Some
believe that aggressive sales techniques get results.
But
no one (buyer or seller) likes to be pushed, contradicted or manipulated. When
you are, you have a choice of how to respond…either as a bully or as a
listener. And depending on how you choose to react, we can pretty much predict
the result.
If
you try to bully the opposition to your way of thinking, you will either lose
now or in the future. If you listen, you have an opportunity to re-define the
situation.
Sales negotiation training experts deal with bringing opposite sides together all the time. They recommend that when you are challenged, you should stop, look and
listen. Try to understand and empathize with the other side’s position before
you advocate for your own. Force will only result in resistance. But if you
take the time to appreciate another perspective and confirm that your
understanding is accurate, you will at the very least have shown respect. At
the most, you may persuade them to your point of view…not with strong-arm
tactics but with respectful attention and reason.
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