tag:blogger.com,1999:blog-31098519100000754822024-03-04T20:19:51.267-08:00Simon HazeldineAnonymoushttp://www.blogger.com/profile/07689144003520801527noreply@blogger.comBlogger23125tag:blogger.com,1999:blog-3109851910000075482.post-81905861636230280082015-10-22T00:43:00.000-07:002015-10-22T00:43:34.493-07:00Negotiating by Telephone & Email - The Challenges and Practical Solutions<div style="color: rgba(0, 0, 0, 0.701961); line-height: 32px; margin-bottom: 32px;">
<span style="font-family: Arial, Helvetica, sans-serif;">Increasingly negotiations are taking place through channels other than face-to-face meetings. Sometimes certain sections or parts of the negotiation will take place via telephone or email and in some cases the entire negotiation will take place in this way.</span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">In addition to the telephone and email you may also find other medium being used such as VOIP, video conferencing, conference calls, Webex or instant messaging services. This post will largely focus on the two most common channels – telephone and email as the principles can then be applied to the other medium.</span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">The communication channel through which the negotiation is conducted will affect to a greater or lesser degree the dynamics of the interaction, the quality of the communication, the degree of trust developed, the amount of co-operation or non-cooperation, the amount of information shared, the degree of clarity each party has, the motivation and therefore the outcome.</span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">This post is based upon some of the latest research that has been conducted into negotiating via telephone and email vs. negotiating face-to-face.</span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">In the modern commercial world negotiating in this manner is likely to be unavoidable. The wise negotiator will realise that negotiating in this way is different and will adapt their behaviour accordingly to maximise their effectiveness.</span></div>
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<em><span style="font-family: Arial, Helvetica, sans-serif;">“The communication channel through which negotiations are conduced is neither passive nor neutral. Any communication medium influences both ends of the communication loop, affecting what information negotiators share and how that information is conveyed, as well as how that information is received and interpreted. <br />These effects are called ‘media effects’.“<br />Noam Ebner<br />Assistant Professor<br />Werner Institute for Negotiation and Dispute Resolution</span></em></div>
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<span style="font-family: Arial, Helvetica, sans-serif;"><strong>The communication challenge</strong></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">Any time you are talking with someone, whether you’re chatting about what you did at the weekend or negotiating an important deal, you and the other person are receiving a lot of non-verbal information or “contextual cues”. These cues give the words that are spoken appropriate meaning. Research shows that words make up 30% or less of communication – the other 70% consists of non-verbal cues.</span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">We rely heavily on body language such as gestures, posture, facial expressions and tone of voice to give context to the words that we hear.</span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">Face-to-face communication is a “rich” medium as all of the contextual cues, from which a significant proportion of the meaning of a particular communication is derived are present.</span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">If we are communicating (or in this case negotiating) over the telephone then we have lost all of the visual context cues, and in the case of email the verbal context cues are absent also.</span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">Therefore as negotiators we have to be very careful when negotiating in a “leaner” medium such as over the telephone and particularly careful when negotiating with the “leanest” medium of all – email.</span></div>
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<em><span style="font-family: Arial, Helvetica, sans-serif;">Psychologists Nicholas Epley and Justin Kruger Research conducted research<br />comparing email communication to voice communication. They created word-for-word content in verbal and email messages. They found that people communicating via email believe that they understood the correct tone – but they did not. “People in our study were convinced that they (had) accurately understood the tone of an email message when, in fact, their odds (were) no better than chance.”</span></em></div>
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<span style="font-family: Arial, Helvetica, sans-serif;"><strong>Telephone and Email Negotiation – The Research</strong></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">Research has identified a collection of challenges to negotiating via telephone and email:</span></div>
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<li style="line-height: 32px; margin-bottom: 15px; margin-top: 0px;"><span style="font-family: Arial, Helvetica, sans-serif;">Parties communicating via telephone were found to be prone to more distrust, competition, and contentious behavior than those in comparable face-to-face interactions</span></li>
<li style="line-height: 32px; margin-bottom: 15px; margin-top: 0px;"><span style="font-family: Arial, Helvetica, sans-serif;">Email negotiators rely more heavily on logical argumentation and the presentation of facts, rather than emotional or personal appeals</span></li>
<li style="line-height: 32px; margin-bottom: 15px; margin-top: 0px;"><span style="font-family: Arial, Helvetica, sans-serif;">Email communicators are more task-orientated and depersonalized than those engaged in face-to-face interactions.</span></li>
<li style="line-height: 32px; margin-bottom: 15px; margin-top: 0px;"><span style="font-family: Arial, Helvetica, sans-serif;">Information exchanged in email tends to be less nuanced than information exchanged face-to-face and the elimination of important back-channel and clarifying information such as speech acknowledgements (“OK”, “Uh-Huh” or Huh?”) compound this.</span></li>
<li style="line-height: 32px; margin-bottom: 15px; margin-top: 0px;"><span style="font-family: Arial, Helvetica, sans-serif;">E-communication tends to be less inhibited than face-to-face communication due to physical distance, reduced social presence, reduced accountability and a sense of anonymity</span></li>
<li style="line-height: 32px; margin-bottom: 15px; margin-top: 0px;"><span style="font-family: Arial, Helvetica, sans-serif;">The lack of social cues in e-communication causes people to act more contentiously than they do in face-to-face encounters, resulting in more frequent occurrences of swearing, name calling, insults and hostile behavior.</span></li>
<li style="line-height: 32px; margin-bottom: 15px; margin-top: 0px;"><span style="font-family: Arial, Helvetica, sans-serif;">Email communicators trust their counterparts less than negotiators in similar face-to-face interactions – at all stages of the process.</span></li>
<li style="line-height: 32px; margin-bottom: 15px; margin-top: 0px;"><span style="font-family: Arial, Helvetica, sans-serif;">E-negotiators are more likely to suspect their opposite of lying, even when no deception has taken place.</span></li>
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<em><span style="font-family: Arial, Helvetica, sans-serif;">Face-to-face communication is synchronous and co-temporal. Each party receives an utterance just as it is produced; as a result, speaking “turns” tend to occur sequentially. Email is typically asynchronous: negotiators can read and respond to others’ messages whenever they desire – and not necessarily sequentially. Minutes, hours or even weeks can pass between the time a negotiators sends a message and the time their counterpart reads it, and reading messages out of order is a common cause of misunderstandings”<br />Noam Ebner<br />Assistant Professor<br />Werner Institute for Negotiation and Dispute Resolution</span></em></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">As if negotiating in a demanding modern commercial world wasn’t already challenging enough the research shows that negotiating via email and telephone makes it even tougher!</span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">The content of this post so far has been included with the intent of making negotiators pay very close attention to the problems, pitfalls and challenges of negotiating via the “leaner” medium of the telephone and email.</span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">So let us now look at what we can do to maximize our chances of success when negotiating via the telephone and email.<br /><br /><strong>Telephone</strong></span></div>
