Most of us are afraid to say no because we don’t want to lose the deal, right?
Well, here is the truth – if you have made it through the sales process and you have done your job and the prospect has invested a lot of time and emotional energy in the process….you can say no. It’s ok and is a very effective tactic.
We had a negotiation last week and, in this case, a renewing client asked for something that was below our price. I said no to the request, but said we would be happy to restructure the deal to make it work – an even exchange – less product or something in exchange for a further discount.
Voila! We agreed on a testimonial and a case study which has a lot of value so we reached a fair deal.
Don’t be afraid to say “No”. You will gain power in the negotiation and you will arrive at a fair deal that makes sense for all.
Brick
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