by Henk Botha FIAC B.IUR. LL.B
© 2000 Bellstone Training (International) Limited
You may not reproduce this Report in any way without the express written permission of Bellstone Training (International) Limited, First Floor, Victory House, 99 - 101 Regent Street, London W1R 7HB, England
In selling, salespersons are often taught first to make the sales presentation and to ask for buyer's decision last. To save time, it's better to ask the potential buyer whether he can make a decision before making the sales presentation. This relieves you of the pressure to make the deal. If the buyer says "No, I can't make a decision", you know the position. You may decide to continue negotiating with him. If there is no deal, you knew it beforehand. If you do make a deal, it's a bonus. On the other hand, if the buyer says, "I want to think it over", say to him that you cannot do business on that basis. Tell him that it would be OK to say "Yes" or "No", but that he should not say, "I'll think it over." Say to him, "If at the end of our meeting you say, 'I'll think it over', I will take it as a 'No'. It's OK with me if you say "No". I'll respect that. I don't want to put pressure on you to say 'Yes'. Can we proceed on this basis?"
By using this technique, you can close deals without putting yourself under pressure.