Negotiation

How to Negotiate with Influence [Complimentary Training]

Everyone negotiates, every single day. It's how life and business gets done

So whether you're a CEO, teacher, sales professional, manager, parent, hospital administrator, or anything in between, negotiating, terms, price, agreements, settlements, deals, quantities, whatever, it's in your best interest to sharpen your negotiation skills.

Enjoy this complimentary training, and let me know if you or your people have questions, or need further assistance in honing your negotiation prowess.

If you’d like to schedule a complimentary, no obligation, 1-hour training session for your employees, please complete the form below.

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How Negotiation Skills Can Improve Your Sales Results and Your Career Opportunities

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I recently had one of my class participants reach out to me and share the results he was able to achieve, shortly after attending our Negotiation Skills Workshop. Though this wasn't the first time I'd heard back from a participant who'd achieved significant results from the training, this time was different, because it showed how a little creativity, on the part of the participant, can turn simple principles and strategies into a world of opportunity.

Here's his story, if you'd like to hear it first hand.

The bottom line is this: When you know how to negotiate effectively, in any given situation, you can create, unstick and even improve opportunities for yourself, your company, your customers and anyone else with whom you have the privilege of negotiating.'

This gentlemen who reached out to me was able to close his first million dollar plus sales with a large account, as an account executive, and then turn around in less than a moth after, and land his ideal professional role as a VP of Business Development.

So, how did he do it, exactly?

  1. He focused on reaching a mutually beneficial outcome for his customer, then his new employer and, in both instances, for himself.
  2. He engaged both, his customer, and then his new prospective employer, in creating value based solutions that did NOT exist in past interactions and discussions.
  3. He let go of, and set aside his own agenda, in both scenarios, to focus on and fight for the other parties' outcomes, over his own.

As simple as it sounds, this is the very formula he followed to make extraordinary strides very shortly after attending the training.

If you'd like to learn more about what I taught this AE turned VP, to help him secure tremendous opportunities in his career, I've put together some free training that will help you get measurable results, immediately. You can request that complimentary training here.

 

Where Most People Drop the Ball in a Negotiation

I'm sure you've heard this before, but it bears repeating, time and again, especially if you're anything like me:

"If you want to "win," and truly get what you really need, want and expect when you negotiate . . . prepare, prepare, prepare.

See, I told you that you've heard that before. But are you doing it? Enough? Consistently?

Or do you consistently drop the ball when it comes to the preparation because you're busy, overwhelmed, over scheduled, or plagued, like me, by a touch of "adult-onset-of-ADHD."

I admit it, I have the best intentions, I really do. But as good as those intentions are, there are far too many times I let "good enough" derail my "very best" because, let's face it . . . preparation takes time.

Honestly, though, I stated taking this whole preparation thing much more seriously when someone pointed out to me that, on average, across industries, professional buyers (anyone whose job, or job in part, is to purchase stuff for their company) invest 3 hours of prep time for every hour they plan on negotiations. Wow! 3 to 1! I know I hadn't been investing that much time. Not even close.

I am glad, however, that I took this statistic to heart when I was preparing to negotiate my salary at the last employer I worked for before I started my company, Influence Seminars. I literally spent close to five hours preparing for what turned out to be a thirty-minute conversation. I prepared three pages of notes, a spreadsheet, and had printed copies of evidence I would use as proof and salary justification, should I need to.

It's a good thing I prepared for this conversation as thoroughly as I did. Ultimately it came down to a one-on-one negotiation with the CEO, who I was certain had tons more negotiation experience than I did. And he had ALL the leverage (or at least it seemed).

When all was said and done, and all the smoke had cleared, the CEO and I both emerged with a win. He, with a world-class Director of Training (who had absolutely no experience on that role, only mad skills as a trainer), and me, with a salary, benefits and perks that would rival any other person in that role, in the United States.

All because I was prepared. Over prepared!

So let me ask you . . . what is your time in preparation worth to you? What if you were absolutely "loaded for bear" the next time you stepped to the negotiations table? Can you put a number on it? If so, please don't forsake the preparation process ever again. You now know what is at stake.

So when you prepare, here's a checklist to help you do so effectively, efficiently and meticulously, so that you can get exactly what you need, want and expect:

1.    Know whom you're negotiating with. Spend time with the person if you can. That's the best way. If not, spend time researching them on social media, talking to people who have worked with them, or picking up the phone and having a conversation with them prior to the actual negotiation.