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<li style="line-height: 32px; margin-bottom: 15px; margin-top: 0px;"><span style="font-family: Arial, Helvetica, sans-serif;">Build rapport by matching the voice pace and tone of the other party.</span></li>
<li style="line-height: 32px; margin-bottom: 15px; margin-top: 0px;"><span style="font-family: Arial, Helvetica, sans-serif;">Consider sending an agenda for the telephone by email in advance, put a frame around the negotiation and detail the areas for discussion (pay careful attention to the order of the agenda as many people have a tendency to address issues sequentially).</span></li>
<li style="line-height: 32px; margin-bottom: 15px; margin-top: 0px;"><span style="font-family: Arial, Helvetica, sans-serif;">Take the time at the beginning of a negotiation and during it for light conversation and “small talk”.</span></li>
<li style="line-height: 32px; margin-bottom: 15px; margin-top: 0px;"><span style="font-family: Arial, Helvetica, sans-serif;">Listen to any voicemail message twice before responding. Then pause and consider an appropriate response.</span></li>
<li style="line-height: 32px; margin-bottom: 15px; margin-top: 0px;"><span style="font-family: Arial, Helvetica, sans-serif;">Clarify more often than you would do in face-to-face negotiations.</span></li>
<li style="line-height: 32px; margin-bottom: 15px; margin-top: 0px;"><span style="font-family: Arial, Helvetica, sans-serif;">Summarize more regularly than you would do in face-to-face negotiations.</span></li>
<li style="line-height: 32px; margin-bottom: 15px; margin-top: 0px;"><span style="font-family: Arial, Helvetica, sans-serif;">Minimize distractions – turn off your computer monitor, move to a quiet office if possible.</span></li>
<li style="line-height: 32px; margin-bottom: 15px; margin-top: 0px;"><span style="font-family: Arial, Helvetica, sans-serif;">Concentrate fully on listening carefully to the other person – you are missing the visual input and only have the auditory input so you must focus 100% of your attention on the other person.</span></li>
<li style="line-height: 32px; margin-bottom: 15px; margin-top: 0px;"><span style="font-family: Arial, Helvetica, sans-serif;">Whenever possible initiate the telephone call to the other person. If they call you unexpectedly ask if you can call them back. This allows you to be fully prepared and in control.</span></li>
<li style="line-height: 32px; margin-bottom: 15px; margin-top: 0px;"><span style="font-family: Arial, Helvetica, sans-serif;">Do not skimp on your planning and preparation just because you are negotiating over the telephone. Use a negotiation planning template that captures your objectives, limits, needs, possible concessions, walk away points in etc in writing.</span></li>
<li style="line-height: 32px; margin-bottom: 15px; margin-top: 0px;"><span style="font-family: Arial, Helvetica, sans-serif;">Promptly transcribe your notes after each call. In telephone negotiations, you have one less sense for your memory to depend upon. As you speak on the telephone you will probably make some notes. Type or write them up as soon as you can after the call into a structured format. Otherwise they may not make sense tomorrow!</span></li>
<li style="line-height: 32px; margin-bottom: 15px; margin-top: 0px;"><span style="font-family: Arial, Helvetica, sans-serif;">Send a summary of what you have agreed over the phone to the other party by email. Ask the other party to confirm that they are in agreement with what is contained within the summary e.g. “This is my understanding of what we have agreed to. If this is incorrect or incomplete, please let me know within 24 hours.”</span></li>
</ul>
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<strong><span style="font-family: Arial, Helvetica, sans-serif;">Email</span></strong></div>
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<li style="line-height: 32px; margin-bottom: 15px; margin-top: 0px;"><span style="font-family: Arial, Helvetica, sans-serif;">Make extra efforts to establish rapport – share personal information and make yourself human, present and real to the other person. It is possible to engage in the email equivalent of “small talk”.</span></li>
<li style="line-height: 32px; margin-bottom: 15px; margin-top: 0px;"><span style="font-family: Arial, Helvetica, sans-serif;">Make sure you start and finish your email using socially orientated text e.g. </span><span style="font-family: Arial, Helvetica, sans-serif;"><i>“Dear Carole, Hope you are well / Hope you had a nice weekend etc”, “Looking forward to working with you on this. Kind Regards Simon”</i></span></li>
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<li style="line-height: 32px; margin-bottom: 15px; margin-top: 0px;"><span style="font-family: Arial, Helvetica, sans-serif;">Remember that you are dealing with a human being and not an email inbox.</span></li>
<li style="line-height: 32px; margin-bottom: 15px; margin-top: 0px;"><span style="font-family: Arial, Helvetica, sans-serif;">Read any received email at least twice and pause to think before sending an angry reply. If time allows save your email as a draft and return to it some time later and read it again before sending it. Tit for tat emails can very easily trigger and attack and defend spiral. They are described as “spirals” as the relationship and your chance of concluding a successful deal can spiral downwards very quickly!</span></li>
<li style="line-height: 32px; margin-bottom: 15px; margin-top: 0px;"><span style="font-family: Arial, Helvetica, sans-serif;">Take advantage of the time that email gives you (in a telephone or face-to-negotiation you will usually need to respond swiftly) to reflect on the content and tone of your emails.</span></li>
<li style="line-height: 32px; margin-bottom: 15px; margin-top: 0px;"><span style="font-family: Arial, Helvetica, sans-serif;">Be clear and concise but not terse. People often “skim” emails when reading them so get to the point.</span></li>
<li style="line-height: 32px; margin-bottom: 15px; margin-top: 0px;"><span style="font-family: Arial, Helvetica, sans-serif;">Use interest-related language (“I am very interested in securing a long term working arrangement”) frequently when discussing your position and inquiring about theirs (“What would be the priority for you when considering this contract?”)</span></li>
<li style="line-height: 32px; margin-bottom: 15px; margin-top: 0px;"><span style="font-family: Arial, Helvetica, sans-serif;">Use empathetic language such as “I do appreciate your position”, “I understand how you feel” to build emotional connection.</span></li>
<li style="line-height: 32px; margin-bottom: 15px; margin-top: 0px;"><span style="font-family: Arial, Helvetica, sans-serif;">Use positive, co-operative language as this will maximize your chances of reaching a successful outcome.</span></li>
<li style="line-height: 32px; margin-bottom: 15px; margin-top: 0px;"><span style="font-family: Arial, Helvetica, sans-serif;">Bridge time gaps by creating the experience of an uninterrupted conversation. For example, “As I mentioned in my last email…”</span></li>
<li style="line-height: 32px; margin-bottom: 15px; margin-top: 0px;"><span style="font-family: Arial, Helvetica, sans-serif;">Ask more clarifying questions – research shows e-negotiators ask less than face-to-face negotiators and therefore have less clarity on what the other side is looking for than they should have.</span></li>
<li style="line-height: 32px; margin-bottom: 15px; margin-top: 0px;"><span style="font-family: Arial, Helvetica, sans-serif;">Add more detail than you normally would – e.g. what you are feeling (if you are disappointed, positive etc), what assumptions you are making etc.</span></li>
