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The Importance of Personal Relationships in Negotiations

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Experienced negotiators know the importance of building a personal relationship before going into business negotiations. A negotiation involves two parties trying to come to a deal when both sides may want different things. An overly heated atmosphere and anger can unravel the most carefully planned deal. You can avoid many problems when you establish a personal relationship with the people who will be on the other side of the negotiating table. 

You Are Working Together

A personal relationship with the person or people against whom you will be negotiating prevents an adversarial relationship from souring the deal before it starts. If negotiators see themselves as adversaries in a confrontation, both sides tend to become defensive and reactive with each other. In this situation, asking for even a small concession is seen as an encroachment or an attempt to take advantage of the other party. However, if the parties share a personal relationship, it is easier to put these give-and-take dealings in the context of building consensus. If your opponent believes that you are genuinely looking for a mutually beneficial deal, he or she is far more likely to make a concession. 

Focus on Business

Remember that business is business. If both parties didn’t have divergent needs, there would be no need for negotiations. Both parties will be asking the other to give up something. This can create a difficult atmosphere if you’re not careful. Never make personal attacks or attribute any combative exchange to malice on the part of your opponent. When things are getting tense, suggest a break. Taking some time away from the negotiating table can help you steer the conversation back to your personal relationship. Remember to not take things personally. 

Know Your Opponent

A good negotiator will build a personal relationship with the person against whom they will be negotiating before they even get to the table. This means making those important social calls to your opponent. The key is to frame yourself as a friend first and a negotiator second, which transforms your relationship from competitors to cooperators. This can provide a positive perspective on the person with whom you will be negotiating. Understanding what they want, can also help you get what you want.

Building personal relationships between negotiators is an essential part of reaching a deal. Remember to not only get to know the positions from the other side, but the people with whom you are negotiating as well. Focusing on your cooperation can be the element that closes the deal.

3 Tips for Negotiating Your Salary

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Many people avoid asking for higher pay for fear of sounding pushy or entitled. However, if you know your work is valuable to your organization and worth more than you’re receiving, you should be able to argue your case effectively. Remember preparation is the only aspect of a negotiation you can control.

First, you need to know you have a solid case for higher pay. Everyone wants to believe their work is worth more than what they’re paid – but you need to know it before you bring up the subject. Once you do, it’s time to decide how to approach your supervisor.

Pick Your Battles

When you choose to initiate the conversation about your pay is as important as deciding to do it in the first place. Although our emotions shouldn’t affect our performance at work, things rarely play out this way, so you need to assess your superior’s state of mind before broaching the subject.

Typically, the best time to ask for more money is when the company has been doing well for a noticeable amount of time. A small rebound after a slow or difficult season isn’t ideal. Wait until the company is posting gains rapidly or after a particularly good year. Also, never forget that your time spent working for the company is a crucial part of your conversation. A good rule of thumb is to avoid asking for more pay for at least a year in your role, unless you are churning out extraordinary work on a regular basis that’s above and beyond expectations.

Know What You’re Worth

Once you think it’s time to have the talk about more money, you need to check your ammo and understand any precedents. Not only do you need a strong portfolio of work that displays your value as an employee and contributions to the company’s success, you also need to have a figure in mind. Do some research on professionals in your field and find a number that sounds reasonable. If you approach your supervisor with a precise number, you’re more likely to get what you want, as your supervisor will assume you’ve done your homework and know your value.

Special Tips for On-boarding

Salary negotiations are a bit easier when you have history with a company. Things get a bit trickier when you’re negotiating a starting salary during the interview and on-boarding process. Keep the following tips in mind for negotiating your starting salary:

• Let the interviewer bring up money first. Once the salary talk begins, never be the first to name a number. Let the interviewer give you a starting point and you’ll be in the power position once negotiations start. If you offer a number first, you run the risk of low-balling yourself with what you consider a lofty figure when the company was prepared to offer more.

• Know your value and aim high, just don’t be surprised if you are shot down. As long as you demonstrate value, the company will recognize your value. If it doesn’t, you may be better off looking elsewhere.

• Don’t bring up your salary at your previous job. This isn’t a benchmark and it’s not a great figure to reference when you’re joining a new company.

