When the market is slow, you may end up having to present offers to vendors that are a bit lower than what they were expecting. Doing this can create friction in the relationship, even when you’re doing everything you can and the reasons for the low offers are completely out of your hands.
However, while you can’t change what vendors think, you can change the way your present offers so that they will hear them better and be more likely to respond. Even just one word can sometimes be enough to sway a vendor from being open to an offer to rejecting it.
The most important thing you can do to prevent this is to figure out why the offer you’re presenting is an advantage to your vendor, turning your focus away from why it’s good for you.
It’s possible for our dialogue to create negativity. Perhaps because you don’t want to the vendor to accept, you might say something that creates doubt in their mind. This then causes them to go into defence mode, which encourages them to reject the offer.
The goal to preventing this from happening is to recognise the power of your words and to use them to create only positive emotions. Remember that your words will create images inside the minds of other people, and whether or not those images are positive depends on your choice of words.
Negative mental images create fear and insecurity, causing people to put up defensive barriers, which will hold them back from taking action. If you begin to push people when they’re in alert, then they’re going to bury themselves even further. And before you know it, they may be looking for a new sales agent.
To prevent this from happening, you need to work to eliminate all remnants of fear in your vendors’ minds. Think about what you are saying to your vendors and identify areas where you’re using words that create negative emotions. Consider where in the conversation with your vendor you may drift towards the negative and have a plan in place to help bring you back towards the positive.
It works like this: words create images and images create emotions. People make their decisions based on their emotions and then they defend these decisions using logic. If people create negative associations with you, then they’re going to start finding ways to defend this, and this might mean they start to question your abilities as an agent.
Keep an eye out for when this happens and work to inject more positivity into your language. If you can learn to empathise with your vendors and use words that they consider positive, then you’re well on your way to winning more sales and bringing in more business.