Friday, March 13, 2009

The Nail Down Technique

In sales or whenever you are in the process of persuasion, the use of the nail-down technique is very powerful. You first explain the benefit to the other party and secondly ask a question about that benefit. "The benefit of what I am suggesting is that ... (insert benefit) and I think this is of great importance to you. Wouldn't you agree?" Once they agree on the benefit it is difficult to say no to the solution you are proposing.

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About the Author

Urban Gavelin a native Swede with more than twenty five years of business experience. He has held positions as director of sales- marketing- and business development on Nordic, European and World Wide levels. Urban has lived and worked in Stockholm, London and New York, now works primarily with leadership development and sales training and is a credentialed coach. He has studied Executive Management at Lausanne Business School and Stockholm School of Economics.

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