The "Good News" Compromise of Negotiating and Closing by Richard Keeney

Desk managers everywhere have experienced salespeople who would prefer them to just “OK” the customer's offer and put the deal to bed.


Face it, when the salesperson is ready to close the deal, they have already overcome a good bit to get the deal to this point. The last thing they want to do is risk changing the mood and intentions of a customer who just made an offer to purchase under their terms. 


Many salespeople fear if they make another pass at raising the customer, the deal could go sideways.  This could cause the customer to completely disconnect. (Ouch!) ...


Richard Keeney, Co-Founder
The Mar-Kee Group
251-680-6633 (cell)

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