Let them disagree close

I’ve noticed an increasing trend that many sales conversations are no longer with a key Decision Maker. I believe this is a product of Work from home. Key decision makers and sale influencers are often not in the same room.

The fundamental change to the way we work means it’s harder to get access to the decision-making group. The path forward now, is often to teach your prospect to sell your product on your behalf internally. In this way salespeople become mini sales-trainers and prospects have become mini-salespeople.  

So, we teach our prospect to represent our product then they go off into the client and try to get agreement. This is too hands off for my comfort, but in many cases over the lockdown seemed the only way in.  

Now, training even seasoned sales reps is difficult at the best of times. The way this technique works is like a positive affirmation. When your prospect says something about your good, service or company, say something incorrect or argumentative.

Technique 1

You take the negative stance about your own product. Make them disagree and speak positively about your product. When they do, you know they can sell your product internally.  

Technique 2

You don’t have to agree with your prospect to negotiate a successful deal. In fact they will often respect you more if you can get to agreement without seeing eye to eye. Some of my best clients started with actual fist fights.

A wise man once said ‘a good agreement is one where neither side is happy