<li style="line-height: 32px; margin-bottom: 15px; margin-top: 0px;"><span style="font-family: Arial, Helvetica, sans-serif;">Summarize each email and ask the other party to confirm that they are in agreement with what is contained within the summary e.g. “This is my understanding of what we have agreed to. If this is incorrect or incomplete, please let me know within 24 hours.”</span></li>
<li style="line-height: 32px; margin-bottom: 15px; margin-top: 0px;"><span style="font-family: Arial, Helvetica, sans-serif;">Remember that you do not know who else will see the content of your email – it could be shared far and wide. The emails you send are also potentially recorded and archived forever!</span></li>
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<strong><span style="font-family: Arial, Helvetica, sans-serif;">Other Positive Actions</span></strong></div>
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<li style="line-height: 32px; margin-bottom: 15px; margin-top: 0px;"><span style="font-family: Arial, Helvetica, sans-serif;">Mix media if possible. Holding a preliminary face-to-face meeting before then moving to the medium of telephone / email can be very useful in establishing rapport, relationship and trust.</span></li>
<li style="line-height: 32px; margin-bottom: 15px; margin-top: 0px;"><span style="font-family: Arial, Helvetica, sans-serif;">If you can use video conferencing or a VOIP service (such as Skype) – the visual impact of seeing each other (and the non-verbal context cues) can help with relationship and trust.</span></li>
<li style="line-height: 32px; margin-bottom: 15px; margin-top: 0px;"><span style="font-family: Arial, Helvetica, sans-serif;">Don’t get stuck in the media – recognize situations where you need to pick up the telephone and call, or even meet in person. This can be a good thing to do if you believe that misunderstandings have occurred.</span></li>
<li style="line-height: 32px; margin-bottom: 15px; margin-top: 0px;"><span style="font-family: Arial, Helvetica, sans-serif;">Be aware that waiting and delay can cause anxiety and increase suspicion. Be very clear about when you will respond so that any delay in replying is not misinterpreted e.g. as a lack of interest. Provide regular contact.</span></li>
<li style="line-height: 32px; margin-bottom: 15px; margin-top: 0px;"><span style="font-family: Arial, Helvetica, sans-serif;">Do not multi-task! Do not answer emails during telephone based negotiations or vice versa.</span></li>
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<span style="font-family: Arial, Helvetica, sans-serif;">Multi-tasking brings with it a range of effects that are not helpful to successful negotiating. For example people who multi-task:</span></div>
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<li style="line-height: 32px; margin-bottom: 15px; margin-top: 0px;"><span style="font-family: Arial, Helvetica, sans-serif;">Are not good at filtering out irrelevant information.</span></li>
<li style="line-height: 32px; margin-bottom: 15px; margin-top: 0px;"><span style="font-family: Arial, Helvetica, sans-serif;">Are easily distracted.</span></li>
<li style="line-height: 32px; margin-bottom: 15px; margin-top: 0px;"><span style="font-family: Arial, Helvetica, sans-serif;">Have low detail recall -the stress response from multi-tasking impairs your ability to form new memories.</span></li>
<li style="line-height: 32px; margin-bottom: 15px; margin-top: 0px;"><span style="font-family: Arial, Helvetica, sans-serif;">Listen less successfully - one study showed that when people multi-tasked their listening ability dropped by 53%!</span></li>
<li style="line-height: 32px; margin-bottom: 15px; margin-top: 0px;"><span style="font-family: Arial, Helvetica, sans-serif;">Distractions from multi-tasking rapidly exhaust your brain’s pre-frontal cortex (the executive decision making area) which impairs your decision making capability. 3 hours of activity that contains distractions from multi-tasking consumes as much energy as doing 6 to 7 hours of work.</span></li>
</ul>
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<span style="font-family: Arial, Helvetica, sans-serif;">Despite our belief that we are multi-tasking what is actually happening is that our brain is rapidly switching between the tasks and part of your brain is always somewhat focused on the task you’re not doing!</span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;"><span style="font-size: large;">Conclusion</span></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">There are significant differences between negotiating face-to-face and over the telephone and via email. The wise negotiator will be aware of these and manage them.</span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">It is important to stress that certain principles of negotiation remain constant in spite of the medium through which they are conducted. These include the vital importance of:</span></div>
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<li style="line-height: 32px; margin-bottom: 15px; margin-top: 0px;"><span style="font-family: Arial, Helvetica, sans-serif;">Planning and preparation</span></li>
<li style="line-height: 32px; margin-bottom: 15px; margin-top: 0px;"><span style="font-family: Arial, Helvetica, sans-serif;">“Getting inside the other person’s head” and understanding their needs, wants, hopes and fears.</span></li>
<li style="line-height: 32px; margin-bottom: 15px; margin-top: 0px;"><span style="font-family: Arial, Helvetica, sans-serif;">Gathering information (successful negotiators gather approximately twice as much information as they give and listen twice as much as they speak)</span></li>
<li style="line-height: 32px; margin-bottom: 15px; margin-top: 0px;"><span style="font-family: Arial, Helvetica, sans-serif;">Asking direct and considered questions and listening (very) carefully to the response.</span></li>
<li style="line-height: 32px; margin-bottom: 15px; margin-top: 0px;"><span style="font-family: Arial, Helvetica, sans-serif;">Clarifying, checking, testing assumptions and summarizing.</span></li>
<li style="line-height: 32px; margin-bottom: 15px; margin-top: 0px;"><span style="font-family: Arial, Helvetica, sans-serif;">Making conditional proposals; “If you do this, then I will do that.”</span></li>
</ul>
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<span style="font-family: Arial, Helvetica, sans-serif;">I wish you every success with you negotiations whatever medium they take place by.<br /><br />Good luck and good negotiating!</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;"><i><span style="font-size: 10pt;">Simon Hazeld</span></i><i><span style="font-size: 10pt;">ine MSc FinstSMM is an international speaker and consultant in the areas of sales, negotiation, performance leadership and applied neuroscience.</span></i></span></div>
<div style="margin: 0px;">
<span style="font-family: Arial, Helvetica, sans-serif;"><i><span style="font-size: 10pt;"><br /></span></i></span><span style="font-family: Arial, Helvetica, sans-serif;"><i><span style="font-size: 10pt;">He is the bestselling author of five business books:</span></i></span></div>
<ul>
<li><i style="line-height: 13.85pt;"><span style="font-family: Arial, Helvetica, sans-serif; font-size: 10pt;">Neuro-Sell: How Neuroscience Can Power Your Sales Success</span></i></li>
</ul>
<ul>
<li><i style="line-height: 13.85pt;"><span style="font-family: Arial, Helvetica, sans-serif; font-size: 10pt;">Bare Knuckle Selling</span></i></li>
</ul>
<ul>
<li><i style="line-height: 13.85pt;"><span style="font-family: Arial, Helvetica, sans-serif; font-size: 10pt;">Bare Knuckle Negotiating</span></i></li>
</ul>
<ul>
<li><i style="line-height: 13.85pt;"><span style="font-family: Arial, Helvetica, sans-serif; font-size: 10pt;">Bare Knuckle Customer Service</span></i></li>
</ul>
<ul>
<li><i style="line-height: 13.85pt;"><span style="font-family: Arial, Helvetica, sans-serif; font-size: 10pt;">The Inner Winner</span></i></li>
</ul>
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span><span style="font-family: Arial, Helvetica, sans-serif;"><i><span style="font-size: 10pt;">To learn more about Simon's keynote speeches and other services please visit:</span></i></span><span style="font-family: Arial, Helvetica, sans-serif;"><i><span style="font-size: 10pt;"><a href="http://www.simonhazeldine.com/" style="text-decoration: none;">www.simonhazeldine.com</a></span></i></span><br />
