Main navigation

I wish I could shorten the selling cycle, especially with my corporate clients. I often wonder how can I get the client all the information they need so they can make a quicker decision. I don’t consider myself a particularly good negotiator. In fact, after attending a workshop with Dr Victoria Husted Medvec recently and doing some role plays, I’m even more sure that I could sharpen my game when it comes to negotiation.

These are the three things I am going to take on:

  1. Never, ever, ever deliver a proposal without being there – (apparently this can as much as cut the sales cycle in half) – call the prospect to say you have finished it and talk them through on the phone – or in person (gives you a chance to address each point/reduces confusion).
  2. Never guess ‘What the client can afford or is willing to pay’ – start at what the project is worth and let them negotiate down where applicable. Don’t second guess them. Let them decide.
  3. Before you begin a negotiation – always know your desired outcome. Know what your goal is; know your baseline to go down to; know your failure point (ie your real cost) and be prepared to concede  (make it a positive thing)

There is much more to negotiation than this – it was a half day session that I attended. I look forward to putting this into practice.

 

Reader Interactions

Comments

  1. This is a great article as we just adding proposals as a process in our sales to potential clients who need our help with importing products from overseas. Thanks for the great tips.
    Jackie.

Leave a comment
*All fields are required

Your email address will not be published. Required fields are marked *

join the conversation
@ the huddle
Click to discover how I can help you progress to the next level through my Facebook Community The Huddle.

@naomisimson

  • Oh my it looks like I'm about to take a massive bite out of someone on tomorrow's @sharktankau .... 😆 join me On TEN at 7.30 💃🦈
  • I never tire of #sunrise over #sydneyharbour. It changed within minutes. Swipe left to see the changes over 3 minutes. It's gone already, #nofilter #fire
  • Happiness:
Think less, Feel more;
Frown less, Smile more;
Judge less, Accept more;
Watch less, Do more;
Complain less, Appreciate more;
Fear less, Love more....
Give it a crack 😎on a weekend like this what's to stop you! #naturalbeauty #happiness
  • Friday drinks must be here soon surely ... or I'm out! #friyay
  • In the 90s I left my cushy job at Apple.

I’d be a squillionaire if I still had my stock options.

I don’t regret it. Here's why:

After 10 years of corporate, I wanted to ‘do my own thing’. I started with freelance marketing.

My strategy? Hard work and build strong brands.

It seemed to work - new clients came from referrals.

But after 18 months, I came to a realisation:

All my clients wanted was “more customers”, not complex branding plans.

SO I thought I’d build a brand of my own. Something to get them “more customers”. RedBalloon was born. The purpose? Give people amazing experiences.

16 years on, RB has delivered 3.8 million customers to 2000 small businesses.

Now, when I give talks, I always get the same question: “How did you build such a strong brand?” Funny how it comes full circle.

I can’t answer that with a time limit.

Though I think I found a way - an online course. “How to Build your Business Brand” - years of experience in one place (link in bio if interested). But, that’s not the point of this post.

If I stayed with Apple I’d be unbelievably wealthy.

Quitting was still the best thing I’ve ever done.

So if you want to take a leap of faith, do it.

All I ask you is this:

Trust yourself and never underestimate the power of brand.

follow

download the book

To learn more, enter your email for a FREE copy of Ready To Soar, Chapter One.

close x
  • enter your first name
  • enter your email
  • join the community

    To Learn more, enter
    email for a Free
    copy of Ready to Soar,
    Chapter One

    plus an invitation to join
    The Huddle Facebook community.

  • enter your name
  • enter your email