DON’T DO IT
PART 2
DAVID RUBINSTEIN
EDITED BY
JIM OLSON
I’ve been thinking more and more about what happens when Sellers get in front of Buyers. What do we say and what don’t we say? What do we really mean? How many of us have a plan? How often do we actually implement that plan? How often does something new or unexpected throw us off our game? What impact does pressure have on our performance?
This is a continuation of Morsel #42, dealing with questions not to ask. Here are number of things that Sellers say but probably shouldn’t:
WE SAY THIS: Can you make the decision or is it your boss?
WHAT WE’RE REALLY SAYING: This guy can’t possible pull the trigger on this deal.
WE SAY THIS: I don’t think we can do that.
WHAT WE’RE REALLY SAYING: Our company can’t do that. And, there are probably a number of other things we can’t do. Perhaps I should be quiet now.
WE SAY THIS: I really need to take this call.
WHAT WE’RE REALLY SAYING: Someone, or something, else is more important. On the other hand, maybe I should leave my cell phone in the car next time.
WE SAY THIS: I was just driving by and I thought I would stop to see if you need anything today.
WHAT WE’RE REALLY SAYING: I don’t have anything better to do. And, you’re probably not that important, anyway.
WE SAY THIS: What can I do to get the business?”
WHAT WE’RE REALLY SAYING: I border on pathetic. I’m just looking for a commission. Please throw me a bone!
WE SAY THIS: I know you’re busy so I’ll only take a few minutes.
WHAT WE’RE REALLY SAYING: Maybe I’ll get lucky and hit a quick order. Or, it’s too hard to determine what I can do to make their job easier.
WE SAY THIS: The major reason for the price increase is because our costs have risen.
WHAT WE’RE REALLY SAYING: We’ll just pass it on. Or, I’ve got problems you can’t begin to understand. We may want to appreciate that this Buyer is, in all likelihood, the low bidder on the project. As if they are concerned about our problems.
Remember that once something is said, it cannot be retrieved. Know what you’re going to do, say and ask before you get there.
What do you think?
Good Selling to you!
Thanks to Chris Gerondale, Andy Dolich and Rick Linsdey for their input.
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