Negotiate the Close

Joined: 02 Feb 2009 Posts: 37 Location: Mid-West

"If I can do that - get the contract signed by next
week - can we lock up this deal right now?" I asked.

"Yes, we can," she answered.

Because I asked that one question, a deal that we'd
been negotiating for weeks was instantly done. It's
an old technique, but one worth reminding yourself of
from time to time.

When the other party says they want "one more thing"...
they're often telling you that they're ready to make a
deal - and bells should go off in your head. If you can
live with the request, you can likely close the deal right
then and there.

Recognizing subtle "buying" signs like this one is a skill
you should work on developing. I recommend practicing
whenever the opportunity arises in your everyday life.

Let's say you and your wife can't agree on dinner plans.
You really want Japanese, but she's hesitating. "I don't
know if I want to go out at all," she grumbles. "We always
go where you want to go."

So you say, "Would you be okay with Japanese tonight if we
go to your favorite sushi place - and next time we go anywhere
you want to go?"

She nods emphatically... and you've got yourself a deal.

Joined: 02 Feb 2009 Posts: 37 Location: Mid-West

Thank you.

Larry