You be the judge. Here it is verbatim:
Posted: Mon Jan 27, 2025 6:16 am
Epiphany
It was this dynamic that caused me to think creatively about how to offer concessions.
There must be a way, I thought, to see if a deal can really close by end of quarter without telegraphing the concession and having to give that concession later even if they couldn’t close by EOQ.
And thus “Something Special” was born.
The “Something Special” Trial Close
Many professionals have told me that this one close is among the most valuable things they’ve ever learned in sales.
“Does it make sense for me to see if we can do something venezuela telegram data special for you if we can get everything wrapped up by the end of the quarter?”
Naturally, you adapt the time frame to suit your situation. Otherwise, I recommend you use it verbatim.
Attitude
We must come to the conversation without any particular concession in mind here.
Determining exactly what the client deems as “special” will require another step and further conversation.
Your attitude should be: “Well, I don’t know what my options are without talking to some folks, but if the timing is right, I’ll go see what I can do for us.”
The beauty of this approach is if the timing isn’t right for the client, you will never have to discuss what that “something special” might have been, and your margins are preserved going into the next period.
If the buyer says that it “IS possible to wrap things up” within your timeframe, then you have a couple of options:
Ask what they would find most valuable. Not guaranteeing anything until you first talk with others inside your organization.
It was this dynamic that caused me to think creatively about how to offer concessions.
There must be a way, I thought, to see if a deal can really close by end of quarter without telegraphing the concession and having to give that concession later even if they couldn’t close by EOQ.
And thus “Something Special” was born.
The “Something Special” Trial Close
Many professionals have told me that this one close is among the most valuable things they’ve ever learned in sales.
“Does it make sense for me to see if we can do something venezuela telegram data special for you if we can get everything wrapped up by the end of the quarter?”
Naturally, you adapt the time frame to suit your situation. Otherwise, I recommend you use it verbatim.
Attitude
We must come to the conversation without any particular concession in mind here.
Determining exactly what the client deems as “special” will require another step and further conversation.
Your attitude should be: “Well, I don’t know what my options are without talking to some folks, but if the timing is right, I’ll go see what I can do for us.”
The beauty of this approach is if the timing isn’t right for the client, you will never have to discuss what that “something special” might have been, and your margins are preserved going into the next period.
If the buyer says that it “IS possible to wrap things up” within your timeframe, then you have a couple of options:
Ask what they would find most valuable. Not guaranteeing anything until you first talk with others inside your organization.