Greg Bennett's Rambling Thought on Successful Selling #56: Watch for the Flinch and Don't Let it Freak You Out
I do a lot of training on negotiation skills, and one of my favorite topics is "Flinching"...where the client sees the price or offer and gasps, whistles, feigns amazement, etc...those are all flinches. And flinches are designed to cause you, the seller, to drop your price, change your offer, alter your program, acquiesce, pull back, etc.
And as sellers we have to learn how to...
Face the Flinch and not Freak!
When we get the flinch, here are a few suggestions:
- Expect it to happen...it takes a lot of the fun out of it if you're anticipating it coming
- Be surprised by their flinch and call them on it (most don't expect you to even notice it consciously)..."you seem surprised, talk about that" "interesting reaction...what did you mean by that?"
- Use more silence...don't hop in and start lowering your price, or giving away more services...just let silence work
Beware the flinch! And when buying something, learn how to flinch yourself. It's so powerful, you might as well learn how to put it to good use, right?
GB
(Just one of Greg Bennett's "99 Rambling Thoughts on Successful Selling")
