Negotiation Skills Training: The Sales Multiplier Close

The company must have offered some free gift my wife wanted to get us to agree to an appointment.

On the appointed day and time a salesman was at our front door with a vacuum cleaner and some other stuff.

He sets up his vacuum on our living room carpet. This was about 20 years ago so I don’t remember all the specific details. I do remember he put some dirt on our carpet and showed us how well his vacuum cleaned it up. Then he vacuumed a section of our carpet that already looked clean. But when he showed us how much dirt it picked up from the clean section my wife and I were surprised.

When he told us the price of the vacuum cleaner we were even more surprised. I didn’t think they even made vacuums that expensive. We told him that was more money than we had budgeted for a vacuum cleaner. “No problem,” he said he had an affordable monthly payment plan we could take advantage of.

I told him I didn’t feel comfortable with the idea of making payments on a vacuum cleaner. “No problem,” he said again. He had a bird dog referral plan we could take advantage of.

Then he got out a sheet of paper with 10 lines on it. He asked us to write down 10 of our friends who we though might also like a good quality vacuum. He said he would call on them and for each one he sold he would send us a bird dog rewards check for the referral. He explained we could put that money toward our payments.

I thought, “What a great bird dog close.” The customer gets help with their payments and the salesperson multiplies his sales.

In negotiation skills training I teach salespeople negotiation skills that create win-win results. It’s sales training with integrity. Assuming it’s a product the customer wants the bird dog close is a great win-win solution.

Your negotiation skills training action item:
If you want a big jump in your referral leads, my sales advice is, start using the bird dog close and make everyone happy.