Sell Risk on the Negotiation Table

This blog is about the scenario where the salesperson has gone through the Sales Process of Need Analysis , Objection Handling, Part Closing and Closing. Once the principal closing of sale has happened, it is time for negotiation to begin. At this juncture wherein the final terms and conditions of the deal are being discussed, customer makes a last ditch effort to squeeze whatever they can from the salesperson and always justify the same with the lollipop of sales deal that they pretend to be offering to the salesperson.

The typical conversation runs as follows:

Customer: Yes, please tell me your final deal because now we have decided to buy your product.

Salesperson: Sir, I have already offered you my best and as a result of that we have reached thus far in the sales journey with you. I have nothing more to offer to you.

Customer: If you could offer me so much when you sales order was not sure, I am sure you can offer me something more now that you are sure that you are going to get the order.

Salesperson: Sir, if I go down any further on my price, I will not be able to give you the kind of service that I would love to. Hence please do not ask me to go down any further.

Customer: How dare you talk of liquidating your service? After all, we are a big customer for you. You think it over.

Salesperson: ………. Continues to plead, beg, persuade……..

Customer: Yes, please tell me your final deal because now we have decided to buy your product.

Salesperson: Sir, you are the boss and I would request you to dictate the final deal to me but please do not forget the <Risk1> that you would entail by not buying my product/service. This risk could lead to a loss of <Rs Y> in your business. We must work towards mitigating this risk.

Customer: If you could offer me so much when you sales order was not sure, I am sure you can offer me something more now that you are sure that you are going to get the order.

Salesperson: Sir, my relationship with you is always more sacrosanct than this order. I reiterate the <Risk1> that would unnecessarily incur a loss of <Rs Y> in your business. If you think , we are the top choice for you to mitigate this <Risk 1>, let us go ahead with the deal.

Customer: You seem to be very sure about the <Risk 1>. Can we talk something more about it? I want to understand it better.

Salesperson: ……… goes ahead and explains the risk and the financial losses therein.

There is no way that as a salesperson you will not get the deal if you are able to establish the following three steps in your sales negotiation process:

So next time, if you are sitting on a sales negotiation table allow the customer to ask for a better deal while you keep on harping about the Risk and the financial loss therein that the customer will invite by not buying your product or service.

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