 

Sources:
http://www.employmentspot.com/employment-articles/salary-negotiation-learn-how-to-negotiate-for-a-higher-salary/
https://www.themuse.com/advice/how-to-negotiate-salary-37-tips-you-need-to-know
http://www.inc.com/jayson-demers/how-to-negotiate-a-higher-salary.html
http://www.forbes.com/sites/lisaquast/2014/03/31/job-seekers-8-tips-to-negotiate-your-starting-salary/#4453b77d548d
http://www.businessinsider.com/6-tips-for-negotiating-a-pay-raise-2013-10

Six Tips to Nail Your Sales Position Interview

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Interviewing for your dream sales position is no different than making a sales call. Remember that you are your product, and you are making the pitch. Here are six tips to help you close the deal:

1. Dress for the Occasion

You get only one chance to make a first impression, or so the saying goes. It turns out this saying has scientific proof behind it. A study the Journal of Occupational and Organizational Psychology published may surprise you. It found that interviewers take 15 minutes to cut a candidate. What can a candidate do to make a good impression in those 15 minutes? Show up to your interview well groomed and well dressed. Your clothes don’t need to be expensive, but they need to be clean and pressed.

2. Do Your Research

To be a successful salesperson, you need to know your customers’ needs. Before your interview, research the market for your industry. Read industry blogs and study the key players. Do background research about the company with which you are interviewing. You should know the product or service it sells and its customers. Educate yourself about the company’s competition. How does this company measure up against the competition?

3. Show Your Work

You are a salesperson. Now is the time to sell yourself. How was your performance at your previous position? You should have your previous sales numbers ready to show your interviewer. Hiring managers want evidence that you are great at your job. Specific numbers are more impressive than general self-praise.

4. Any Questions?

When the interview is over, your interviewer will ask if you have any questions. It is a grave mistake to say no. This is the time to signal your interest in the position. Prepare a list of questions for the interviewer while researching the company. Your questions should demonstrate that you have done your homework. Make sure your questions include asking about the type of employee the company wants to hire. This creates yet another opportunity to sell yourself.

5. Ask for the Job

Interviewees may talk about their qualifications so much they forget to say they want the job. Remember, this is a sales position. Now is the time to close the deal. Make sure not to pressure your interviewer – you should never ask if you’re hired. Let the interviewer know you want the job by asking about your next steps.

6. Follow Up

Old advice tells us we should send a hand-written thank you note after the interview. That’s good advice, but we live in the digital age. Write the note if you must, but you should also write an email to your interviewer. This shows that you want the job and keeps you on your interviewer’s radar. Don’t just sit at your desk waiting for a response. You are a salesperson – go chase that sale.

How to Influence Without Being Pushy

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Sometimes leads are already interested before you start your pitch, but how you attempt to influence them will make or break the deal. There’s a big difference between influencing and selling – your audience is less likely to take your words to heart if you come off as pushy, rehearsed, or “salesy.”

When it comes to influencing people, a few key strategies will lead you to more effective interactions with more positive results. Keep the following in mind.

Build Trust

When you have rapport with other people, it’s easier to speak with them. You need to be able to reach people on a personal level while staying professional. Carefully listen to their concerns and address them fully. Try to take your resolution a step beyond what they may expect from you to show them you are acting with their best interests in mind. Find common ground and work from there. You cannot force people to do things. Instead, you should try to persuade them to want what you want.

Focus on Positives

Of course, you want to be able to relate to the other party if you want them to see things your way, but it’s important to stick to your guns while staying positive. Instead of sympathizing with their complaints, get them to focus on the positive aspects of your discussion. Demonstrate value and emphasize how they will benefit from the decision you want them to make.

Speak Naturally

You may work on your speaking technique in private, but it’s important to be prepared without sounding rehearsed. If you want to influence people, the number one way to fail is to to be unprepared and not know what you are trying to say or sound like you’re selling something or reading from a script. Speak as you would in any other conversation (again, remember to stick to your professional boundaries) and be relaxed. Pay close attention to body language – both the other party’s and your own. Don’t come off as rigid, closed-off, or unapproachable. People will be more willing to converse and be influenced if it feels natural.

Generate Enthusiasm

One of the best methods of influencing others to do what you want is to demonstrate what an amazing opportunity they have and make them excited to see it happen. Generating energy and enthusiasm is a great way to get others on board with your vision and get them to see things from your perspective.

Be Adaptable

Your conversation style needs to be flexible – you can’t speak with everyone in the same way, and every interaction has unique factors that you need to consider. This is the biggest reason that maintaining a natural demeanor is important – when you lock yourself into a routine, it becomes much harder to deal with the unexpected. To influence the other party, you need to be on your toes and ready to handle any question or concern they have. .