<div style="margin: 0px;">
<span style="font-family: Arial, Helvetica, sans-serif;"><i><span style="font-size: 10pt;"><a href="http://www.simonhazeldine.com/" style="text-decoration: none;"><br /></a></span></i></span><span style="font-family: Arial, Helvetica, sans-serif;"><i><span style="font-size: 10pt;">To subscribe to Simon's hard hitting "Selling and Negotiating Power Tips newsletter please visit:</span></i></span><span style="font-family: Arial, Helvetica, sans-serif;"><i><span style="font-size: 10pt;"><a href="http://www.sellingandnegotiatingpowertips.com/" style="text-decoration: none;">www.SellingAndNegotiatingPowerTips.com</a></span></i></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;"><i><span style="font-size: 10pt;"><a href="http://www.sellingandnegotiatingpowertips.com/" style="text-decoration: none;"><br /></a></span></i></span><i><span style="font-size: 10pt;"><span style="font-family: Arial, Helvetica, sans-serif;">To subscribe to Simon's "Neuro-Sell" newsletter please visit:</span></span></i><i><span style="font-size: 10pt;"><span style="font-family: Arial, Helvetica, sans-serif;"><span style="text-decoration: none;"><a href="http://www.neuro-sell.com/" style="text-decoration: none;">www.neuro-sell.com</a></span></span></span></i></div>
</div>
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Anonymoushttp://www.blogger.com/profile/07689144003520801527noreply@blogger.com1tag:blogger.com,1999:blog-3109851910000075482.post-10744052536263884302015-06-06T09:23:00.001-07:002015-06-06T09:23:55.156-07:00You Must Read This Sales Article Because You Will Never Have to Queue in Line Again<div style="margin: 0px;">
</div>
<span style="background-color: white; font-family: Arial, Helvetica, sans-serif; line-height: 18px;">In a legendary experiment, social psychologist Ellen Langer sent students to jump the queue to use a university library Xerox photocopying machine.<br /></span><br />
<span style="font-family: Arial, Helvetica, sans-serif;">Students who made a request only, "May I use the Xerox machine?" were allowed to go in front of the person who was about to use the Xerox machine 60% of the time.</span><div>
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span><span style="font-family: Arial, Helvetica, sans-serif;">However students who offered a reason that sounded genuine, "May I use the Xerox machine because I am in a rush!" were allowed to go in front of the person who was about to use the Xerox machine 94% of the time.</span></div>
<div>
<br /></div>
<div>
<span style="font-family: Arial, Helvetica, sans-serif;">Amazingly even offering a fake and, lets face it, a pretty lame reason, "May I cut in line to use the Xerox machine because I need to make some copies" succeeded 93% of the time!</span><span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div>
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div>
<span style="font-family: Arial, Helvetica, sans-serif;">The magic word appears to be "because". The word "because" appears to provide a reason that encourages people to comply with the request and could possibly be acting as a powerful trigger word.<br /><br /></span><span style="font-family: Arial, Helvetica, sans-serif;">I have experimented with this when approaching a queue of people at airports as follows:</span><span style="font-family: Arial, Helvetica, sans-serif;">"Can I go ahead of you because my flight is leaving?" was successful nearly every single time. This wasn't untruthful as my flight was indeed leaving.... only not for another 90 minutes!</span></div>
<div>
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div>
<span style="font-family: Arial, Helvetica, sans-serif;">Bizarrely I also found the phrase, "Can I go ahead of you because I need to get to the lounge?" was also successful nearly every single time.</span><br />
<div style="margin: 0px;">
<br /></div>
<div style="margin: 0px;">
<span style="font-family: Arial, Helvetica, sans-serif;"> So in addition to jumping queues how else can this be used?</span></div>
<div style="margin: 0px;">
<span style="font-family: Arial, Helvetica, sans-serif;">The answer - in a lot of sales situations, for example:</span></div>
<div style="margin: 0px;">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span><span style="font-family: Arial, Helvetica, sans-serif;"><i>"The reason we are slightly more expensive is because....."</i></span></div>
<div style="margin: 0px;">
<i><span style="font-family: Arial, Helvetica, sans-serif;"><br /></span><span style="font-family: Arial, Helvetica, sans-serif;">"Lots of people like you are buying this because...."</span></i></div>
<div style="margin: 0px;">
<i><span style="font-family: Arial, Helvetica, sans-serif;"><br /></span><span style="font-family: Arial, Helvetica, sans-serif;">"I agree that it is more expensive and that is because..."</span></i></div>
<div style="margin: 0px;">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span><span style="font-family: Arial, Helvetica, sans-serif;">I am sure that you can find countless ways to use this simple but powerful principle.</span></div>
<div style="margin: 0px;">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span><span style="font-family: Arial, Helvetica, sans-serif;">So why should you try this out with your customers? Because…it works!</span></div>
<div style="margin: 0px;">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span><span style="font-family: Arial, Helvetica, sans-serif;">Good luck and good selling!</span></div>
<div style="margin: 0px;">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span><span style="font-family: Arial, Helvetica, sans-serif;"><i><span style="font-size: 10pt;">Simon Hazeld</span></i><i><span style="font-size: 10pt;">ine MSc FinstSMM is an international speaker and consultant in the areas of sales, negotiation, performance leadership and applied neuroscience.</span></i></span></div>
<div style="margin: 0px;">
<span style="font-family: Arial, Helvetica, sans-serif;"><i><span style="font-size: 10pt;"><br /></span></i></span><span style="font-family: Arial, Helvetica, sans-serif;"><i><span style="font-size: 10pt;">He is the bestselling author of five business books:</span></i></span></div>
<ul style="font-size: medium; line-height: normal;">
<li><i style="line-height: 13.85pt;"><span style="font-family: Arial, Helvetica, sans-serif; font-size: 10pt;">Neuro-Sell: How Neuroscience Can Power Your Sales Success</span></i></li>
</ul>
<ul style="font-size: medium; line-height: normal;">
<li><i style="line-height: 13.85pt;"><span style="font-family: Arial, Helvetica, sans-serif; font-size: 10pt;">Bare Knuckle Selling</span></i></li>
</ul>
<ul style="font-size: medium; line-height: normal;">
<li><i style="line-height: 13.85pt;"><span style="font-family: Arial, Helvetica, sans-serif; font-size: 10pt;">Bare Knuckle Negotiating</span></i></li>
</ul>
<ul style="font-size: medium; line-height: normal;">
<li><i style="line-height: 13.85pt;"><span style="font-family: Arial, Helvetica, sans-serif; font-size: 10pt;">Bare Knuckle Customer Service</span></i></li>
</ul>
<ul style="font-size: medium; line-height: normal;">
<li><i style="line-height: 13.85pt;"><span style="font-family: Arial, Helvetica, sans-serif; font-size: 10pt;">The Inner Winner</span></i></li>
</ul>
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span><span style="font-family: Arial, Helvetica, sans-serif;"><i><span style="font-size: 10pt;">To learn more about Simon's keynote speeches and other services please visit:</span></i></span><span style="font-family: Arial, Helvetica, sans-serif;"><i><span style="font-size: 10pt;"><a href="http://www.simonhazeldine.com/" style="text-decoration: none;">www.simonhazeldine.com</a></span></i></span><br />
<div style="margin: 0px;">
<span style="font-family: Arial, Helvetica, sans-serif;"><i><span style="font-size: 10pt;"><a href="http://www.simonhazeldine.com/" style="text-decoration: none;"><br /></a></span></i></span><span style="font-family: Arial, Helvetica, sans-serif;"><i><span style="font-size: 10pt;">To subscribe to Simon's hard hitting "Selling and Negotiating Power Tips newsletter please visit:</span></i></span><span style="font-family: Arial, Helvetica, sans-serif;"><i><span style="font-size: 10pt;"><a href="http://www.sellingandnegotiatingpowertips.com/" style="text-decoration: none;">www.SellingAndNegotiatingPowerTips.com</a></span></i></span></div>
