John Golden’s guest in the new Expert Insight Interview is Tim Kintz, automotive marketplace expert and author of the book ”Frictionless: Closing and Negotiating with Purpose”. As a top sales trainer, he will talk about the art of negotiation and share his secrets on how to master it.
The interview explores:
- Understanding friction
- The successful negotiation
- The importance of mental ownership
There will never be a 100% frictionless negotiating, during any type of purchase. However, it all comes down to two main aspects. First of all, the customer should feel like they are dealing with a professional. Also, you should find a way to make the customer feel like they are winning during the negotiation because, without the small victories, even if the purchase has been made, they will not feel as if they have gotten a good deal. A good deal is not just a number, but more of a perception or a feeling.
The Secrets Of A Successful Negotiation
The most important thing for any salesperson is confidence. The key is to use that confidence to gain your customers’ trust and explain to them why they should pay a certain amount of money for your product. You should be able to transfer your belief in the product, excitement, and enthusiasm to the customer. You want to be sure that you have earned the right to ask for money, and you shouldn’t be afraid to do it. Otherwise, you will show that you either don’t believe in your product or that there is not enough value to it.
Too often, negotiation comes out of desperation, instead of inspiration. Salespeople are frequently afraid of losing the deal when, actually, you should be inspired to make the deal.
The Importance Of Mental Ownership
The whole negotiating experience shouldn’t be just about the money. You need to explain to your customer how is your product going to make them better, more successful, or make their lives more convenient. Try to paint the picture of your customer’s life, and then put your vehicle into that picture. Create mental ownership in their heads by asking questions and trying to understand who your customer really is. Don’t listen to respond, listen to understand.
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.