Written by Sean McPheat |
You’re nearly there.
The sale is drawing to a close and you’ve been negotiating back and forth.
You can see the light at the end of the tunnel and finally the relief comes over you as they say “Right, let’s do this”
But at that very moment when your adrenalin is pumping and your body is being flooded with emotions please note that you are wide open and vulnerable to a sneaky attack called “The nibble”
A nibble is an assumed request from the other party that doesn’t have a big impact on the final outcome but it will erode your margins.
For example, you’ve just sold a car and as your prospect put pen to paper, he looks up at you and says:
“Oh, by the way, you’ll give me 6 months road tax right?”
Nibbles work best when they are small and asked for at the right psychological moment.
So watch out for them!
The modern day buyer is an astute being and many of them hold back items on their “want list” to the last minute because they know there’s a good chance you’ll say yes when you’re in this state that the deal is done.
Originally published: 29 May, 2014