Tuesday, November 4, 2008

Sales negotiations online and offline

Sales Negotiations Online and Offline

On or offline you are always going to have people who are going to want to haggle with you, whether it be over price or the amount of product for the price. In other words, they are going to want to get more out of you than you are willing to give for the money. And what many people will try to do is tell you that if they can't get it from YOU at that price then they can get it from somebody else.

What you want to do, instead of giving them an outright no to their request, is to use the power of the higher authority approach. This is where you tell the person that you don't personally have a problem with doing this but you have to check with, whoever first. This way you are telling the person that you don't have the authority to make such a decision.

For example, let's say you are promoting an affiliate program and the person is interested in signing up but wants more than the 14 day trial period. They are asking for 30 days. In this case, you really must have a higher authority, the program owner. You can tell the person that you'll put in the request to the program owner but you really can't promise anything. One of two things will happen. Either the program owner will agree, in which case your problem is solved and you have a sign up, or the owner will say no and you simply relay this info to the potential sign up.

But this doesn't mean you have to lose the sale. Why? Because if this person wasn't really interested in the opportunity they wouldn't have gone as far as to ask for the extended trial period. This tells you that they are a real prospect. In this case, what you tell them is that you feel it would be foolish for them to pass up such a great opportunity for a couple of weeks and show this person how much you've made with this great opportunity. Ultimately, in most cases, they will give in and sign up anyway.

But what if you are the highest authority? Well, they don't have to know that. For example, if you are selling your book or program through a third party vendor like Clickbank or PayPal and somebody asks if they can pay less for your service, you simply tell them that all sales have to go through the third party source and even though it is your product you still have to abide by their rules since they are handling all payment processing.

With a little imagination, and a lot of plain honesty, you can always get out of committing to any request personally.

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