Leverage – know when you have it and use it

We are overwhelmed with buzz words for my liking but I happen to like this one, maybe because I have an engineering degree and can relate to this word in a way that makes sense to me.

Here is one of my basic principles in business – know who has the leverage – and then act accordingly.  Similar to gambling, when the odds are in your favor, go all in.  When you have the leverage, use it!

Great closers know when they have the leverage and use it to maximize the price and deal terms.  Remember, sales is a complex battleground between buyers and sellers so you have to capitalize on every advantage in the game.

As you are gathering intelligence during the sales process, look for leverage points.  If you listen, it’s guaranteed your buyer will tell you everything you need to know to close.

Leverage this post and close more business next week.

Brick