<div style="margin: 0px;">
<span style="font-family: Arial, Helvetica, sans-serif;"><i><span style="font-size: 10pt;"><a href="http://www.sellingandnegotiatingpowertips.com/" style="text-decoration: none;"><br /></a></span></i></span><i><span style="font-size: 10pt;"><span style="font-family: Arial, Helvetica, sans-serif;">To subscribe to Simon's "Neuro-Sell" newsletter please visit:</span></span></i><i><span style="font-size: 10pt;"><span style="font-family: Arial, Helvetica, sans-serif;"><span style="text-decoration: none;"><a href="http://www.neuro-sell.com/" style="text-decoration: none;">www.neuro-sell.com</a></span></span></span></i></div>
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Anonymoushttp://www.blogger.com/profile/07689144003520801527noreply@blogger.com0tag:blogger.com,1999:blog-3109851910000075482.post-27699730395771930382015-04-30T07:20:00.000-07:002015-04-30T07:20:00.849-07:00Guest Post: 7 Top Tips For Getting the Most From Your Learning By Darren A Smith<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;">Here is a guest blog post from Darren Smith on a subject
very close to my heart – how to maximise your learning!</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<span style="font-family: Arial, Helvetica, sans-serif;"><o:p></o:p></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;">We’ve all been there, attended a one day training course,
given a glowing evaluation at the end of the day and skipped out of the
training room with a deck of slides scribbled with our notes. <o:p></o:p></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;">Six months later, in an impromptu desk and drawer tidy-up,
you begrudgingly bin the slides with regret that you neither did anything more
with the slides or used more than one or two tools from the training course.</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<span style="font-family: Arial, Helvetica, sans-serif;"><o:p></o:p></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;">This is a shame. 8 hours spent training and the return on
investment is negligible. These ‘7 Top tips for getting the most from your
learning’ will help you avoid the ‘slides in the bin’ and the ‘feeling of
regret’ scenario:</span><br />
<br />
<o:p></o:p></div>
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<div class="separator" style="clear: both; text-align: center;">
<b><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEje_o6AiaaGkV4FPhB5a5NYaXWJFxpVBiuQPYnewzgEqstAqf4IM-z7x6BtUB6t9m8L2quIIpoKnEAdu8ywA__RyQ78Cp-EQ5Sn1mVMmjFhEP7V7uv12zwxH8GBnhwSIPDukOaLu50TkYA/s1600/Litter+Bin.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEje_o6AiaaGkV4FPhB5a5NYaXWJFxpVBiuQPYnewzgEqstAqf4IM-z7x6BtUB6t9m8L2quIIpoKnEAdu8ywA__RyQ78Cp-EQ5Sn1mVMmjFhEP7V7uv12zwxH8GBnhwSIPDukOaLu50TkYA/s1600/Litter+Bin.jpg" height="292" width="320" /></a></b></div>
<br />
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoNormal">
<b><span style="font-family: Arial, Helvetica, sans-serif;">1. Panning for gold<o:p></o:p></span></b></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;">Don’t write on the slides and handouts that you are given.
Instead take a clean page, title it ‘Keepers’ and capture on this page the ‘nuggets’
that you want to keep. Your page might only have 10 nuggets on it, but the
important thing is that they are your nuggets. This page becomes your sifted
golden nuggets.</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<span style="font-family: Arial, Helvetica, sans-serif;"><o:p></o:p></span></div>
<div class="MsoNormal">
<b><span style="font-family: Arial, Helvetica, sans-serif;">2. Pragmatist,
Reflector, Activist or Theorist?<o:p></o:p></span></b></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;">Know your learning style because like the phrase says, ‘What
is the best way to ride a horse? The way it is going’. By identifying and
learning in your style you will learn more quickly, learn more and more
enjoyably.</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<span style="font-family: Arial, Helvetica, sans-serif;"><o:p></o:p></span></div>
<div class="MsoNormal">
<b><span style="font-family: Arial, Helvetica, sans-serif;">3. Mind mapping works<o:p></o:p></span></b></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;">Instead of using Keepers, you could create a mind map. Mind
maps are friendlier to the brain because once you have captured your golden
nuggets onto a mind map, you’ll more easily & quickly be able to read and
understand instantly what you learnt.</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<span style="font-family: Arial, Helvetica, sans-serif;"><o:p></o:p></span></div>
<div class="MsoNormal">
<b><span style="font-family: Arial, Helvetica, sans-serif;">4. Spaced repetition<o:p></o:p></span></b></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;">According to the founder of the ‘Forgetting Curve’, Hermann
Ebbinghaus, we forget 80% of what we have learnt within 30 days, if we do
nothing with it. Setting an Outlook reminder to prompt you to review your
keepers/mind maps is essential. Ideally at 10 days after the training course,
30 days and 60 days.<br /><br /><o:p></o:p></span></div>
<div class="MsoNormal">
<b><span style="font-family: Arial, Helvetica, sans-serif;">5. What’s in it for
me?<o:p></o:p></span></b></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;">Many people ‘rock up’ to a training course with a ‘entertain
me’ approach. Whilst the job of the trainers is to be both personally engaging
and engaging with the content, you need to know what you want. Be as specific
and real as you can, e.g. ‘I want to know how to write an effective to do list
that I can use everyday’.</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<span style="font-family: Arial, Helvetica, sans-serif;"><o:p></o:p></span></div>
<div class="MsoNormal">
<b><span style="font-family: Arial, Helvetica, sans-serif;">6. Make mistakes<o:p></o:p></span></b></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;">We learn more from the things that we get wrong than the
things that we get right. For role plays make mistakes, throw yourself into it.
Better to make mistakes on the training course, than at work – ‘Bleed in
training, win in battle’.</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<span style="font-family: Arial, Helvetica, sans-serif;"><o:p></o:p></span></div>
<div class="MsoNormal">
<b><span style="font-family: Arial, Helvetica, sans-serif;">7. My Learning Buddy<o:p></o:p></span></b></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;">Get with another learner on the training course and agree
some simple and practical things that you will do for and with each other. For
examples, agree to speak 10 days after the course, for 20 minutes about how you
are getting on with your learning, or hold each other to account on a changed
behaviour that you wish to adopt.</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<span style="font-family: Arial, Helvetica, sans-serif;"><o:p></o:p></span></div>
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;">Darren A. Smith is the founder of MBM – Trainers to the UK
Grocery Industry and pioneers of ‘<a href="http://www.makingbusinessmatter.co.uk/why-choose-us/sticky-learning/">Sticky
Learning</a>’.</span><o:p></o:p></div>
Anonymoushttp://www.blogger.com/profile/07689144003520801527noreply@blogger.com0tag:blogger.com,1999:blog-3109851910000075482.post-272625597618453392014-12-16T02:47:00.000-08:002014-12-16T02:47:00.457-08:00The 5 Stages of Negotiation Success<div class="MsoNormal" style="text-align: left;">
<span style="font-family: Arial, Helvetica, sans-serif;">If you want to enhance your capability and
confidence as a negotiator, it is vital to understand that most negotiations go
through five distinct stages.</span><span style="font-family: Arial, Helvetica, sans-serif;"> </span><span style="font-family: Arial, Helvetica, sans-serif;">These five
stages are:</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;"><b>Step 1</b><b>: </b><b>Planning and Preparing<o:p></o:p></b></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;">Far too many negotiators fail to plan and
prepare correctly! This vitally
important step is often badly overlooked as the negotiators are too keen to get stuck into the action!
