Did you ever wonder how much business would get done if people just asked for what they wanted? Why don’t we do this? One of the first things I learned when I entered the business world was: “ask”. The worse thing someone will say is “no”.
The art of the deal sometimes feels like some kind of animal mating ritual. The song & dance, and the process of just trying to get a deal signed is such a waste of time. Did you ever think about this process? You decide who you’re going to pitch; communicate with them; get a meeting; send them a proposal; answer follow-up; wait; answer more questions; re-negotiate; wait; wash/rinse/repeat.
All of us who pitch deals can help speed up this system. Why not tell them what they want to know at the first meeting? Don’t bull-shit them! Don’t drag it out. If they ask a question, give them the answer. If you don’t know the answer, find out that day and answer them. Find out what they want and give it to them.
Today’s business world moves really fast. People like things that are easy and can be checked off the “to do” list quickly. If your opportunity is an effort to them, then you will move to the bottom of the list.
Sometimes we pitch deals like a used-car salesman. We see if the person across the table will take a “lesser” deal. We do this even though we can close the deal now. You have a deal in your pocket that works for all. The sad thing is we have conditioned people to expect this game. So when we give them our best offer, they don’t believe it.
The next time you pitch a deal, see if you can speed up the process. At the meeting, don’t beat around the bush. Get the decision makers at the meeting. Do all your homework in advance. Tell them what they want to hear. Close the deal at the first meeting.