The most powerful word you can learn in any sales negotiation training program is this: "___." That’s right! Say nothing. Nada. Zilch. Zero.
When a prospect says, for example, "You’re price is WAAY too high."
Respond with, "___."
And that means they’ll tell you why they think it's too high. That's what you're after, isn't it? There must be a reason for saying your price is too high. And, if you're quiet, they'll have to tell you what their reason is.
Then, you can address their objection.
Okay, if you're not comfortable with silence, you might also simply respond with, "Why do you say that?"
You'll get the same result: They'll tell you why they think it's too high.
This is just one of the negotiation strategies and tactics contained in the Sales Negotiation Training book called, "How to Sell at Margins Higher Than Your Competitors."
Published on June 29, 2010