Effective planning and preparation
is the hallmark of the professional negotiator. If you do not plan and prepare properly you can
only react to what happens in the negotiation rather than leading and controlling it.<o:p></o:p></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;"><b>Step 2</b><b>: </b><b>Discussing and/or arguing<o:p></o:p></b></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;">Depending upon the subject and the
people involved, this stage can be a relatively calm discussion
or a raging argument - or something in between.
Whatever the nature of the conversation taking place, the purpose of
this stage of the negotiation is to review the issue(s) and to exchange
information. It is good practice to make every possible
effort
to understand the other party’s point of view and to make sure that they
understand yours. <o:p></o:p></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<b><span style="font-family: Arial, Helvetica, sans-serif;">Step 3: Signalling
& Proposing<o:p></o:p></span></b></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;">Each negotiation that you become involved in will
have two possible solutions – one that meets all of your needs and one that
meets all of the other party’s needs. In
reality the final agreement usually
falls somewhere in between these two ideal solutions.
Therefore as a negotiator you need to be on the lookout for signals, or
signs of willingness from the other party to consider movement. <o:p></o:p></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;">Signals are usually followed by proposals. A proposal is a suggested action, approach or
process that one party in a negotiation makes to the other party. Proposals advance negotiations. Without them not a lot happens! <b><o:p></o:p></b></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;"><b>Step 4</b><b>: </b><b>Bargaining<o:p></o:p></b></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;">This stage of the negotiation is characterised by the two parties
trading with each other. Variable items
are traded so that each party can achieve their objectives. The key to effective bargaining is giving to get. Never make
a concession without getting something of equal or greater value in return. No freebies!<o:p></o:p></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;"><b>Step 5: </b><b>Closing
& Agreeing<o:p></o:p></b></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;">Closing is when agreement to proceed is
reached. At this stage you have a deal! <o:p></o:p></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;">The most important stage in the entire
negotiation process is Step 1: Planning and Preparing. Up to 90% of your success as a negotiator is
related to the quality of the planning and preparation that you do in advance
of the negotiation.<o:p></o:p></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;">Here are some of the vital elements that a
professional negotiator will include in their planning and preparation:<o:p></o:p></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;">Objectives:
What specifically do you want to achieve and how will you measure your
success? Make sure you write your objective
down as this will make them more concrete.
Unclear objectives will usually lead to poor results.<o:p></o:p></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;">It is also vitally important to consider the
objectives that the other party may have and then check these are correct
during the discussion stage. Get out of
your head and into their head! <o:p></o:p></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;">Negotiation parameters: As most negotiations
will fall somewhere in between the ideal outcome of both parties, it is
important to consider the range within which a deal is possible. Define your ideal outcome (your “Like”), a
realistic outcome based upon your knowledge to date (your “Intend”) and finally
your walk away point (your “Must). Then
consider the likely range of the other party.
If you cannot secure your “Must” then you must walk away. Not all deals are worth doing.<o:p></o:p></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;">Negotiable areas: What are the elements that
the negotiation will be orientated around e.g. contract length, specification
etc? List areas that are important to
you and those that you anticipate are important to the other party. During the negotiation you will attempt to get
some of what you want by trading something they want in return. Work out what each concession will cost you
so that you can make sure that you always get something of equal or greater
value in return.<o:p></o:p></span></div>
<div class="MsoNormal">
<br /></div>
<br />
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;">Although we could go into the subject of negotiation
planning and preparation in much greater depth, if you commit to always
considering these vital areas then your confidence will increase and this will
enable you to negotiate far more profitable deals.<o:p></o:p></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;">Good luck and good negotiating!</span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div style="background: white; color: #666666; font-size: 13px; line-height: 13.85pt; margin-bottom: 3pt;">
<span style="font-family: Arial, Helvetica, sans-serif;"><i><span style="font-size: 10pt;">Simon Hazeld</span></i><i><span style="font-size: 10pt;">ine MSc FinstSMM is an international speaker and consultant in the areas of sales, negotiation, performance leadership and applied neuroscience.</span></i></span></div>
<div style="background: white; color: #666666; font-size: 13px; line-height: 13.85pt; margin-bottom: 3pt;">
<span style="font-family: Arial, Helvetica, sans-serif;"><i><span style="font-size: 10pt;"><br /></span></i></span></div>
<div style="background: white; color: #666666; font-size: 13px; line-height: 13.85pt; margin-bottom: 3pt;">
<span style="font-family: Arial, Helvetica, sans-serif;"><i><span style="font-size: 10pt;">He is the bestselling author of five business books:</span></i></span></div>
<div style="background: white; color: #666666; font-size: 13px; line-height: 13.85pt; margin-bottom: 3pt;">
</div>
<ul>
<li><i style="font-family: Arial, Helvetica, sans-serif; line-height: 13.85pt;"><span style="font-size: 10pt;">Neuro-Sell: How Neuroscience Can Power Your Sales Success</span></i></li>
<li><i style="font-family: Arial, Helvetica, sans-serif; line-height: 13.85pt;"><span style="font-size: 10pt;">Bare Knuckle Selling</span></i></li>
<li><i style="font-family: Arial, Helvetica, sans-serif; line-height: 13.85pt;"><span style="font-size: 10pt;">Bare Knuckle Negotiating</span></i></li>
<li><i style="font-family: Arial, Helvetica, sans-serif; line-height: 13.85pt;"><span style="font-size: 10pt;">Bare Knuckle Customer Service</span></i></li>
<li><i style="font-family: Arial, Helvetica, sans-serif; line-height: 13.85pt;"><span style="font-size: 10pt;">The Inner Winner</span></i></li>
</ul>
<br />
<div style="background: white; color: #666666; font-size: 13px; line-height: 13.85pt; margin-bottom: 3pt;">
<span style="font-family: Arial, Helvetica, sans-serif;"><i><span style="font-size: 10pt;">To learn more about Simon's keynote speeches and other services please visit:</span></i></span><span style="font-family: Arial, Helvetica, sans-serif;"><i><span style="font-size: 10pt;"><span style="color: blue; text-decoration: none;"><a href="http://www.simonhazeldine.com/" style="color: #888888; text-decoration: none;">www.simonhazeldine.com</a></span></span></i></span></div>
<div style="background: white; color: #666666; font-size: 13px; line-height: 13.85pt; margin-bottom: 3pt;">
