33Discover
The objective of the discover step of the DEAL Sales Negotiation Conversation Framework is getting the buyer’s list of issues on the table and isolating and clarifying those issues before explaining your position. The key to this step is keeping your eyes and ears open and your mouth shut.
The DEAL framework as explained on paper is a simple, straight forward four-step process:
- The buyer explains their position.
- You explain your position.
- Then you give and take until you come to an agreement.
- Finally, you lock it down with a handshake and ink.
It would be awesome if it worked this smoothly in the real world. But it doesn’t. Buyers don’t always follow the rules. They don’t always carefully and clearly articulate their position. They don’t start with a focus on collaboration, consensus, and alignment. Instead they hit you right up front and in the face with demands for concessions. They:
- Demand that you lower your prices
- Demand that you change your terms and conditions
- Ask for free stuff
- Say things like, “There’s no way I’m paying that much!” or “We’re not signing a five-year contract!” or “Your competitors are much lower than you!”
- Throw all their alternatives in your face
- Diminish the value of your recommendations and business outcome map
- Pick on any flaw they can find in your business case, product, or service
- Tell you that you’re just the same as your competitors
- Complain to you that they don’t have enough budget
- Point out a bad online review of your company ...
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