Getting What You Want
How do you always get what you want? That was the question asked of me in childhood by a cousin. “Always” could probably be reduced to “most of the time”. It was innate sales skills that made the difference. Here are tips for the most common practices used for selling your ideas or services, negotiating, and getting what you want.
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1. Overcome objections with questions.
Asking “why?” leads to improved understanding of what the other person is believing and/or thinking. The answer provides insight for what to ask next.
2. Always communicate with a sincere smile.
Being calm, collected and direct with a smile on your face is more likely to receive honest answers. There may be underlying issues that were not previously divulged. The sincere smile sends the message you are there to learn in order to find a happy outcome.
3. Invite questions.
Simply beginning the conversation by asking, “What are your concerns?” will open up the conversation. If the original answer was “no”, there has to be at least one concern attached, and there will be no denying it.
4. Find the middle ground aka negotiate
Ask, “How do you see the solution?” Listen carefully for added insight and possible new opportunity. Then offer what you are able to provide in terms of their interests as previously discussed. Become the leader by offering further possibilities to explore in order to find the improved solution.
As the buyer, walk away without emotion if the offer is not satisfactory. Do not feel pressure to buy, you will find a better opportunity elsewhere. As the seller, do not pressure anyone into buying. The last thing you want is an unhappy client, as the dissatisfaction will spread virally. Work instead to find the best-qualified match. Upon developing the relationship and trust will encourage 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
