Nov 5 • Sales and negotiations
Frontload "The Bad": Owning the Objections and Deal Killers First
Some of you are probably going to enthusiastically disagree with what you are about to read, and you are going to think that you would never want to do it. Even so, I ask you to keep an open mind, and even if this seems wrong, consider that it might work a lot better than you anticipate.
If you have parts of your product that have turned people off in the past, one of the best things that you can do is to draw attention to those potential deal killers as soon as possible. For example, if your product is considered expensive, mention that right at the beginning so that you can know as soon as possible if there is no potential agreement here.
What you, also, want to do is to counterbalance that potentially negative admission with something that could benefit the other person who you are speaking with by saying something like, "My product is by far the most expensive on the market, and independent studies have shown that it lasts 8 times as long as the competition’s. How do you feel about that?" Saying this gets what could sink a deal on the table right up front, which is your bast chance at having some potential influence on the prospect's decision.
Bottom line, it is invaluable to know where you stand in any conversation, and that is the driving force behind what is suggested here.
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Frontload "The Bad": Owning the Objections and Deal Killers First
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