Keep these tips in mind as you prepare for your next major conversation. Remember that influencing is all about getting other people to want what you want – not hammering them until they see things your way.

Listening: The Golden Rule of Successful Negotiations

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You know the feeling of frustration you get when you know you aren’t being heard? It’s the same feeling your potential client has when you place more importance in the pitch you’ve prepared than what he or she has to say during a negotiation. Negotiation is about striking a balance—this isn’t possible without hearing both sides. If you don’t know how to effectively listen, potential clients will stop trying to communicate altogether.

The Importance of Listening

It’s in many peoples’ nature to talk too much when they’re nervous. Silence can feel uncomfortable during a negotiation, so negotiators strive to fill the silence with their own voice. Unfortunately, this habit gives clients the impression you aren’t interested in hearing what they have to say. Instead of nervously filling conversation gaps with empty words, try to listen.

Studies show that people spend 60% of an average conversation talking about themselves. You is a subject you know and feel good about discussing. Reverse the situation, and realize your potential client would also like to spend 60% of the conversation talking about him or herself. Now you may understand why listening is often better than talking during a negotiation.

Talking about the self encourages feelings of motivation and reward. When you allow potential client to talk about their own needs, wants, and feelings, you’re encouraging these positive feelings. Truly listening to a client makes an enormous difference in how they perceive you and your company. Practice good listening techniques, and train your employees to do the same.

Practice Active Listening

True listening is active. It’s a dynamic process that involves acknowledgement, inquiry, and restatement. It’s not static listening while your potential client talks. Psychologist John M. Grohol describes active listening as a skill that “builds rapport, understanding, and trust.” He has a few tips on how to become a better listener:

  • Summarize what you’ve heard
  • Use brief conversation prompts to show you’re listening
  • Repeat things the client says in your own words
  • Ask probing questions to draw more information from the client
  • Take advantage of silence
  • Avoid distraction while the other person is talking
  • Provide feedback to clarify certain points

Active listening not only shows your client that you care about what he or she to say, but it will also ultimately allow you to respond to clients’ needs more thoroughly. Listening is a skill that requires constant practice to keep up. If you master effective listening techniques, you’ll engage more fully with clients and reap the benefits of their appreciation: new business.

How to Negotiate with Different Genders

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Successful negotiations often depend on how well you relate to the other person. For example, many people wonder how to negotiate with different genders. If you find yourself negotiating with people of different genders on a regular basis, there are tips you can follow to ensure everyone walks away friends.

Empathy vs. Aggression

In today’s culture, striking a balance between empathy and aggression is vital, but can be difficult. For example, women are often taught not to be assertive. They are told that assertion is the same thing as aggression and that it makes them seem uncaring. Therefore, women sometimes take an overly empathetic approach to negotiations and don’t push for what they want or need.

On the other hand, men are often taught that aggression shows strength, while too much empathy shows weakness. They are told that if they are too empathetic, they will lose negotiations, letting themselves and others down. Thus, some men “play hardball” more than they should.

The key to solving both these quandaries is to find your personal balance between empathy and aggression. To do so, analyze the type of negotiation you are in. If you want to sell a product or service to a client, for instance, you need to find points of agreement and empathize with his or her needs, rather than push for a decision.

Establishing Authority

Establishing authority is another tricky part of negotiating with different genders. Authority equals control, and exerting too much control could be seen as arrogant or demanding. Both genders tend to have a difficult time with this, although women are often more reluctant to take seats at the head of the table, make wide gestures, or use up space.

Experts agree that there are key ways men and women should establish authority without looking aggressive. For example, spread your materials out instead of keeping them in a small, neat stack. As much as possible, avoid reading from your material; this can make you look unprepared and not confident. Maintain friendly eye contact. Use silence to emphasize a point or give people time to think through what you have said.

Listen

When most people think of negotiations, they think of talking. Talking is a big part of any negotiation, but listening is even more vital. Both genders can be accused of not listening, or of using silence to plan what they want to say next. Learn how to actively listen, perhaps through professional negotiation training. When the other person is talking, maintain eye contact, nod, or say things like, “Tell me more about that” to show engagement. If you didn’t hear or understand something, be honest and ask for it to be repeated.

Don’t Bow to Stereotypes

Don’t let stereotypes influence your success in negotiations. If you are a woman who needs to be more assertive, ask for tips or assertiveness training from other women you trust. Seek opportunities to negotiate with men, and learn from key phrases they might use such as “I think” or “you know.” If you are a man, don’t be afraid to compete as much with women as you do other males. Learn from women as well – for example, women are less likely to “wing it” during negotiations, and this can help them succeed.

