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.
 

Grow & Scale Your Business by Naomi Simson

Tell Naomi a little bit about your business by completing the questions below. (It will take less than 60 seconds)

Answering your #1 Biggest Business Challenge question tip: 

Go beyond just saying "Poor Cashflow" or "Unreliable Team". 

Instead, give Naomi details & specifics on how this is currently your #1 Biggest Business Challenge. 

I.e. "Every month I'm struggling to pay my bills on time because there just isn't consistent cash flow coming into the business. I've tried sticking to budgets in the past & pay myself less to keep some extra funds aside for emergencies, but still every month there seems to be another financial fire to be put out. I don't know what to do about it, so I'm just grinding it out."

 

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