It's Larry Sharpe with Neo-Sage here to talk to you about how to start good negotiations.
Okay, so you've given your pitch, you've given your price, and now they start to decide, "Oh, I don't know. Maybe if ... You're too expensive. It's too hard. Too soft." Whatever. They don't like it for whatever reason. So what do we do?
Well, traditionally, what we do is we ask what the objection is and try to fight the objection. Right? Well, that's putting us right into a battle mode. Well, some of the savvier trainers tell you, "Don't do that." Instead, find out the objection and ask, "In addition to that, is there anything else?" Until they give you all the list of objections. Then you fight every objection and then you win.
No, that doesn't happen. You fight every objection, and then what happens? They have more. Or you fight every objection and they said they have no more ... Fight every objection and they say, "Yeah, I'm gonna think about it." And they still hesitate.
Remember, most ... The vast majority of your prospects will not tell you "no". They'll just hesitate, which means "no". "I'll call you next week. I'll call you next month. Let's talk next year. We'll talk in five years. Wait until my so-and-so happens. Wait until this happens. I'll talk to you February 31st. Soon as that happens, we'll go." That was a joke; February 31st.
Anyway. They always hesitate. So how do we stop that? The first thing is, once they give us any objection, whatever that is, we ignore it. Yes. We ignore the first objection. And all we do is this very simple, simple tactic. We repeat all the benefits all over again. Validate them in front of that person and ask for the business again. It's a very simple tactic, but sets you up very powerful negotiate.
Here's an example. And of course I'm gonna use my words. Use your own words. Be authentic. Be you. But use this style.
All right. I'm talking to Jane. Jane says to me, "Larry, I love it, but you're too expensive. Larry, I love it, but time's not right." Okay, Jane, got it. When we talked you mentioned you wanted to achieve X and you wanted to achieve Y, right? She'll say "yes, of course." You also said that you were thinking about you had a problem with A, and you thought maybe B might be a better answer for you. "Well, yeah, I thought that." Great. So you can see you're gonna get that right here. This is what you're gonna get. And as we mentioned, the price is $900. Do we want to start this this week, or are we talking about starting this next week? And we just start again. We ask for business again.
Now, the advantage is, several things happen. Number one, she has to validate what she said, which we're still back and forth. We're not fighting. We're just talking. If she changes her mind, she will feel bad because she changed her mind. "Well, I don't really want that. What I want is this." It also allows you to still keep your power, you to keep your authority, and now you can say, "Oh, okay. You know what, if you don't really want that, then the price really isn't $900. "Your benefits have changed, therefore your value has changed, and your price has changed.
So we can now renegotiate. Great. But you're coming from power, equality, not begging for the business. Much better.
Other things she can say is, "Yes, I agree with everything I said, but ... " And now she's giving you a real objection. Often, the first objection is not real. It's just hesitation. It's just something he or she makes up just to kind of push you off because they're worried or scared, so they push you away. So they'll give you the real objection, which is great. Now you can handle it, work with it. Maybe there really is a problem with timing or pricing or budget. You can deal with that, then.
The other thing that happens often ... You'll be surprised how often this happens. Sometimes people actually ... they want to go with you. They want to say, "yes". They just want to make sure it's the best price. So they hesitate on purpose to see if you'll fight on price. And when they hesitate and you say, "Okay, I hear you. You want these benefits, right? And these benefits? These benefits are this price." Then they'll go, "oh, this is the lowest price. Okay, it's a good deal." And they say "yes".
Now, obviously, that's not always. But I'm telling you, you try this, and you'll be surprised how many people out of your 10, two or three who would have just said no, and you just use this tactic, will say "okay, let's do it".