How to "squeeze" a client

One of the main rules of a successful businessman is that each client needs to be "squeezed" to the maximum. Thanks to additional sales (upsell and cros-sell) you can get much more profit.

First of all, when communicating with clients, it is important what role you have chosen during the negotiations. In case you have taken an active position, you need to ring customers. If you take a passive position, then you yourself must wait for a call from the client.

Before you begin to "squeeze" the client, you need to conduct a self-test. Have you done everything to achieve your goal? Does the customer want to make a purchase of your product? Did you explain the nuances to him?

And now the most important thing: specifics. Nobody wants to grind life's topics, it starts to bore and annoy both sides. It is quite reasonable to directly ask: "When will we sign the papers?" It is in this case that you will not lose your and other people's time, but immediately hear the answer.

If negotiations are progressing, but you notice that the client is “freezing”, then we can make a logical conclusion that something does not suit him. Perhaps the price, quality of the goods or conditions. In such cases, prove that you are better than your competitors and that your price is the most adequate.

If you feel superior to the client in negotiations, then in no case do not stop and do not relax your grip. On the contrary, act more assertively and more aggressively.

Create a "corridor of general statements." This means that you need to convert any of your statements into a universal form for customers. And you should formulate your thoughts in such a way that everyone agrees with you. For example, if you say that about 8 billion people live on Earth, and among them there are men and women, then no one in the world dares to argue with you - your statements should be so undeniable.

Conclusions:

• do not be afraid to call a potential customer, • strive to speak a language that your client understands, • analyze the market.