Negotiate Terms to Get to Yes!
When you are approaching a prospective client or hiring manager, you have a 1/3 chance for getting the sale or being hired. Why? Either of you have the opportunity to say, “No thank you.”
Prior to all meetings – job or business, come to terms with understanding why the the hiring manager would potentially say “no”, or why your prospective client might do the same. Where are your weakest spots, and how may you psoition them either in a new light as a strength, or, truthfully state you are working to strengthen them?
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Repositioning is a sales technique that lends greater insight as to why you work the way you do as well as backing the facts up with examples of success stories. Have your favorite stories in mind in anticipation of your meeting, but keep them to two minutes maximum.
On the other side of the table, probe with questions as to what the other party’s experience has been up until now. Learn why you are being questioned with doubt implied. Toughening up and communicating well is a requirement to get the sale. Be of the mindset to do so. It’s not easy to hear people question your ability but it’s important to be able to address it well. When you do, you come to be admired by your clientele and peers thereby strengthening your personal brand.
Standing your ground while building relationships with those you encounter will not only help you attain the sale, but will lead to repeat business, referrals and testimonials – the definition of the Smooth Sale!
Read Addtional Strategies and Techniques:
Nice Girls DO Get the Sale: Relationship Building That Gets Results, Sourcebooks
HIRED! How to Use Sales Techniques to Sell Yourself On Interviews, Career Press
