Many companies and individuals put too much faith in the magic of tactics, and apply them indiscriminately without fully understanding the balance of risks and rewards. “1. Open enthusiastically” “2. Use the customer’s name as often as possible” “3. Ask three questions that all have a YES response” “4. Create urgency” “5. Test-close” “6. …”Sales person: “What are you reading there?” I was half way through the document when the sales person interrupted me with her question. She had been busy completing my booking, but now appeared finished and directed her attention away from the computer and towards me.
Negotiator: “I’m reading this document labelled sales tactics for use with our customers. I have to say that you did indeed open very enthusiastically.”