by Jin
(new york)
I FIND STARTING THE NEGOTIATION PROCESS WITH A LIGHT CONVERSATION HELP EASE THE TENSION AND GAIN SOME TRUST FROM THE CUSTOMER. ONCE THE CUSTOMER FEELS THAT HE CAN TRUST YOU, PRICE DOESN'T MATTER AS MUCH. THE CUSTOMER BELIEVES YOU WILL DO EVERYTHING YOU CAN TO ASSIST THEM. ALSO IT'S A GOOD TECHNIQUE TO STUDY YOUR CLIENT, GET TO KNOW HIS NEEDS, HIS SOFT SPOT WHERE EMOTIONS ARE INVOLVED. LET THE CUSTOMER TALK, DON'T RUSH TO THE SALE AND ALLOW YOU CLIENT TO OPEN UP TO YOU. USE HIS NAME A LOT AND ASK ABOUT HIS LIFE, HIS HARDSHIPS. ONCE A RELATIONSHIP IS FORMED CLOSING THE DEAL IS A PIECE OF CAKE.