I hope you have been enjoying these blogs dealing with how some customers play mind tricks with us sales reps!
Do take out time to read the last 3 blogs, on the same subject…
- https://ashishtandon.wordpress.com/wp-admin/post.php?post=441&action=edit (TRICK NUMBER 3)
- https://ashishtandon.wordpress.com/wp-admin/post.php?post=436&action=edit (TRICK NUMBER 2)
- https://ashishtandon.wordpress.com/wp-admin/post.php?post=432&action=edit (TRICK NUMBER 1)
Now lets talk about this trick that customers play with us….
TRICK NUMBER 4
False Cold Feet
- Explanation: During the final negotiations, the prospect pretends to question the wisdom of the deal.
- Example: “I realized we’ve been working on this for a long time, but we’re not really sure that this is the right thing for us to do at this time.”
- Their Hidden Agenda: They’re trying to scare you into thinking you’ll lose the deal so that you’ll offer some concessions.
- Your Strategy: Determine whether there’s a real problem. If so, roll back the sales cycle; if not, push through.
- What YOU Say: “Exactly what is making you question the deal?”
- What Will Happen: If (as is likely) the objection isn’t real, the negotiation will proceed as before.
- Warning: If the objection IS real, you’ll need to step back from the negotiation process and return to an earlier stage in your sales cycle.
From my little experience, this trick is not real in majority of cases, and the way that I handled this trick was simple.
Dont react to this obvious shock to begin with- maintain and calm demeanor and immediately inform your boss of what happened.
Walk away from the final negotiation table, clearly mentioning to the customer that when ever they are ready, the negotiated terms would have to be re-visited; do inform the client that while the terms can be fast tracked since a lot has already been invested in the engagement over so many months, but a sweet deal cannot be guaranteed under the present circumstances ( postponement of the decision).
On the way out, tell them that a window of 24 hours is open for a rethink on this decision by the client and that the file would be kept “hot” until that deadline. Be polite, BUT be firm and in many cases, the client does get the message that you meant every word you said, and he will in all probability call you up in the next 24 hours.
Try it and let me know if this worked for you.
I read about the request made by the Government of India to extradite Headley, the LeT terrorist to India for trial, and it was turned down.
Am I surprised, ….no.
This is what I expected the US government , OR any other government to do , in their right mind.
The Indian government probably had some hope of extradition from governments that are classified right along their like- which is qualified BANANA REPUBLIC.
This bit of news has forced me to write again on the subject, of India’s rightful place in the league of nations, and the dream state that the rules ( NOT Leaders) of India have been for the past 65 years, and especially over the time that we have “reformed” the economy!!!
Now lets analyze the reality of our nation today.
Our political class are experts at selling, presumed greatness of our nation, based on the polite references to our greatness by economic powers of the developed world.
This presumption of our greatness is often based on our being “the worlds largest democracy”- meaning that in a nation of 1.2 billion, by some stroke of luck, the 50% of our illiterate, oppressed people, accept their lot in life, accept poor governance as god send, accept rulers as leaders, AND yet have never risen up in open revolt against a political class that has not delivered in 65 years!!
These oppressed people dont possess the analytical skills to even contemplate that there could be other choices, apart from voting for casteist, no performing, criminals who call themselves messiahs of these people who they wish to exploit, and have been exploiting over the past 65 years!! So these poor wretches vote for these same non performing criminals, over and over and over again, for generations, as if in limbo. Funny thing is that this practice of voting for one criminal politician runs into generations, where the son takes over from the father and continues to perpetrate a dynasty!!
Just because we are able to manage democratic elections, in a country beset with serious development issues ( actually non development issues), with obvious, glaring disparities, we get a polite ear with the real democracies of the west and this gives our political system ( and most important the criminal political class) the legitimacy to sit among the league of nations.
I can totally understand where my American friends would be coming from- the Americans are very polite ( polite to a fault , I would say), and this politeness serves them well.
However, our political class, made up of crass, morally corrupt politician, coming from a high context culture, aspiring to lead India as the next United States, buy into the politeness of the western democracies ( they are desperate to buy into that!!, please note this ), and translate that as their triumph as a “great” nation to the the millions of uneducated hopefuls in India.
Remember , in my earlier blogs , I did mention that HOPE has become the opium of the Indian masses, and this has been very efficiently exploited by the political class and its public services system, that serves the political classes, and not the masses, at it was meant to be in the first place.
So to answer the main question- Does the world community see us as an emerging power?
the answer is an EMPHATIC NO! Nyet!! Not happening!!
We are seen for who we really are, a glorified , BANANA REPUBLIC, ruled ( not lead, or managed ) by loathsome, sleazy, daft BUT self serving politicians, who will comfortably exploit the pacifist DNA and the HOPE ( Opium of the Indian masses) to their advantage, and in reality get clobbered in the real world.
And oh yes…lest we forget, the Indian justice system is a joke- if we take $ 10 million to try a terrorist like Kasab on taxpayers money, and then finally hang him ….the Americans know that giving Headley to the Indians, would probably mean that either he will escape from the Police Van, or he will be exchanged for a hostage, or one of our Indian muslim ministers will ask for clemency in the name of islam, or the ruling “secular” party will plead for his clemency!!
So..is India an emerging power, GO FIGURE!!
NOTE- After the brutal gang rape of that brave heart girl in Decemebr 2012, we are already in justice loop hole territory, with suspects asking for re-trials because they are “innocent” juveniles, police alluding to “rule of law” etc etc….do you still have faith in our useless justice system? and should the world community have any faith as well??