Do Business Well

• Consider putting a clause in the contract that offers a discount on the cost of your product or service, or a significant and relevant free gift if the agreement is signed by a certain date. When the offer is worthwhile, this can work wonders in getting the agreement through the various levels of approval.
• Be aware that the only good negotiation is one in which both sides believe they have won a little. Think how great you feel when you come away from a discussion that led to what you wanted. It’s even better when both sides feel that way.
• Recognise that the contract you sign today may need to be altered in the future because your needs or the client’s needs may change. How you react to a client’s changed circumstances will impact on future contracts with the company and on referrals. Maintain a long-term view, be flexible and be sure that the new negotiations benefit both sides.

When a closing is not a closing

‘It is better to be a mouse in a cat’s mouth than a man in a lawyer’s hands.’

The point made in the preceding paragraph is so important that I will reiterate it: closing the sale is often not closing the sale at all; it’s just the beginning of many such interactions.

Of course, once a contract is signed, you can foolishly demand that clients stick to the letter of the agreement, in spite of their changing needs. However, if you insist on taking such an inflexible position, you might get through the term of that one contract (or fight it out in court) but it is unlikely that there will be further contracts.

This kind of attitude doesn’t add up to long-term business. Be adaptable; you want to win for today and you also want to win for tomorrow. Try not to win the battle but lose the war. Rather let both you and the client win, for future peace and prosperity.

The same applies in your personal life. Personal contracts between couples, families, friends and so on need to change for all the reasons that business contracts need to be renegotiated. Finances change; jobs change; home and work hours change; children change. Let the negotiation be fair to all concerned.

Be fair and friendly in your contract negotiations with your clients

‘Honesty is the best image.’Back to the files for some contracts. Get out any that you hay been required to sign. Now ask yourself these questions:

• Did I understand exactly what I was getting into?
• Did I feel closer to the other person after signing the contract?
• Was it laid out in easy-to-read, plain-style English?
• Was the tone warm and friendly?
• Would I look forward to another contract negotiation with this person/ company?
• Did I feel I was treated fairly and intelligently?
• Was the contract well laid out, the quality of the paper good and the overall feeling one of importance, respect and dignity?

Now get out some contracts that you and /or your lawyers have drawn up for clients and customers to sign. Stand in the clients‘ shoes and ask the same questions as above. If you are not delighted with the answers, see if you can reword and redesign future contracts to change some of the not-so-good elements.

‘Lawyers, I suppose, were children once.’Key points to remember

• Make relevant special offers to bring forward the purchase decision in your favour. ‘Free gift with purchase’ is probably the strongest, with ‘buy one get one free’ a close second.
• Another great sales promotion is quality service, which is simply doing what you say you will, within the time stated.
• When you get to the contract stage, draft a fresh communication that focuses on the clients from their point of view. Stress that every word is changeable until a mutually satisfactory agreement is reached. Use this stage to establish good working relationships.
• Carry these skills over into your personal life.

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