Jeb’s New Book INKED Teaches You to Become a Master Sales Negotiator

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The last stop was the bathroom in our master bedroom. He collected the measurements and started writing up the order. As he did, a worried look crossed his face, and he shook his head. Then he looked up said, “You know, all this custom work is going to be really expensive. Are you sure you don’t want to go with our standard doors? It will save you a ton of money.”

He clearly missed that the walls and floors of the newly remodeled bathroom had freshly installed imported marble costing more than $30,000. Rather than up-selling and showing us even more options, he was negotiating down, projecting the size of his wallet on us instead of focusing on the size of ours.

Projecting, which is all too common for salespeople, will norway telegram data cost you dearly at the sales negotiation table. When you negotiate with the size of your wallet, you routinely apologize for your prices, give concessions without being asked, and decide for your buyers what they can afford.Question From Paolo Dionisio:
Love your books! Just bought and read your book on Objections. In the red herring section you talk about defaulting to ignore. How would you go about responding to the red herring objection “the last time we used your company we had a terrible experience”?

Answer:
When your prospect says something like this, it feels like you need to either apologize or defend yourself and your company.

Before you make that mistake though, consider this: If they had such a poor experience why are they meeting with you?

The fact that they are meeting with you is exactly why this is a red herring that you need to ignore.

When you are in initial meetings with prospects and they hit you with “the last time we used your company we had a terrible experience” do this:

Pause and acknowledge the statement by writing it down in your notebook.