Negotiation Tactic - Tell Them, “I’ll Buy It!”
October 26th, 2007 |If you’re trying to sell something major, such as a house or a classic car or a big contract, what’s your number one worry?
Your number one worry is that you won’t find a buyer.
You’ll invest in advertising, carefully setting a price, and possibly hiring agents and brokers to assist in the marketing, and after all is said and done, you won’t get an offer. Or, if you do, it won’t be at all fair to you.
So, imagine encountering a person who says, with very little delay and no guile, “I’ll Buy It!”
What a rush you’ll get, a great feeling of satisfaction will surge into your psyche, and a sense of redemption will well up inside of you, so much so that you’ll downplay the next phrase that the willing buyer utters:
“It’s only a matter of coming up with a fair price” or “It only depends on lining up favorable financing.”
Of course, that second part is critical to the buyer. It’s his leverage and his “out,” an escape clause that will enable him to bow out if the terms aren’t just right.
That weasel phrase about “price” or “financing,” a seemingly incidental proviso will still have the effect of making the seller nearly giddy with joy.
I used this on the listing broker after briefly touring the house in which I’m happily writing this article. I told her in absolutely clear terms: “I’m willing to buy it right away. I don’t have anything else standing in the way, such as another house to sell. I’m pre-qualified to get a 100% loan. So, it just depends on arriving at a fair sales price.”
She lit up, knowing I was for real, and a few days later I told her I really don’t care to dicker. Here’s what I think is a fair price. If the seller agrees, we have a deal.”
And that did it.
Within a few hours, I received my reply. The house was mine.
There is a train of thought that says we should play coy about whether we’re willing to buy. I disagree, completely.
There’s much more to be gained by coming across as a sincere person who is completely qualified to fulfill the terms of a deal.
Providing, of course, it’s fair to everyone!
Are you looking for “best practices” negotiation, sales, customer service, or telemarketing training? Contact us.
Dr. Gary S. Goodman is a top trainer, conference and convention speaker, and sales, customer service, and negotiation consultant. A frequent expert commentator on radio and TV, he is also the best-selling author of 12 books, more than 1,000 articles and several popular audio and video programs. His seminars are sponsored internationally and he is a faculty member at more than 40 universities, including UC Berkeley and UCLA. Gary brings over two decades of sales, management and consulting experience to the table, with impressive academic credentials: A Ph.D. from USC, an MBA from the Peter F. Drucker School of Management, and a J.D. degree from Loyola Law School, his clients include several Fortune 1000 companies.
His web site is: http://www.customersatisfaction.com and he can be seen on CNBC at: http://www.cnbc.com/id/15840232?video=417455932# and reached at: gary@customersatisfaction.com. His blogs include: YOUR CUSTOMER SERVICE SUCKS! and ALWAYS COLD CALL! at: http://www.alwayscoldcall.blogspot.com
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