Negotiate to Clarify Close
If the close is imminent, you might negotiate the customer’s easy questions, such as “Is Tuesday delivery possible?” “Does it come in red?” “What’s the lead time?”
On the other hand, tough questions are usually the objections. Classic objections include the following:
Inertia. “We’re just fine with our current suppliers.”
Budget. “That’s not in the budget this go-around.”
Quality. “I’m not sure that’s the quality that will work for us.”
Price. “Your price is just too high.”
Questions or voiced objections let you know that a negotiation is in progress.
Objections are easily defined: Anything that isn’t a yes is an objection—whether voiced or unvoiced. However, if your customers have no questions, they’re not involved in ...
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