Ep. 1014. Are you negotiating with your customer... or negotiating with yourself?
In this episode I'm talking about Wallet Share—one of the biggest psychological mistakes we salespeople make.
Too often, we assume a customer won't buy because we wouldn't. We project our own financial comfort level onto the customer, mistake silence for rejection, and start offering discounts or concessions before the customer has even objected.
That's not negotiating with the customer. That's negotiating with yourself.
In this episode, you'll learn:
*What Wallet Share is
*Why salespeople talk themselves out of deals
*How to stop negotiating from your own budget
*Why silence isn't always rejection
*How to present numbers with confidence and let the customer decide
Whether you're selling cars, real estate, insurance, technology, or any high-ticket product, this sales principle will help you negotiate with more confidence and close more deals.
Remember:
"It's your obligation to give your customer options. It's their right to say yes or no."
Don't negotiate from your wallet. Negotiate from their goals.