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Our friends and business partners know us well, and so it becomes more irritating than ever when their requests don’t match our purpose. How do you prevent unwise utterances and instead diplomatically reject this type of ask?

My Story

Sales knowledge is a gift in disguise when it comes to working with those who know us well. Diplomacy is called for when the ideas are not thought through and appear to be one-sided, from fellow partners. My approach is to treat uncomfortable situations similar to a meeting with a prospective client. I first attempt to understand their thought process with the intent that together we will work out an agreeable solution.

A request came my way that had me shaking my head because it went against everything I portray for building my brand. It seems to me that someone close should recognize the ask is not okay. If I were to accept Maria’s idea as is, my credibility would decline, and there would be no way to recover.

We continually read that consistency is essential in everything we do to keep our brand and reputation in tact. And it goes back to the age old wisdom of, “words, actions, and deeds need to be in sync.” In uncomfortable situations, diplomacy saves the day.

Believe it or not, I learned the art of diplomacy as a sales representative. That goes against the grain of the usual perception of salespeople. But it was imperative for me to focus on personal development growth to be able to sell within the larger corporations and earn a loyal clientele.

Yesterday’s blog speaks to the topic, “Do You Encourage Client Loyalty?” 

Friendly Negotiation Using Sales Strategy

Gaining the client perspective comes first in the sales cycle. I first asked for clarification on the meaning and the intent of the request. Asking for clarity is very similar to my advocating the question on first meetings, “You must be so busy, why did you agree to meet with me?”

Acquiring the other person’s insight first gives better perspective and indication of how to proceed. In the case of putting disagreement on a better course, I’m able then to provide my concern as to where I see the disconnect.

As the conversation continued, I could tell that Maria’s intent came from her heart, but the ramifications of everything involved were not thought out. The next part of the sales conversation is to speak to the larger picture. Gaining the big vision first allows for organizing the contributing factors.

Maria and I are working on projects together that are designed to benefit many. As the reminder of our potential of not only us working together, but also with others, I could hear a sigh. Grasping the reality of it, we were then ready to circle back to the details for moving forward.

Similar to the sale concluding, all opinions come together to settle on the solution that best meets needs of the client. Similarly, the final step in our conversation was for me to ask for Maria’s input, but also offer my idea for a satisfactory solution. Agreement finalized the conversation, and being the perennial salesperson, I volunteered to take the reins.

Your Story

Disagreements pop up all the time, but the question is, do you have any regrets for abruptly ending either a working relationship or a friendship? In recent times have you participated in an exchange of heated words?

Should quick reactions be frequent, you may want to rethink your approach in the future for both friends and clients. Sales representatives have shared aggravated stories about how they got into arguments with customers that ended all hope for future business. No one needs the extra stress, and so calm is the strategy of the day.

Sales Tips

1. As anger hits, stop to brace yourself and take a deep breath.
2. Ask questions versus saying something less than diplomatic.
3. Gain perspective on where the commentary came from.
4. Ask ‘what if’ style questions to possibly find a solution.
5. Strive to walk away mild mannered to prevent bad word of mouth.
6. Practice being and speaking on an even keel.
7. Take a public speaking class as needed.
8. After the fact examine why and how the words upset you to improve tomorrow.
9. Be proud of your accomplishments.
10. Celebrate Success!

Following these guidelines will lead you to the Smooth Sale!

P.S. Send us your sales related questions to elinor@smoothsale.net.

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