<span style="font-family: Arial, Helvetica, sans-serif;"><i><span style="font-size: 10pt;"><br /></span></i></span></div>
<div style="background: white; color: #666666; font-size: 13px; line-height: 13.85pt; margin-bottom: 3pt;">
<span style="font-family: Arial, Helvetica, sans-serif;"><i><span style="font-size: 10pt;">To subscribe to Simon's hard hitting "Selling and Negotiating Power Tips newsletter please visit:</span></i></span><span style="font-family: Arial, Helvetica, sans-serif;"><i><span style="font-size: 10pt;"><span style="color: blue; text-decoration: none;"><a href="http://www.sellingandnegotiatingpowertips.com/" style="color: #888888; text-decoration: none;">www.SellingAndNegotiatingPowerTips.com</a></span></span></i></span></div>
<div style="background: white; color: #666666; font-size: 13px; line-height: 13.85pt; margin-bottom: 3pt;">
<i><span style="font-size: 10pt;"><span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></span></i></div>
<div style="background: white; color: #666666; font-size: 13px; line-height: 13.85pt; margin-bottom: 3pt;">
<i><span style="font-size: 10pt;"><span style="font-family: Arial, Helvetica, sans-serif;">To subscribe to Simon's "Neuro-Sell" newsletter please visit:</span></span></i><i><span style="font-size: 10pt;"><span style="font-family: Arial, Helvetica, sans-serif;"><span style="color: blue; text-decoration: none;"><a href="http://www.neuro-sell.com/" style="color: #888888; text-decoration: none;">www.neuro-sell.com</a></span></span></span></i></div>
<div style="background: white; color: #666666; font-size: 13px; line-height: 13.85pt; margin-bottom: 3pt;">
<i><span style="font-size: 10pt;"><span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></span></i></div>
<div>
<i><span style="font-family: '', sans-serif, '', serif; font-size: 10pt;"><br /></span></i></div>
Anonymoushttp://www.blogger.com/profile/07689144003520801527noreply@blogger.com0United Kingdom55.378051 -3.4359729999999912.188224499999997 -86.05316049999999 90 79.18121450000001tag:blogger.com,1999:blog-3109851910000075482.post-77920746456854268882014-12-07T06:59:00.001-08:002014-12-07T06:59:29.664-08:00So How Do You Get People To Say "Yes" To Your Sales Proposals?<div class="MsoBodyText3">
<span lang="EN-US" style="font-family: "Arial",sans-serif; font-size: 11.0pt; line-height: 122%;">So
just how do you get people to say ‘yes’ to your sales proposals or
presentations? <br /><br /><o:p></o:p></span></div>
<div class="MsoBodyText3">
<span lang="EN-US" style="font-family: "Arial",sans-serif; font-size: 11.0pt; line-height: 122%;">The
field of psychology informs us that people are primarily motivated to take
action by two factors. <o:p></o:p></span></div>
<div class="MsoBodyText3">
<span lang="EN-US" style="font-family: "Arial",sans-serif; font-size: 11.0pt; line-height: 122%;">They
are motivated to avoid pain and discomfort or to gain pleasure and comfort.<br /><br /><o:p></o:p></span></div>
<div class="MsoBodyText3">
<span lang="EN-US" style="font-family: "Arial",sans-serif; font-size: 11.0pt; line-height: 122%;">In my
experience it is the avoidance of pain that seems to be most effective at
motivating people to take action. Pain
does not have to be physical pain. It
can be anxiety, stress, worry or concern.<br /><br /><o:p></o:p></span></div>
<div class="MsoBodyText3">
<span lang="EN-US" style="font-family: "Arial",sans-serif; font-size: 11.0pt; line-height: 122%;">If you
uncover someone’s problems and make them realize the cost of not taking any
action to solve them then you will have a very motivated person on your hands.
If there is no problem then there is no sale.<br /><br /><o:p></o:p></span></div>
<div class="MsoBodyText3">
<span lang="EN-US" style="font-family: "Arial",sans-serif; font-size: 11.0pt; line-height: 122%;">When
you have someone in this state and you show them how you, your product or your
service can not solve their problems then you can bring them pleasure as well! Paint a rich picture of the future with the
problem solved and the benefits realised.<br /><br /><o:p></o:p></span></div>
<div class="MsoBodyText3">
<span lang="EN-US" style="font-family: "Arial",sans-serif; font-size: 11.0pt; line-height: 122%;">You
then have two powerful motivating forces helping you to close the sale. Remember — if there is no problem then there
is no sale.</span></div>
<div class="MsoBodyText3">
<span lang="EN-US" style="font-family: "Arial",sans-serif; font-size: 11.0pt; line-height: 122%;"><span style="font-size: 11pt; line-height: 122%;"><br /></span></span></div>
<div class="MsoBodyText3">
<span lang="EN-US" style="font-family: "Arial",sans-serif; font-size: 11.0pt; line-height: 122%;"><span style="font-size: 11pt; line-height: 122%;">Get focused
on uncovering people’s problems and then showing them how you can solve them. </span></span></div>
<div class="MsoBodyText3">
<span lang="EN-US" style="font-family: "Arial",sans-serif; font-size: 11.0pt; line-height: 122%;"><br />You can profit from solving people’s problems.
<br /><br />Help them to get what they want and they will love you for it!<o:p></o:p></span><br />
<span lang="EN-US" style="font-family: "Arial",sans-serif; font-size: 11.0pt; line-height: 122%;"><br /></span>
<br />
<div class="MsoNormal" style="background-attachment: initial; background-clip: initial; background-image: initial; background-origin: initial; background-position: initial; background-repeat: initial; background-size: initial; line-height: 13.85pt; margin-bottom: 0cm;">
<div style="margin: 0px;">
<span style="color: #666666; font-family: Arial, Helvetica, sans-serif;"><i><span style="font-size: 10pt;">Simon Hazeld</span></i><i><span style="font-size: 10pt;">ine MSc FinstSMM is an international speaker and consultant in the areas of sales, negotiation, performance leadership and applied neuroscience.</span></i><span style="font-size: 13.5pt;"><o:p></o:p></span></span></div>
</div>
<div class="MsoNormal" style="background-attachment: initial; background-clip: initial; background-image: initial; background-origin: initial; background-position: initial; background-repeat: initial; background-size: initial; line-height: 13.85pt; margin-bottom: 0cm;">
<div style="margin: 0px;">
<span style="color: #666666; font-family: Arial, Helvetica, sans-serif;"><i><span style="font-size: 10pt;">He is the bestselling author of five business books:</span></i><span style="font-size: 13.5pt;"><o:p></o:p></span></span></div>
</div>
<div class="MsoNormal" style="background-attachment: initial; background-clip: initial; background-image: initial; background-origin: initial; background-position: initial; background-repeat: initial; background-size: initial; line-height: 13.85pt; margin-bottom: 0cm;">
<div style="margin: 0px;">
<span style="color: #666666; font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
</div>
<div class="MsoNormal" style="background-attachment: initial; background-clip: initial; background-image: initial; background-origin: initial; background-position: initial; background-repeat: initial; background-size: initial; line-height: 13.85pt; margin-bottom: 3pt;">
<div style="margin: 0px;">
<span style="color: #666666; font-family: Arial, Helvetica, sans-serif;"><span style="font-size: 10pt;">·</span><span style="font-size: 7pt;"> </span><i><span style="font-size: 10pt;">Neuro-Sell: How Neuroscience Can Power Your Sales Success</span></i><span style="font-size: 13.5pt;"><o:p></o:p></span></span></div>
</div>
<div class="MsoNormal" style="background-attachment: initial; background-clip: initial; background-image: initial; background-origin: initial; background-position: initial; background-repeat: initial; background-size: initial; line-height: 13.85pt; margin-bottom: 3pt;">
