the Logic Close

There’s two types of Logic negotiation. The first is a simple acronym

Legitimise (qualify out time wasters)

Options (Understand the buyers' options)

Goals (Understand the buyers' motive)

Independence (Understand how your differentiation helps achieve the goal)

Commitment (Close the deal baby, sign here)

The second is where I get to use my favorite words which is ‘Pitchman’. It means a slick or sleazy car salesman type that nobody would dare say is good, right?

Let’s say on one hand we have shiny new relationship-based sales. While on the other hand we have our suit wearing slick carpetbagger or pitchman. Let’s look at how they operate.

The relationship salesperson focuses on being best mates with a bunch of people. This was also called farming. In the old days we’d call this account management. They tend to validate emotional need.

The pitchman hustles their ass off constantly looking for new ‘marks’ and happy to bamboozle a sucker. This was also called hunting. They tend to validate logic.

There are plenty of arguments why emotional negotiation far exceeds logical negotiation. I for one, think logic is more important to learn than emotion.

Let me qualify that.

It’s certainly true in the modern age where most salespeople tend towards the relationship-based sales style; and oh boy do they lounge on it. It’s certainly nicer to deal with relationship-based salespeople. To a point. But sometimes you just want to buy something, and you’d prefer the pitchman who will sign the contract and get out of your face. No, I don’t want another meeting, you’ve long worn out your welcome.

So, learn a few lessons from the old pitchman. Get some hustle, repeatedly ask for the deal, be comfortable not being friends. Here’s a bitter pill:

If you put up with a client you don’t like or is not ideal, you either need more sales, or you need to forget fostering relationships and be more like the sleazy car salesman.