Anyone who wants something bad enough, is prepared to pay more. An example is a phone store chain that asks its prospects 25 euros more for its latest model simply for being the privileged first buyer. More common is the scenario in which couples view houses or showroom cars. One will haggle and the other will have taken it upon himself/herself to scrutinise. Their motto seems to be: make sure the salesperson gets the impression you’re not very enthusiastic, then you’ll knock something off the price...
(51) When a prospect appears to be uninterested, it doesn’t go to say he isn’t interested. He may just be pretending. ⇐
It also works the other way around. Prospects can also be extremely friendly and cordial with you. You love calling on them and every time you’ve visited, it feels like you’ve been to a party. But do you also get down to business? Their hospitality almost makes you forget that you went there to turn them into clients. Besides that, all this socialising will cost you a lot of time! Well, at least you’re being sociable. Continually remind these prospects during your conversation that you’re there to do business. Confirm in writing what you’ve agreed on in your last visit. Then both of you can easily pick up where you left, next time you visit. It’s a good idea for you to make an appointment for making a final decision. That will help you both stick to the business in hand...
(52) The kindest prospects are the most difficult decision makers. So confirm what you’ve agreed on and repeat this again and again. ⇐
Remember that your prospect also wants to do business and some prospects are over friendly in the hope of extras and higher discounts. These prospects are never in a hurry and without you knowing you’ll give them more attention and more information than other prospects. They keep you interested by promising you small things. This makes you keep believing you’ll get that order the next time you visit. However, the next time the prospect will have thought of something else. A new demand or a new request. The only way to put a stop to this is by making solid agreements and by constantly reminding the prospect of these. Also decide how far you’re prepared to go, beforehand...
(53) You can count on lots of extra needs and demands from a prospect who does everything to be liked.. ⇐