2. Add value to their business or life. Once you know who they are, what they like, what they think about, what they focus on, and what they value, help them get more of it. One of my mentors, John Maxwell says it best: "Influence is adding value to the lives and businesses of others. There's a story of a lady who landed a ten-minute interview with Warren Buffet. When she entered his office for that ten-minute interview, she entered carrying his favorite beverage. The first thing out of his mouth was, "young lady, you can have as much time as you need."

3. Get clear and specific with what you want, how much and why. Write it down. Going in with vague expectations in your head is a recipe for disaster and failure in negotiations. Know what you want, need and expect in advance. Then write it down to carry in with you.

4. Anticipate their need, wants and expectations. Just like you, there's a reason they're at the negotiations table. Find out what that may be. If you're not sure, just ask. If they won't tell you it's because you haven't yet built a relationship of trust. Or it's because you asked them first without sharing yours first.

5. Have a list of questions. Now how much time, effort and energy you invest into preparation, there are always going to be things you still don’t know. Write down questions that will help you uncover the answers during the conversation. The last thing you want is to be caught like a dear in the headlights, searching for the right question to ask.

I sincerely hope this article served you. If you'd like to learn more about how negotiate a win-win, every time you have an opportunity to negotiate, join me for one of our upcoming live seminars. I'd be honored to work with you and help you achieve the outcomes you deserve.

 

 

 

 

 

The Missing Link to Ongoing Sustainable Sales Growth

Statistically, across industries, employers spend approximately 90% of their efforts training their sales team on product knowledge. The remaining 10% is spent training their sales force how to develop connection, relationship and trust with customers. 

Obviously, both are very important but in and of themselves, or even collectively, these disciplines are not enough to achieve the ultimate goal of any sales organization - ongoing, sustainable sales growth.

So what's the missing link? What does it take to get sales people off of the sales rollercoaster, and on to a consistent growth pattern that continues?

While more emphasis on sales training (i.e., connection, relationship and trust) would definitely improve results short term, the only true long-term solution is in developing and increasing the sales professionals ability to influence customers and outcomes.

To improve your own ability, or the ability of your sales team to influence customers and customer outcomes, register below for our complimentary video training series on Sales Influence.

Complete the form below to request the complimentary training. 

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[Video] How to Build Trust, Relationship and Influence with All Types of People

One of the the greatest skills we can possess is the ability to have influence with all different types of people. People are the ONLY source of opportunity in the world around us, If we know how to better and intentionally connect/build relationship with others, even the most difficult of people, we can serve them better and achieve greater outcomes.

Whether you are a small business owner, corporate executive, sales professional, behind-the-scenes employee or an entrepreneur, this video will open your eyes to the possibilities that await you when you truly understand people.

Although I'm addressing a group of sales professionals, at a national sales meeting for The Binding Site in San Diego, CA, this message is relevant and applicable no matter your occupation. This video is jam packed with insights, content, humor and fun takeaways.

Why most people do not negotiate effectively

For the past six and a half years, I've taught business professionals, executives and employees of all ranks, how to negotiate a win-win outcome.

Through the many experiences I've had negotiating my own deals, teaching and coaching negotiators,  and the direct feedback from the participant "laboratory," I've learned that there are basically three distinct reasons why people fail to achieve a fair and comfortable outcome for themselves, and the other party:

1. Lack of clarity - simply put, people show up to the negotiations table not even knowing what they want. They simple don't take the time to get clear, focus and prepare.


2. Their way or the highway - to make matters worse, they hunker down on how they want things to play out, and alienate the other party in the process.


3. They are trying to take, and it doesn't work - they are more concerned with what they're going to get, rather what they can freely give to add value to the other side first.

Obviously, when anyone approaches negotiations this way, the outcome might be a temporary win, but it does so much harm long-term. Trust is erroded, relationships are bruised, and the doors of opportunity are often slammed shut.

To be an effective negotiator, it is imperative that we add value to the other party first and foremost. We must be clear from the beginning on what we want to achieve, and what we're willing to give and ask for to achieve a mutually beneficial outcome. 

If you are ready to develop or hone your skills as a skilled negotiator, look into our upcoming negotiations seminars, and join us for an experience that will get you results for the rest of your career.