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Negotiation Skills Training: The Sales Multiplier Close
I don’t remember how this happened but when my wife and I were newlyweds we had an appointment with a vacuum cleaning salesperson to give us an in home demonstration.
The company must have offered some free gift my wife wanted to get us to agree to an appointment.
On the appointed day and time a salesman was at our front door with a vacuum cleaner and some other stuff.
He sets up his vacuum on our living room carpet. This was about 20 years ago so I don’t remember all the specific details. I do remember he put some dirt on our carpet and showed us how well his vacuum cleaned it up. Then he vacuumed a section of our carpet that already looked clean. But when he showed us how much dirt it picked up from the clean section my wife and I were surprised.
When he told us the price of the vacuum cleaner we were even more surprised. I didn’t think they even made vacuums that expensive. We told him that was more money than we had budgeted for a vacuum cleaner. ‘No problem’, he said he had an affordable monthly payment plan we could take advantage of.
I told him I didn’t feel comfortable with the idea of making payments on a vacuum cleaner. ‘No problem’, he said again. He had a bird dog referral plan we could take advantage of.
Then he got out a sheet of paper with 10 lines on it. He asked us to write down 10 of our friends who we though might also like a good quality vacuum. He said he would call on them and for each one he sold he would send us a bird dog rewards check for the referral. He explained we could put that money toward our payments.
I thought, ‘What a great bird dog close.’ The customer gets help with their payments and the salesperson multiplies his sales.
In negotiation skills training I teach salespeople negotiation skills that create win-win results. It’s sales training with integrity. Assuming it’s a product the customer wants the bird dog close is a great win-win solution.
Your negotiation skills training action item: If you want a big jump in your referral leads, my sales advice is, start using the bird dog close and make everyone happy.