Sean: How do you negotiate?
David: So I think a lot of things depend on products. I value my product. Now I do offers. It’s a marketing technique. I don’t lie about that. That’s true.
I value every person that wants to start with me. But I have a pipeline that is thick enough, so I don’t need the business. If you are worried about whether you should take the business or lower your price, because your pipeline isn’t thick enough, you don’t have enough people out there that want to work with you. So it’s not a price problem. It’s a prospect problem.
So if your pipeline is fat, you can have follow-up systems where you don’t need to worry about that, or you go into it and you practice out that. And this is what I do to a lot of people.
If you will go in for the price and they’re freaking out, mostly because they don’t see the value or they’re just being a chance. So you need to re-identify just because it looks like a cat doesn’t mean it’s a cat in sales. You look at a normal cat in real life. It’s a cat. But because it looks like a prospect doesn’t mean they are.
So it’s having these strategies. So when people talk about value, we have to go through – we identify with, ‘is this prospect actually a prospect that we can close in the current state where they need and what we can deliver on?’ If all of these boxes are checked and I am just sitting on this bed because they don’t even know you well enough, they don’t like you enough, or they don’t trust you or something else is going on, they haven’t done it.
So the best thing to do is go through a series and steps, which you can go through to isolate each objection. And imagine that you’re, you’re trying to herd sheep down a corridor with loads of balls. You’re ahead of the sheep. And you literally shut one door. If you shut that door, it stops going through it. So one door in a sale will be interesting. Okay. Listen, before we go any further, what I want to do is I’ve gone down this road before and it’s turned out actually, this wasn’t a good fit.
You also need to put a little note In your head, change our question, change our pre-call to make sure this happens never again. Or if it does have a third, then you just handle that. So that means you need to deal, get them in on the call with you whatever it is.