Negotiating Made Easy

Negotiating is part of selling. In today’s buying climate negotiating is almost expected. The internet is the information highway for consumers to gain the knowledge they need to make informed decisions. If it’s written, on video or on audio it is only a click away. Consumers begin their research on your product or service long before they contact you. The objections “I want to think about it” and “I want to Shop around” are smoke screens to “I want the best products and service at the best price”

There are a fair share of salespeople who are really good at building instant rapport and there are salespeople who are really good at presenting and there are salespeople who are really good at closing. Not all salespeople are good at all the steps. It takes a really skilled salesperson to master every step.

Negotiating starts when there is a commitment to own your product or service. If there is no commitment to own your product or service and you start to negotiate the best price, the customer will take your quote and shop your best price with your competition in order to get their best price. Never commit to a best price until there is commitment to own.

OK let’s assume there is commitment to own, now what?

To be efficient at negotiating here are three principles to follow-

  1. Seek first to understand, then to be understood.
  2. Think Win/Win
  3. Negotiate for referrals.

To be effective at negotiating here are five rules to negotiating-

  1. Avoid negotiating all together through your Compelling Presentation.
  2. Let the customer play their hand first. “What were you thinking”
  3. Don’t be apologetic (what if, could you, would you…).
  4. Commit the customer (if you can provide me with the names of three people who can benefit from my product/service, then I will be able to take off $$$$.)
  5. Stay neutral. (I can not go any lower than this and the person you need to talk to is my manager and he is away on business.)

Relax and have fun when negotiating it’s easier than you think.

A Dubious Presentation

It is known fact and widely acknowledged
We are used to the life which is double edged
We do exactly the opposite and pretend
Presentation of rosy picture likely to send

No one should be blamed for this intentional act
It is inherently inbuilt with possible intention to react
No on may be prepared to accept it as exposure
They will resort to any avail means to make it sure

We laugh at our own folly
Don’t share the blame wholly
Pass the buck and defend on false pretext
Yield to irrelevance and quote out of context

No on e can this mean mentality
It is draw back and we can feel only pity
We may try to present it in dubious manner
It can’t be detected by any scanner

We have certainly mastered the art
Others are fool and we are only smart
It may be met with very good break and start
It will be equally painful when we are forced to part

The end result may be on expected lines
We all may be running after false shine
Who will prefer to be on gloomy side?
The difference in perception in very wide

We go on protecting the falsehood
The perceptional difference is not at all understood
It may give momentary joy or relief
You may know it well but won’t strengthen your belief

We realize the facts but pretend not to know
We also know it may prove as disastrous blow
We seriously go for it and prefer to grow
It is naturally a step forward to push us into gallows

Presentations – Are You a Hand-Washer or a Reluctant Nudist?

You have written your presentation and started to rehearse it in front of a sympathetic audience who can give you reliable feedback. At this stage you will be finding your own unique style of relating to an audience and presenting information.

Be as natural as possible and certainly do not try to copy someone else, or you will come across as false and your audience may also start to doubt the accuracy of the content.

Many people find at this stage that they unconsciously adopt a repetitive pattern of behaviour while speaking to an audience! A common characteristic of the inexperienced presenter is the use of ‘crutch’ words such as ‘you know’, ‘actually’ and ‘basically’. You may not normally use them to excess but nerves can produce all kinds of unexpected tics!

Or the behaviour may be physical, such as hand rubbing, pacing about or fiddling with hair. The Reluctant Nudist is uncomfortable about being the centre of attention and will cover himself up as much as possible, crossing arms, legs and displaying other defensive body language.

Have you ever spotted a Teapot? They stand with one hand on a hip while the other arm waves around or rests along the top of the flip chart. The Change Jangler is one of the most annoying – they dig deep into their pockets while rifling noisily through the contents.

You may well have spotted other bizarre, totally unconscious behaviour from presenters. Make sure you get some objective, honest feedback at the rehearsal stage – better to be told by a friend now than after the event! Practice will help you to become aware of any irritating habits and to correct them, so allow yourself time to rehearse, review and rehearse again.