Timid or a Creep
80% of your success depends upon your ability to negotiate
You have an effective lead generation program. Sending a potential customer your company brochure or directing her to your website is secure. Even setting up a follow-up in-person meeting may be quite straightforward. Selling her on the services your firm offers could be hard.
Entrepreneurs and executives alike often go to great lengths to explain what their product or service is, only to be rejected. Avoid the same fate by steering clear of these two approaches:
Giving In. Don’t offer to change things at the slightest hint of disapproval. Giving In doesn’t demonstrate flexibility; it sets a precedent and may also show that you don’t value your service enough. Instead, ask the right questions. Respond with rationale, logic, and validation to convince the potential customer to do what you want her to do.
Persistent Persuasion. If the potential customer does not agree the first time, maybe she will be enlightened and accept your logic second time, once you clarify. If you find yourself repeating several times, and every time you repeat it, it is louder, you are most likely a creep (unctuous) to her.
It is time to begin negotiating. Take a break and make a proposal.
