“If I can do that – get the contract signed by next week – can we lock up this deal right now?” I asked.
“Yes, we can,” she answered.
Because I asked that one question, a deal that we’d been negotiating for weeks was instantly done. It’s an old technique, but one worth reminding yourself of from time to time.
When the other party says they want “one more thing”… they’re often telling you that they’re ready to make a deal – and bells should go off in your head. If you can live with the request, you can likely close the deal right then and there.
Recognizing subtle “buying” signs like this one is a skill you should work on developing. I recommend practicing whenever the opportunity arises in your everyday life.
Let’s say you and your wife can’t agree on dinner plans. You really want Japanese, but she’s hesitating. “I don’t know if I want to go out at all,” she grumbles. “We always go where you want to go.”
So you say, “Would you be okay with Japanese tonight if we go to your favorite sushi place – and next time we go anywhere you want to go?”
She nods emphatically… and you’ve got yourself a deal.[Ed. Note: Paul Lawrence is a successful entrepreneur and publisher who has started over a dozen profitable enterprises. To get more practical small-business tips, check out Paul’s “Street Smart” program by clicking right here.
Effective negotiation is just one skill you need to be successful in business. To learn dozens of others, use Ready, Fire, Aim: Zero to $100 Million in No Time Flat by Michael Masterson as your reference guide.]