One of the main rules of a successful businessman says that every client needs to be squeezed out to the maximum. It is thanks to additional sales (upsell and cros-sell) that you can get much more profit.
First of all, when communicating with clients, it is important what role you have chosen in the negotiations. If you have taken an active position, then you need to call customers. If you are in a passive position, then you yourself must wait for a call from the client.
Before starting to "squeeze" the client, you need to conduct a self-test. Have you done everything to achieve your goal? Is the customer determined to complete a purchase of your product? Did you explain the nuances to him?
And now the most important thing: specifics. Nobody wants to mess up life topics, it starts to tire and annoy both sides. It is quite reasonable to ask directly: "When will we sign the papers?" It is in this case that you will not waste your and someone else's time, but will immediately hear the answer.
If the negotiations are progressing, but you notice that the client is "freezing", then you can make a logical conclusion that something does not suit him. Perhaps the price, the quality of the product, or the conditions. In such cases, prove that you are better than your competitors and that your price is the most appropriate.
If you feel superior to the client in negotiations, then in no case stop and do not loosen your grip. On the contrary, act more assertive and aggressive.
Create a “shared statement corridor”. This means that you need to transform any of your statements into a form that is universal for clients. And you must formulate your thoughts in such a way that everyone agrees with you. For example, if you say that about 8 billion people live on Earth, and there are both men and women among them, then no person in the world dares to argue with you - your statements should be so undeniable.
Conclusions:
• do not be afraid to call a potential client, • strive to speak in a language that your client understands, • analyze the market.
