me ask you this.
How do you feel personally when someone tries to close you? If you want to get a read on where you are in any deal, the best way to do that is to ask a simple interrogative-led question that will give you an understanding of where your opponent really sits on the decision. Some questions that might work are, How would you like to proceed? A simple question like, Where are we? Or, What have we overlooked so far? What would you like to happen next? Or, What would you like me to do? Those are simple questions that will help you gain vision and understand where they are in decision-making.
Remember, it’s their vision of the deal, not yours. That’s what’s going to help make your opponent make an effective decision. Unfortunately, the more pressure you apply, the further they’re going to drift away from making a decision. Until next time, take care, and thank you for listening.
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/1629. Once you’ve clicked over there to grab that download, be sure to click back here for another great sales tip. Thanks for listening!