{"id":5,"date":"2021-01-01T11:16:00","date_gmt":"2021-01-01T10:16:00","guid":{"rendered":"https:\/\/legrandblogdelavente.halifax-consulting.com\/en\/?p=5"},"modified":"2024-05-16T13:44:41","modified_gmt":"2024-05-16T11:44:41","slug":"buyer-seller-the-three-commandments-of-surprise","status":"publish","type":"post","link":"https:\/\/www.halifax-consulting.com\/en\/blog\/buyer-seller-the-three-commandments-of-surprise\/","title":{"rendered":"Buyer-Seller The three commandments of surprise"},"content":{"rendered":"\n<h2 class=\"wp-block-heading\" id=\"every-year-halifax-consulting-meets-with-thousands-of-sales-reps-to-help-them-improve-their-b2b-negotiating-techniques-we-try-to-find-out-how-they-react-when-a-customer-puts-them-to-the-test-what-have-we-observed-nothing-much-surprises-sales-reps-anymore\">Every year Halifax Consulting meets with thousands of sales reps to help them improve their B2B negotiating techniques. We try to find out how they react when a customer puts them to the test. What have we observed? Nothing much surprises sales reps anymore!<\/h2>\n\n\n\n<p>French cinema lovers who have seen Itinerary of a Spoiled Child will surely remember this legendary scene in which Jean-Paul Belmondo teaches Richard Anconina a few \u201cbusiness secrets,\u201d including the importance\u2014in his eyes\u2014of never appearing surprised:<\/p>\n\n\n<section class=\"\">\n\t\n\t<div class=\"container\">\n\t\t\n\t\t<div class=\"row\">\n\t\t\t\n\t\t\t<div class=\"col-lg-12 col-md-12 col-sm-12 p-0\">\n\t\t\t\t\n\t\t\t\t<div class=\"embed-responsive embed-responsive-16by9 p-O rounded\">\n\t\t\t\t\t\n\t\t\t\t\t<iframe class=\"embed-responsive-item p-0\" src=\"https:\/\/www.youtube.com\/embed\/\" height=\"400\" frameborder=\"0\" allow=\"accelerometer; autoplay; encrypted-media; gyroscope; picture-in-picture\" allowfullscreen><\/iframe>\n\t\t\t\t\t\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t<\/div>\n\t\t\t\n\t\t<\/div>\n\t\t\n\t<\/div>\n\n<\/section>\n\n\n<p>This is one time where Belmondo got it wrong!&nbsp; Surprise is a useful tool in a buyer-seller relationship. Why? Because acting surprised shakes things up. As the saying goes, \u201csilence means consent.\u201d And you can say a lot by showing your surprise. Here are the three commandments of using surprise to your advantage at key moments.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"thou-shalt-be-surprised-at-questioning-about-prices\">Thou shalt be surprised at questioning about prices<\/h3>\n\n\n\n<p>What happens in your client\u2019s head when you name a price? For most, more expensive means better. When you quote a price range to a client, you have to be sure of yourself. So if your client questions your prices and you\u2019re not surprised, what message does that send? That your quality isn\u2019t up to par? That they didn\u2019t ask for enough? They were right to challenge you\u2014and now it\u2019s time for you to show that you\u2019re surprised! The idea isn\u2019t to sidestep discussion or negotiation, but to always act surprised when your proposal is questioned, because in your mind, the value it offers is clear to see.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"thou-shalt-be-surprised-at-complicated-language\">Thou shalt be surprised at complicated language<\/h3>\n\n\n\n<p>Everyone will tell you that you need to do things simply to sell effectively. That includes negotiating financial terms. If you don\u2019t understand the client\u2019s processes or counteroffers, be surprised!&nbsp; You run a risk when you have the impression that the buyer is speaking another language. Don\u2019t waste your time listening to a litany of procurement processes that are all over the place. Negotiate them! The most underhanded buyers are often the ones who announce their terms most boldly. The Wolf of Wall Street can attest to that.<\/p>\n\n\n\n<figure class=\"wp-block-embed is-type-video is-provider-youtube wp-block-embed-youtube wp-embed-aspect-16-9 wp-has-aspect-ratio\"><div class=\"wp-block-embed__wrapper\">\n<iframe loading=\"lazy\" title=\"La vente - Le loup de Wall Street\" width=\"500\" height=\"281\" src=\"https:\/\/www.youtube.com\/embed\/cQ7jyg-iZtI?feature=oembed\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen><\/iframe>\n<\/div><\/figure>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"thou-shalt-be-surprised-at-urgency\">Thou shalt be surprised at urgency<\/h3>\n\n\n\n<p>If your client seems to want an answer from you at all costs without even making time to meet with out to discuss their request, needs and priorities, then something smells fishy. Unless you have a .44 Magnum pressed against your temple, there\u2019s no point in entertaining this sort of approach. Here again, act surprised and let the person know that you don\u2019t accept their terms. Never forget that you\u2019re the one who decides when the contract will be signed, because you\u2019re the one dictating the tempo. The client can\u2019t make a decision until they know your final offer.&nbsp;<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Every year Halifax Consulting meets with thousands of sales reps to help them improve their B2B negotiating techniques. We try to find out how they react when a customer puts them to the test. What have we observed? Nothing much surprises sales reps anymore! French cinema lovers who have seen Itinerary of a Spoiled Child will surely remember this legendary scene in which Jean-Paul Belmondo teaches Richard Anconina a few \u201cbusiness secrets,\u201d including the importance\u2014in his eyes\u2014of never appearing surprised: This is one time where Belmondo got it wrong!&nbsp; Surprise is a useful tool in a buyer-seller relationship. Why? Because acting surprised shakes things up. As the saying goes, \u201csilence [&hellip;]<\/p>\n","protected":false},"author":12,"featured_media":18542,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[48,1],"tags":[],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v19.9 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Buyer-Seller: The three commandments of surprise<\/title>\n<meta name=\"description\" content=\"Every year Halifax Consulting meets with thousands of sales reps to help them improve their B2B negotiating techniques.\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.halifax-consulting.com\/en\/blog\/buyer-seller-the-three-commandments-of-surprise\/\" \/>\n<meta property=\"og:locale\" content=\"en_GB\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Buyer-Seller: The three commandments of surprise\" \/>\n<meta property=\"og:description\" content=\"Every year 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