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business deals

Business Sales, Negotiation

Make them feel important! Because they are!

July 26, 2016
A very powerful gift!

Who’s the most important person in a negotiation?   You?   Nope….if you feel that way, and they perceive you do not value their position or them as a person, you will most likely lose or not get the sale.

You must make them feel important, and you need to believe that they are.     But this is probably another 90/10 rule, as it is much more powerful for your subject/opponent/potential customer to feel important.  You believing it is probably less crucial, especially if you are a good actor.

A VP of sales I used to work with was nick named Rambo, because he never lost the deal.     He slayed meetings and I couldn’t figure out why.   Our corporate psychologist (longer story) clued me in.   He said to me “he’s like Eddie Haskel, over complimenting his potential customers”.

Once I was wise to his ways, it was amazing to watch.   He was often over the top, spreading compliments out in meetings extremely liberally.     Almost sucking up to the point of it being sickening.   And in the end…..it worked like magic.

He would goo and gaa over baby pictures, fawn over someones good looks, be amazed at awards on the wall, etc etc.   And we would walk out with the order every time.

It's human nature!

It’s human nature!

Now I don’t recommend you be exactly like Eddie or Rambo as often they were eventually seen as disingenuous.   But it won’t hurt to be generously kind, complimentary, and excited about the subject of your attention’s life, accomplishments, business, etc etc.

And in the end, if you shower them with compliments and positive vibes, you might just get what you are seeking from them.

Try it, they’ll like it!

Andy Cagnetta owns and operates Transworld Business Advisors www.tworld.com. He joined the company as a sales associate and later purchased it. Transworld is an international franchise business and franchise brokerage, with thousands of businesses for sale and franchisees in the United States and Internationally.

Negotiation

Gathering Information – It’s like a weapons depot

May 28, 2014
Probe, listen, note!

If negotiations is understanding that it’s not about you, then it must be about the person you are negotiating with.      So it’s logical that you would need to get information from them.     And the more information you get, the better off you will be.

Stuart Diamond talks about this in his book “Getting More”.   His description of getting “the pictures in their head” and understanding your opponents perceptions.    And we all know that perception is a person’s reality!  And you will eventually need to negotiate based on the other person’s reality or effectuate a change in that reality!   Either way, information will be your weapon of choice.

So your goal is to probe, asking open questions, and use your ears a majority of the time…not your mouth!  In other words..SHUT UP!   The more you understand their beliefs and convictions behind their goals, the better off you will be in being able to change those beliefs.  Sometimes your goals in a negotiation fit without ever having to change someone’s convictions or perceptions.    A win win!

What's on your mind?

What’s on your mind?

So while you probe, be gentle, be open, accept their information without bias or rejection.   Store the information by writing it down!  Specifically write their words verbatim, as many times you will need to remind them later in a sales/negotiation process of their original intent/goal.

You want to know their monetary concerns, time issues, personal opinions, emotions and state of mind, and anything else you can gather.   You can gently test the information using “what if” questions.

Once you have the “pictures” in their head, now you can formulate how your goals can fit into their beliefs and perceptions.      Again, to get the complete picture you need to listen!  Next time, we’ll discuss listening skills.

Andy Cagnetta owns and operates Transworld Business Advisors.  He joined the company as a sales associate and later purchased it. Transworld is an international franchise business and franchise brokerage, with thousands of businesses for sale and franchisees in the United States and Internationally.