The negotiation has been intense, and the deal is about to close until...
Your prospect says, "I need it delivered next week."
Most people would respond, "Why do you need it delivered next week?"
You should ask, "What makes it necessary to be delivered next week?"
People love to be asked what to do and how to do it.
Why triggers defensiveness.
Why makes you feel accused.
How do I know this?
In Never Split the Difference: Negotiating As If Your Life Depended On It by Chris Voss, he talks about creating the illusion of control when negotiating.
You gain the upper hand when you ask calibrated questions or open-ended questions.
Using "what" and "how" questions make them feel like they are in control of the negotiation.
Your goal when negotiating is to create rapport and trust.
"Why" questions hurt rapport instead of creating rapport.
Remember when you broke your mother's favorite vase and she angrily asked, "Why did you do that?"
You felt horrible about breaking the vase and she made you feel worse by asking "why?"
People feel in charge when you ask them what or how questions.
Never Split the Difference: Negotiating As If Your Life Depended On It is the book of the month in the Mastermind Book Club.
Our next call is Thursday, June 22nd at 11:30 Pacific/2:30 Eastern.
Don't worry if you didn't read the book.
Tom Ruwitch and I read it for you and there's no charge to join us.
See you on Thursday.