"I Couldn't Justify..."

One question I'm often asked is, "Bob , how do I turn down an offer when it isn't acceptable and, still not offend the person and close down further dialogue?"

I always consider that to be a great question because it shows a desire to treat people right. It also shows understanding that the best way to get what you want is to make the other person feel good about themselves, as well as about you.

Have you ever witnessed a person saying, "That's my final offer - take it or leave it!"? If that's happened to you, did you "leave it" even if it was a decent offer?

People do that because no one wants to be treated unkindly. Let's face it, the ego elicits the making of emotional decisions and, if insulted (and unless they have tremendously high self-esteem), people will often make decisions that aren't good for them.

The ego elicits emotional decision making...When insulted, people will often make decisions that aren't good for them

And, even if they are in a position where they must accept now, they'll be tempted to somehow sabotage the arrangement and/or do what they can in the future to make life difficult for that person.

Some people, when refusing an offer, respond in a similar fashion. They might say, "There's no way I'll accept that. You must give me 'such and such' or I'm walking." This then puts the other person in a situation where, if they agree, they have just "backed down" or "submitted."

On the other hand, we can very pleasantly turn down an offer while allowing that person to "save face" and still understand they need to come back with a better offer. For example:

Salesman Steve: This is the price for the widget, and delivery will be in two weeks.

You: Thank you, Steve. I appreciate the offer. Unfortunately, at that price and the long delivery time, "I couldn't justify" making the purchase. But I DO appreciate the offer.

You've very kindly, politely and respectfully (which, in his mind, has just separated you positively from many others) said no, while leaving his feelings totally intact. People like Steve desire to do business with people like you.

Now, say nothing and see if Steve comes back with another offer or asks you what price/delivery time you were thinking.

If, after a few seconds, he says nothing (and assuming you really want the widget enough to pursue this), simply say: "Steve, what can you offer that would help me to justify the decision to buy?"

He'll either come back with something better, or he won't. There's no guarantee he will. (Sometimes, it's a condition, not a choice, meaning that he has no room to negotiate further.) The choice will then be yours as to your decision.

However, what I can guarantee is that if you'll proceed with the "I couldn't justify . . ." response as opposed to a simple (or less than nice) "no", the odds of him going out of his way to make you happy will increase dramatically.

Bob Burg of Burg Communications,Inc is author of EndlessReferrals: Network Your Everyday Contacts Into Sales, Winning Without Intimidation and The Success Formula. Check out his full line of books, ebooks and CDs from which everyone can grow and prosper at his online store. Bob also publishes a wide-acclaimed free weekly ezine, Winning Without Intimidation. Subscribe here. Sign up here for a free subscription to Bob's Endless Referrals Video Brief.

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Don't Be Intimidated By The Overly Persistent
Go Ahead - Push My Buttons!
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