I was recently in Koh Phi Phi, an island near Phuket with breath taking view. Like most of travels, I would most definitely shop. Shopping on those little streets can be a unique experience for someone who has never done it before. You are always advise to bargain.
One negotiates to get the best price before the sale. Personally for me, negotiating is actually half the fun of shopping.
An incident that truly caught my eye was when I wanted to buy a gorgeous lace skirt. The vendor spoke very little English so our communication was based on punching buttons on a calculator till we get to an agreed price. Interesting way to negotiate isn’t it?
Well, of course some may think in the professional world of selling, we cannot do this but that don’t mean we can adopt this.
Working on the calculator implies that you are not just quoting any price, but working out something special for this customer. While at it, mumble things like ‘less discount’ and ‘I’ll take another 3% off, just for you’. Then either read out the price or turn the calculator around to show the customer. The customer will feel more obliged to agree to the sale.
Here is another way to do this and I personally do it regularly. Do note that this may not work with big ticket item with short payment tenure. After which, you would need to know about your prospect though:
a. Is he a coffee/tea drinker?
b. Is he a smoker?
When a prospect objects to the price or payment, the salesperson punches the total amount into a calculator and do the magic of converting the total or monthly amount into a daily number making the amount seem more reachable.
Then you can go, “Looking at the investment as one amount does seem huge. If we were to really look at it, though, this amounts to $2 a day. That isn’t even a cup of coffee, is one less cup of Starbucks coffee going to hold you back from something you desire/ this isn’t even a pack of cigarettes, is smoking less going to hold you back from something you desire?”
This is a good close to use but needs a lot of practice. Timing has to be precise to use this close. You have to see strong buying signals from your prospects despite their reluctance to move forward.