Two weeks ago I coached a client before an upcoming negotiation. His company had been engaged in a relationship with a prospect for over a year that was based on assumptions that were never tested. My client is a real estate developer. The prospect was a potential tenant. The potential tenant provided a Letter of Interest as well as personally expressing their interest in leasing from my client. My client assumed all was good and passed the potential tenants on to other divisions and departments within his company to finalize the lease contract. What he did not know at the time was that the potential tenant had tendered a counterfeit yes.
How do you overcome the objection every time? Live by 2 rules:
- Treat every stated objection as a counter-offer in disguise – an implied agreement.
- The stated objection isn’t the real problem. It’s blocking for an emotional one.
How can you close deals without influencing the other side? You simply can't. Influencing behavior is key to success not just in business, but in life. It's important to remember when trying to influence behavior is that human nature reaction is the beginning of decision making. Here are 3 ways you can use human nature to help influence behavior.