I am sitting here at my desk asking myself the question…’How many times in the last week did I need to negotiate?’
There was the client asking for a discount on Thursday.
There is my wife asking me right now to stop this writing and listen to her story from last nights dinner party.. (She is a top negotiator so I’d better listen. She doesn’t give up….)
There was one of my team mates in water polo on Wednesday night who was taking ridiculous shots at goal and causing turnovers which cost us goals..
There was my son ringing me up asking to take him to the beach..
There was my daughter wanting to borrow my car..
In fact.. the list goes on and on and on..
We are negotiating about all sorts of things almost every hour of the day.
So why would anyone need negotiation skills training?
Should negotiation skills training be part of any sales training plan you put in place.
As one of my clients said to me the other day ‘Leigh, I think we are giving too much away..’
He felt his team were not maximizing sales and profits because they were not negotiating with any real science or principles of persuasion.
How about you?
How well do you and your team negotiate?
Do they give too much away?
Do they give nothing away?
Could they close more deals if they did give something away?
There are so many principles to effectively negotiating a good outcome.
Let’s look at just a couple here..
1. ITS NOT HOW YOU CLOSE,ITS HOW YOU OPEN
As we teach in our Blue Rocket Super Closer Programme, you need to connect, develop rapport before you start to talk about business. To the degree you are in rapport with the other person is the degree you can influence and lead the discussion.
Match and Lead is the principle here.
Plus, you need to be positioned as professional, proven, helpful before you walk in the door. That is why you need a powerful Shock and Awe Pack strategy. (If you want more information on how to do this touch base with our office or click here)
2. DON’T NEGOTIATE A DEAL UNTIL YOU KNOW THE OTHER PARTIES REAL NEEDS
My wife didn’t really want to just talk to me about anything just then. She wanted to talk about the funny conversation we had with our friends over dinner last night. She wanted to get my opinion about one of the funny things that happened.
Once I had that humorous chat with her, she was happy. Now I am back writing this.
Her real need was that chat.
My client this week had a need for 12 months of sales training but a real need to reduce expenses in the new financial year. We agreed that they pre-pay next years training this year.
Your job is to dig down and discover the REAL need, not just the SUPERFICIAL NEED. Only then can you create a win-win result.
3. FOCUS ON WHAT YOU AGREE ON, NOT WHAT YOU DON’T AGREE ON
All good negotiators focus more on what you both agree on rather than what you don’t agree on.
Barack Obama in his book ‘Audacity of Hope’ talks about how this strategy has worked for him over and over again in political life and political history.
‘We have more things in common than things that divide us’ is the principle here.
‘What do we both want?’ is a powerful question.
(When I spoke to my goal shooting team mate we both agreed we wanted to enjoy playing in Sweden at the World Masters Water Polo next month. We also agreed we wanted the team to work well as a team. Which also meant we agreed we should stick to the agreed game plan rather than do our own thing… Result – He agreed to stick to the game plan and I agreed to work with him to correct his shooting pattern.)
4. ASK FOR THE BUSINESS ONLY AFTER YOU SUM UP THE PAYOFF
This is a powerful strategy to drill and practice.
Sum up what you agree on, future pace the payoff, then ask for the business.
That way, your prospect is buying the imagined outcome not your product or service.
As Ken Blanchard writes in the One Minute Salesperson
‘People do not buy your product or service.
They buy how they imagine using your product or service will make them feel..’
Make sure you are taking them to that place called the ‘imagine how our product or service will make you feel’ zone.
If you want more information on how Blue Rocket can help your team become Super Negotiators and Super Closers (without being rude or pushy) click here and write ‘Negotiate’ in the subject line.
I haven’t even touched on the fact that we negotiate with ourselves every day too..
Will I go to the pool and swim this morning?
Will I have Sultana Bran or will I have a cooked breakfast or not?
Will I have sugar in my coffee or will I go sugarless today?
It goes on and on doesn’t it?
Let me know what you think?