The sale’s made…Success guaranteed…

The sale’s made…Or is it?

So you crafted a great presentation, delivered the perfect close and the buyer even agrees…Eureka! But the then prospect utters the ever famous “There’s just one more thing though” phrase.

Now when you were a newbie, you would have thought “so what? How big a deal can that detail be? I just made a great sale”. But today you’re a lot older and a bit wiser so you immediately recognize that the conversation has taken a paradigm shift.

Now we’re negotiating and not selling. And that’s when we need to be consciously aware of what’s happening and tamp down our euphoria a bit and maybe better shut it down completely.

Because if we remain in that happy state of winning, we’re apt to precipitously agree to something that in a few weeks or months we’re going to seriously regret.

So we treat that comment a little like a sales objection – that is we listen carefully to what’s being put on the table. And since it’s a negotiation we’re prepared to be flexible, but not a pushover.

And very importantly we have remember rule #1 of negotiation: Be prepared to walk away if that “detail” is actually a deal breaker!

Next up: Nibblers and big biters.

Success guaranteed…Or maybe not so much

Those who think being in our business is easy are those who’re not in the business. BTW that goes for pretty much any endeavor imaginable. That’s because for the outside looking in most things always look deceivingly easy.

Take the foodservice industry. A lot of folks’ think it’s a simple business. Maybe that’ s why so many eateries open and then shutter just as quickly.

However the truth about business failures – or more correctly successes is actually simple. Most of those failures are the result of that budding entrepreneur not knowing the nuts and bolts of the business they want to start, or not having any real experience running a business, or (often) both!

On the other hand when the entrepreneur is knowledgeable about the enterprise they’re about to start, success is far more likely. And if that start

up’s owner is also experienced in the business of running and managing a business, success is almost a given. Maybe that’s why so many soapers reading this are so successful.

Next up: Is a little reckless a good thing?