The Gil close
Written by Jamie May
Most people have too much ego for this technique. Marketing would probably be shocked. In the Simpsons, Gil is the terrible salesperson. He is always begging for a deal or loosing a deal. However, there is a technique here for the right occasion.
‘Break the fourth wall’ in negotiation and be real with your prospect.
For example;
- ‘It’s the end of the month, if I don’t bring this deal to success, I’m going to get fired, how can I get your business?’
- ‘I’ve got to pay rent or I’m getting evicted. Could you please buy this.’
Its a little self effacing but the salespersons job is to get the prospect to actually stop and think about the negotiation or offering. Being this brutally honest can do that.
- People are inclined to help someone that asks for help and feel good about doing it.
- You come across as a human with human problems.
- Some people love to get caught up in drama.
- Being humble makes the prospect feel superior and are looking for that feeling in a purchase.
- Finally, the prospect may make it easy for you by producing a list of demands, so you have progressed the negotiation to fine details.