Tips for Communicating Value to Clients

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Every business needs clients to function. To keep clients, you must convince them they are investing in a valuable product or service. Communicating value can be difficult if you own a large company or business, but it isn’t impossible. With the right strategies, you can communicate the value of any product or service, maintain your current client base, and find new clients.

Ask First

It might seem like common sense to ask customers or clients what they value in a product. Surprisingly though, many business owners don’t ask. Thus, their clients don’t feel valued and don’t get the product they are looking for. Before selling one product or service, ask customers what they value most about what you offer. If you’re a baker, is it healthy, gluten-free ingredients? If you’re a mechanic, is it your response time or the specific tools you use? Ask customers what they like about your existing product, what they would change, and what they would like to see more in the future.

Think Beyond Price

Most customers or clients want an inexpensive product, but they also want to come away satisfied with their purchase. For example, no one wants a well-priced product that breaks down easily, or a service that is fast and inexpensive, but of poor quality. When deciding how to sell your product, think about other factors such as –

  • The specific response you want
  • What you are willing to guarantee (e.g. is your new electric blanket safer and warmer than competing products)?
  • The knowledge your customers already have. Customers who frequently restore old cars will come to your mechanic shop with a greater knowledge base than those who don’t.

Use a Rating System

Rating systems are one of the quickest, most efficient ways to get customer feedback. A rating scale can tell you in one number how your business or product is doing in several areas, and it saves you the time it would take to read through paragraphs of feedback. A rating scale will also draw your attention to additional comments; if someone takes the time to specifically say what they liked or did not like, you’ll notice it right away and be in a better position to change it if necessary.

Find a rating system that works for you – for example, 1-5 with 5 being the best – and stick with it. Check your ratings often. If one or two areas get consistently low ratings, focus most of your energy on improving them.

Build Rapport with Customers

You can’t communicate value to clients without talking to them. Good communication often starts with rapport. Remember your customers’ names when possible, as well as details about the products or service types they like. For example, if you own a ‘50s-style café, get to know your customers well enough that you can ask, “The usual?” If you own a bookstore and know one specific customer likes a certain author, call or email her when a new release from that person is in. If you need help building and maintaining rapport, you can also check out our negotiation training or influence training for assistance.

Rules of Negotiation: Getting Your Outcome With Tact

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During a negotiation, each side has deep interest in seeing their desires come to pass. Sometimes compromises that leave all parties completely satisfied can be made, but there are cases where issues leave one side at a deficit. This can create resentment or increase conflict.

It is important for negotiators to reach their end goal while still maintaining amicable and fruitful relationships with those in opposition. Learn how to effectively communicate your point while utilizing tact and diplomacy to preserve your professional connections.

 

Demonstrate Emotional Control 

Emotional control is our ability to recognize our own emotional response to situations. People who have a higher level of emotional intelligence can identify and control their emotions. Additionally, emotional intelligence allows us to recognize the way other people respond to situations. An effective negotiator easily recognizes personal emotions before they come to the surface, and he or she knows how to elicit and manage a response from the other side. This allows them to negotiate with tact. Because they understand emotion, they know how to manipulate the situation without offending anyone.

Listen Attentively 

Everyone wants to be heard. Experienced negotiators know how to talk, but they also know how to listen. When you truly listen to someone, you establish a bond while learning about his or her needs. In turn, you can understand each side with clarity and how to bridge any remaining gaps. Attentive listening not only garners respect from the opposition; it prepares you to offer solutions.

Show Assertiveness 

Assertiveness and tact go hand in hand. When negotiating, you don’t want to be seen as passive, but you also don’t want to be perceived as overly aggressive. The essence of negotiating with tact is to make your point without making the other person angry or intimidated. Learning to be assertive entails finding the balance between passiveness and aggressiveness. A firm handshake, confident eye contact, and a demonstration of your intelligence should accomplish this nicely.

Keep the End Goal in Mind 

Before going into a negotiation, clearly define your goals. This may mean writing them down and thinking about how to achieve them. Negotiators step outside themselves and see the big picture. Because of this, they are also able to forecast possible objections to their arguments and come up with solutions. Prepare your responses to possible objections, so you can demonstrate to others that you respect their opinions and considered their needs, as well.

