The punch list is complete, but don't be hurried in collecting that final check. Nor should you exit a sales call on a sour note, regardless of its conclusion.
“What people usually remember is the last minutes of the negotiation, not the first,” writes sales consultant Michael Lee, in his new book Black Belt Negotiating: Become a Master Negotiator Using Powerful Lessons from the Martial Arts. Those are often the make-or-break moments for winning good will, referrals, or projects down the road. He says to always end on a positive note that makes the other party feel good about doing business with you and lessens any chances of buyer's remorse.
If the project has ended, for instance, congratulate the client for making a great investment. Remind him how much he'll enjoy his new kitchen and those gourmet dinners he has wanted to host.
If the sales call ends in agreement, congratulate the prospect for negotiating a good deal. Remind him of the benefits: the great team he'll be working with, the care they'll take of his belongings, the beautiful space that will result.
If the sales call ends inconclusively or with a “no,” salute the prospect for thinking carefully about this important decision. Fairness and generosity “broadcast strength,” Lee says, and that's a positive impression to leave prospects with.
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