15% OFF ALL PURCHASES | 25% OFF $75 | 40% OFF $125 | FREE SHIPPING OVER $100
0

Your Cart is Empty

Sales Secret #2 The Buyer’s ‘Insistence’ Tell

November 19, 2014 10 Comments

Hope you are slaying it this week!

I wanted to share this little secret I came to learn after negotiating for 35 years with very shrewd business owners. I learned this little trick about how to handle the most aggressive of negotiators.

I am sure you have come across that buyer that almost yells at you during the negotiations, sometimes even before the negotiations start. They say, “I’m absolutely not buying today” or “we can not go over this amount” or any other number of positions.

Of course you have had this aggressive “grinder-type" negotiator. They are almost overwhelming to the underprepared sales person. First, understand the aggressive buyer is almost always able to buy. I would much rather have this buyer, than the one that is complacent and never buys anything. Second, you must avoid getting overwhelmed or becoming argumentative. Just let the energy hit you and go over you – do not take the bait. Lastly, consider that the buyer’s insistence to NOT do something is covering up a desire to do that exact thing. Otherwise, why such a strong response? Much like bullies are not courageous, the screaming negotiator, acting overly aggressive, may actually be showing you where they are most vulnerable. In poker a player that presents their hand as very strong often telegraphs weakness in that hand. Today when I get a very strong insistence to not do something I know I have a buyer and in fact, I have a buyer that will actually do what they so strongly claim they will not. Consider the last time you told your kids “don’t ask me again” and just moments later you were doing exactly what you swore you would not do. Put this away as one of your new negotiating strategies, “The more the buyer insists they won’t, the more likely they will.” Have fun with this one and let me know how it works for you. For more tips on how to crush it in sales and life, check out the 10X Seminar I just delivered at the Hard Rock in Cancun to a group of entrepreneurs. It's over 5 hours of content on how to 10X your life, your business, your social media and get rid of those things that are holding you down in life. This sales secret is incredibly important to grasp and master. If you get really good at turning the adamant “NO” buyer you will close more deals and make more money. Be Great, GC

10 Responses

Sean Gallagher
Sean Gallagher

November 01, 2016

Nice Grant! I’ve had first hand experience with this and discovered the same thing. I was amazed at how if all I did was keep my cool, act bored with their yelling and ranting, and just keep selling, they melted down and closed themselves. Pretty wild! I’ve had it happen several times.

LandJet
LandJet

November 01, 2016

I agree with you Grant, 100%.

I just had a client tell me he will buy my Mobile Office if I can get the price to $60,000. He would not spend more.

I sent a quote at $75,000 telling him I apologize, but I cannot get to his $60,000 price. (I sent the full proposal any way.)

He said, “OK.” and I delivered it today. He was thrilled with his LandJet Mobile Office Vehicle (MOV). See what he purchased at http//:www.landjet.com.

Everything you say here is true and I want to add my support for you statement,

Thee Parris Hill
Thee Parris Hill

November 01, 2016

It’s scary just how often this is my issue! In the beginning not understanding that we attract who we are i would take there strong hold as…DAMN! not again, im done this guy/girls pissed and disgusted with my recommended service/product. Now knowing…Parris your a strongminded dude…you get stuck in ways…go for the close just like if someone had to close me. BOOM! instantly changed about 80% of my overall transactions. Your the man as always Jedi Cardone.

kinnare
kinnare

November 01, 2016

Grant, I wish some one would teach how to held customer from Asia, I do not want to sound like stereo typing. It very hard deal with them. By the way I am from that part of world :)

Kat Harvey SNL
Kat Harvey SNL

November 01, 2016

GRANT, YOU ARE SO ON POINT ABOUT HOW THE AGGRESSIVE BUYERS ARE MORE SUSCEPTIBLE TO BUY THAN THE COMPLACENT BUYERS. TOO OFTEN WE RETREAT WHEN WE SHOULD CONTROL THE CONVERSATION AND ASK FOR THE SALE. LOVE THIS POWERFUL MESSAGE BOSS

Linda Las Vegas
Linda Las Vegas

November 01, 2016

So true. Especially true in a seller intimated sale.

Peter Goral
Peter Goral

November 01, 2016

This a great reminder of how important it is to maintain control of the conversation regardless of what’s taking place. It reminds me of the fighting style of Steven Seagal who utilizes Aikido, which is using the opponents own strength and inertia against themselves. Nice post Grant.

Sebastian Tiplea
Sebastian Tiplea

November 01, 2016

Hello there. I have been following Grant’s rants for a while, I recommend him to any business, big or small, we learned a lot at http://evolvevideomarketing.co.uk/ from Grant!

Linda Las Vegas
Linda Las Vegas

November 01, 2016

Especially true in a seller “initiated” sale.

This Girl
This Girl

November 01, 2016

Like it parris hill excellent view point

Leave a comment