Chapter 12
Let's R-R-Reapproach the Deal
We've discussed the value of backing off, assessing our situation, and rethinking our options with the three Rs: retreat, reevaluate, and reapproach. In our dreams, deals are opened and closed and always work out just the way we envision. In the real world, that's not always the case. It's rare for a buyer to turn to you and say, “I'll take it!” on the first try. Learning the tools to retreat, reevaluate, and reapproach can be the difference between permanently losing a deal or just temporarily losing a deal.
Let's think about the previous chapter for a moment. Your prospect is losing interest or has simply told you he or she doesn't want what you have to offer. Now is the time to retreat. It may be helpful to notify your prospect or client that you're about to do that. “Kevin, I need some time to give this more thought. I've heard some concerns and issues in our conversations, and I need about a week to see if I can truly find the solutions and answers you deserve.”
Retreat
By giving prospects notice that you're dropping out of the picture—albeit temporarily—you have indicated that you still are interested in them and that you want to do what is best for them. Too often we drop off the face of the Earth and our prospects think, “I know I wasn't jumping up and down about that new product Kevin had to offer, but I was somewhat interested. I wonder what ever happened to him.”
During the retreat phase, literally sit and write down everything ...