Sources:

http://www.skillsyouneed.com/ips/tact-diplomacy.html

http://www.forbes.com/sites/christinapark/2015/01/09/eight-powerful-negotiation-tips-for-introverts/

http://www.how-to-negotiate.com/interpersonal-communication-skills.html

How to Build Value in Your Customer Relationships

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The goal of every successful salesman is to turn leads into customers and customers into long-term relationships. This may come naturally to some, but to most, it is an ongoing effort. The key is in the baby steps. Give your customers multiple opportunities to “win” along the way. Throughout the customer lifecycle, make sure you appreciate and engage your customers every step of the way. If you can make your customers feel special and appreciated from the beginning, they will continue to reward you with their loyalty.

Make Them Feel Like They Are Winning From the Start

Everyone wants to feel like they are “winning” something, especially in sales. Whether it is a good deal, inside information, or a product that can solve their problems, customers want to feel like they have come out on top. You can provide them with winning situations right from the first pitch. Do this by leading with how your product or service benefits them, instead of leading with information about your company. Your customers are probably busy; they will be more interested in hearing how your product makes them the winner, right from the beginning.

Let Them Win During the Sell

One of the easiest ways to let your customers know they are appreciated is to offer them free perks. If they buy your product, can you offer free shipping? How about discounted upgrades? Send them a “care package” of product samples; this is good for marketing and building relationships. If you give your customers little free perks like this every time they do business with you, they are likely to continue to buy from you in the future.

Let Them Win Upon Fulfillment

Now that you have made the pitch and closed the sale, you can stop worrying about all this “winning” stuff, right? Well, not if you want to build a long-term relationship. Details are essential. Why not hand-deliver the product they ordered? Or make personalized thank you cards to send along with the package? Use your personality and creativity to come up with unique ways to say thank you for every order.

Get to Know Your Customers for a Winning Relationship 

Your customers want to feel special. Pay attention to their likes and dislikes. Know their family’s names. Send them a card or gift at Christmastime or a welcome package if they move to a new home. Invite your favorite customers to industry inside events, like a luncheon at your office or a company baseball game. Basically, treat your customers like you would a friend. These little efforts to get to know them will make them feel greatly appreciated. And when customers feel appreciated and close with you, they will be loyal to your company.

 

Sources:

http://www.entrepreneur.com/article/248275

http://www.entrepreneur.com/article/246505

http://www.fortunegroup.com.au/creating-value-for-customers

How to Influence Management

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You don’t have to be a manager or CEO to influence others. Many people are born with the innate talent to influence. They seem to have a natural ability to compel others to listen; however, this is a talent that can be learned, as well. Influence training helps people learn to look within themselves and find the power to lead people. Leadership is an important skill to learn, whether or not you’re in a leadership role. It’s a skill that can be carried on throughout the rest of your career and life.

Be Logical 

When trying to get your point across, you must first address the logic within your cause. If you can convey to someone that your argument is a logical alternative, he or she will be more willing to listen to what you have to say. If you’re trying to come to problem solve with upper management, logical arguments usually create attentive listeners.

Be sure your side is clearly defined, and offer factual details to back it up. Be ready to address the downsides with effective solutions, as well. For example, if you’re trying to influence management to let you take on new responsibilities, explain how you will handle these duties. Address the common pitfalls that hinder those with new responsibilities and how you plan to handle them.

Speak to His or Her Emotional Side 

Another way to build on your ability to influence is to appeal to the person emotionally. Obviously, you need to understand your audience to do this. Speaking with great enthusiasm isn’t going to win over curt and fact-focused managers. Think about the person you’re trying to convince, speak to his or her emotion, and slip his or her name into conversation when you can. This age old trick is a proven way to get people to listen – just don’t use it too much or you risk sounding robotic!

Work Together 

One of the most time-tested approaches to influencing others is to convince them to get on board with you. “If you can’t beat em’, join em’,” as they say. With this tactic, you’re playing up the solution you will reach together. There are several ways to appeal to the cooperative side of the argument. For example, you could ask the person for help or new ideas with a topic, you could partner up and work directly with someone, or you can form alliances with those who already support your cause.

Many effective influencers use a combination of these three tactics. With practice, you will learn when and where each scenario works best. As you get better at reading people, you will get better at influencing them, and vice versa. This will also help you build essential leadership skills to advance your career.

Sources: http://www.forbes.com/2011/01/03/influence-persuasion-cooperation-leadership-managing-ccl.html