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. Continue Reading »

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‘Life is what happens while you are busy making other plans.’

Why use a contract? Because you want to get paid! There is no point in getting into a relationship where money is involved and then finding you have done all the work for no money or no proof that the money is being owed. This is especially important if you work as an agent and commission is owed — which could be conveniently forgotten if you don’t get it down on paper.

While the prospect has identified a need for your product or service and you have made a relevant special offer, you may still find yourself without a signed contract. To make that contract materialise, think through again what you’ve done and what is left to do. Continue Reading »

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