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Speed Up Of course you want to speed up every sale. Today is better than tomorrow, and yesterday would have been better than today.The problem is that buyers have gotten pretty used to sales speed up techniques and mostly tend to ignore them. Buyers in my negotiation seminars tell me, “Every salesperson is always saying that they’re about to have a price increase but that I can avoid it if I buy right now. But the fact is that almost always, even if they really do have a price increase, if I buy a few days later they’ll still give me the same deal they would have given me before the price increase took place.” So if you want to try speed up tactics with the buyer and create a real sense of urgency, you have to have something that is real and verifiable for them to be pushed into moving forward. Now if your company really has an ironclad policy that once there is a price increase, that’s it, and no going back, and you have a reputation for that, then fine, because then it really is something they can count on happening. Speed up will work is when there is a shortage or some kind of allocation, and they need what you have more than you need them. Another situation where you may be able to use speed up is where it would affect lead times substantially if they didn’t move quickly. (Continued on page 18) A really good negotiation skills development program will supercharge your profitability.
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