Welcome to Chapter number four buyer common tricks the buyers role is to challenge you and to get the best deal they can out of you. And of course to do this, they will use probably some good reasons and other that are less good, but they often they work. So let's see, what are they? So these are the three lessons that we have in this chapter. objections, power play, and business reasons. Let's go through each of them.

Because buyers, that's, again, very important that you have it in mind. The role of the buyer is to challenge you there even if you go with your best proposal with something that you think customer cannot refuse this. They will challenge it, challenge you. It's their role is their nature. why shouldn't they doesn't mean that you have Be away, but be ready for it. Okay, so, objections, these are some of the most common objections they have a lot.

Denial, time pricing, of course, not sufficient information. Can you can read it go through it because it's really it's really explanatory and self explanatory even. And I'm sure that if you've been in sales you came across all of them and many others. If you haven't been in sales yet, you're ready because they are very, very creative people. And you will face not only these ones, but many others as we used to say, the sky's limit for objections, but don't get frustrated. Don't get unmotivated because an objection is actually a sign that they are interested if they wouldn't be interested, they will say no.

If they object, it's because the door is still open. It's very, very important and objection is not a rejection and objection is something that you have to work out. Power Play, this is sometimes tough one difficult to to handle because they will they will test the boundaries here. By buyers will test your boundaries and even sometimes their own they will blame you they will try to protect even even if they are not an emotional buyer. Of course that emotional buyer will go much further, but even if they are not an emotional buyer and They have an offer from you that is not what they expected. They can play this role with you, to test you to push you in to see how far can they go and how far Could you go?

How far could you handle it? try always to detach yourself from emotions. Whenever emotions jump in, reason jumps out, they cannot cooperate. Okay? Even if they fingerprint you, or even if they play that you are making their life miserable, detach yourself from it. Not, of course, on a very, very cold way, but on a very, very respected way.

This is the best I can do. And of course, it's not our intention here. Anything to do with you but is based on our best possibilities Be ready they will play it once in a while not very often not every time unless there are some and I had some buyers that used to be used to adopt always this this behavior but after a while, you know it's okay first time okay second time okay but then you know how it works? All right. Then you have the business reasons these can be more or less realistic. Sometimes they confuse you because then you think okay, they really have a point there.

And you tend to you tend to weaken or to lower your Gods because their arguments seems reasonable. And it's important that you don't lower your god it's important that you understood that you listen that you understand. Try to find out more about what is really the reason because sometimes They come up with something and when you begin you find out that in the end this the origin is something else. So try to find out and then try to find out as well if it's really a realistic objection or if it's something that they came up with just to put you on pressure that most of the times they need information from you in order to justify internally their choice. So, try to understand them, try to talk them through, okay, what is your concern? Why not?

What is the and then try to tackle it, give them feed them with information or with arguments so that they internally can sell it over? And with that, overcome the objection, okay? Read it. Go through it slowly. No need to Rush, it's important that you understand each of these steps and situations. So the better you're prepared for your negotiations in the future, the better you anticipate, the luckier you will be in the end.

So this is the wrap up of our chapter, where once again, you will go through the objections, the power play, and the business reasons that buyers will use to put you on hold, to test you to test boundaries, and to see if they can have a better offer from yourself. Be aware of that. That's the main goal. It's not that they don't want to do business with you. Otherwise they would say so. That's it.

They want to weaken your position. They want to get you tired of holding To your own offer, and if you are willing to give something away okay, makes sense. Let's go to the next chapter.