ploy this technique, one story that really caught my eye was that of IMG signing Chris Everett when she was the premier player in ladies tennis. Unsuccessful in his initial attempts to gain her as a Client, McCormack left such a good impression on the star that she approached him five years later seeking his representation. Waiting in the winds while building-trusting relationships is one of the most effective selling tools there is, almost any sales professional will tell you that. Once you do build that trust between yourself and a potential customer I truly believe that you have already gained the upper hand before you have sat down at the negotiating table. And once sat you can get what you want without ever saying a thing. Giving the impression that you are somewhat nave in negotiating situations showed me how to attain results with an almost nonexistent effort on my part. Pulling from McCormack’s example, if your counter part is stubborn then simply having him explain the situation to you can help him see how he is being unreasonable and will make him or her more prone to meet you on a fair and neutral ground. Similarly after negotiations have concluded and the sale has been made, McCormack touches one the importance of keeping one’s mouth shut. It made very good sense to me that by pushing the point of letting the buyer know they made a deal they won’t regret creates a certain amount of uncertainty in the buyers eyes. If you are a good sale professional you will not have misled your purchaser into thinking that they have acquired goods or services that are better than they really are. Your product should speak for itself and therefore any additional selling after the sale should not be necessary. If any further contact is made it should be in a courteous fashion to make sure the customer is satisfied and inquire about furthering the business relationship. This practice shows a genuine concern...