<div style="margin: 0px;">
<span style="color: #666666; font-family: Arial, Helvetica, sans-serif;"><span style="font-size: 10pt;">·</span><span style="font-size: 7pt;"> </span><i><span style="font-size: 10pt;">Bare Knuckle Selling</span></i><span style="font-size: 13.5pt;"><o:p></o:p></span></span></div>
</div>
<div class="MsoNormal" style="background-attachment: initial; background-clip: initial; background-image: initial; background-origin: initial; background-position: initial; background-repeat: initial; background-size: initial; line-height: 13.85pt; margin-bottom: 3pt;">
<div style="margin: 0px;">
<span style="color: #666666; font-family: Arial, Helvetica, sans-serif;"><span style="font-size: 10pt;">·</span><span style="font-size: 7pt;"> </span><i><span style="font-size: 10pt;">Bare Knuckle Negotiating</span></i><span style="font-size: 13.5pt;"><o:p></o:p></span></span></div>
</div>
<div class="MsoNormal" style="background-attachment: initial; background-clip: initial; background-image: initial; background-origin: initial; background-position: initial; background-repeat: initial; background-size: initial; line-height: 13.85pt; margin-bottom: 3pt;">
<div style="margin: 0px;">
<span style="color: #666666; font-family: Arial, Helvetica, sans-serif;"><span style="font-size: 10pt;">·</span><span style="font-size: 7pt;"> </span><i><span style="font-size: 10pt;">Bare Knuckle Customer Service</span></i><span style="font-size: 13.5pt;"><o:p></o:p></span></span></div>
</div>
<div class="MsoNormal" style="background-attachment: initial; background-clip: initial; background-image: initial; background-origin: initial; background-position: initial; background-repeat: initial; background-size: initial; line-height: 13.85pt; margin-bottom: 0cm;">
<div style="margin: 0px;">
<span style="color: #666666;"><span style="font-family: Arial, Helvetica, sans-serif;"><span style="font-size: 10pt;">·</span><span style="font-size: 7pt;"> </span><i><span style="font-size: 10pt;">The Inner Winner</span></i></span><span style="font-family: 'Times New Roman', serif; font-size: 13.5pt;"><o:p></o:p></span></span></div>
</div>
<div class="MsoNormal" style="background-attachment: initial; background-clip: initial; background-image: initial; background-origin: initial; background-position: initial; background-repeat: initial; background-size: initial; line-height: 13.85pt; margin-bottom: 0cm;">
<div style="margin: 0px;">
<span style="color: #666666;"><br /></span></div>
</div>
<div class="MsoNormal" style="background-attachment: initial; background-clip: initial; background-image: initial; background-origin: initial; background-position: initial; background-repeat: initial; background-size: initial; line-height: 13.85pt; margin-bottom: 0cm;">
<div style="margin: 0px;">
<span style="color: #666666;"><i><span style="font-family: '', sans-serif, '', serif; font-size: 10pt;">To learn more about Simon's keynote speeches and other services please visit:</span></i><span style="font-family: 'Times New Roman', serif; font-size: 13.5pt;"><o:p></o:p></span></span></div>
</div>
<div class="MsoNormal" style="background-attachment: initial; background-clip: initial; background-image: initial; background-origin: initial; background-position: initial; background-repeat: initial; background-size: initial; line-height: 13.85pt; margin-bottom: 0cm;">
<div style="margin: 0px;">
<span style="color: #666666;"><i><span style="font-family: '', sans-serif, '', serif; font-size: 10pt;"><a href="http://www.simonhazeldine.com/">www.simonhazeldine.com</a></span></i><span style="font-family: 'Times New Roman', serif; font-size: 13.5pt;"><o:p></o:p></span></span></div>
</div>
<div class="MsoNormal" style="background-attachment: initial; background-clip: initial; background-image: initial; background-origin: initial; background-position: initial; background-repeat: initial; background-size: initial; margin-bottom: 0cm;">
<div style="margin: 0px;">
<br /></div>
</div>
<span lang="EN-US" style="font-family: "Arial",sans-serif; font-size: 11.0pt; line-height: 122%;"></span><br />
<div class="MsoNormal" style="background-attachment: initial; background-clip: initial; background-image: initial; background-origin: initial; background-position: initial; background-repeat: initial; background-size: initial; line-height: 13.85pt; margin-bottom: 0cm;">
<div style="margin: 0px;">
<div style="margin: 0px;">
<span style="color: #666666;"><i><span style="font-family: '', sans-serif, '', serif; font-size: 10pt;">To subscribe to Simon's hard hitting "Selling and Negotiating Power Tips newsletter please visit:<br /><a href="http://www.sellingandnegotiatingpowertips.com/">www.SellingAndNegotiatingPowerTips.com</a></span></i></span><br />
<span style="color: #666666;"><i><br /></i></span>
<span style="color: #666666;"><i><br /></i></span>
<span style="color: #666666; font-family: sans-serif, serif; font-size: 13px; font-style: italic;">To subscribe to Simon's "Neuro-Sell" newsletter please visit:</span><br style="color: #666666; font-family: sans-serif, serif; font-size: 13px; font-style: italic;" /><a href="http://www.neuro-sell.com/" style="font-family: sans-serif, serif; font-size: 13px; font-style: italic;">www.neuro-sell.com</a></div>
</div>
</div>
</div>
Anonymoushttp://www.blogger.com/profile/07689144003520801527noreply@blogger.com0tag:blogger.com,1999:blog-3109851910000075482.post-44693532968551657272014-11-03T00:57:00.001-08:002014-11-03T01:19:36.290-08:00Powerful Negotiation Questions<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm;">
<span style="font-family: Arial, sans-serif;">Research shows that effective negotiators gather
more information than they give.<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm;">
<span style="font-family: Arial, sans-serif;"><br />
This is not because they are withholding information, rather it is because they
focus on the importance of getting inside the other person's head,
understanding their needs and what is important to them.<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm;">
<span style="font-family: Arial, sans-serif;"><br />
In order to do this you need to ask really good questions, listen very
carefully to the answer and then to probe further.<br />
<br />
Here are some powerful negotiation questions to get you started:<br />
<br />
What are your priorities?<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm;">
<span style="font-family: Arial, sans-serif;">Could you explain your reasons?<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm;">
<span style="font-family: Arial, sans-serif;"><br />
Why is that important to you?<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm;">
<span style="font-family: Arial, sans-serif;"><br />
How did you arrive at that figure? How do you calculate those numbers?<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm;">
<span style="font-family: Arial, sans-serif;"><br />
What criterion are you using? <o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm;">
<span style="font-family: Arial, sans-serif;"><br />
What is the theory that makes that a fair proposal?<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm;">
<span style="font-family: Arial, sans-serif;"><br />
How do you mean? Could you tell me more?<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm;">
<span style="font-family: Arial, sans-serif;"><br />
Could I ask a few questions to see whether my facts are right?<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm;">
<span style="font-family: Arial, sans-serif;"><br />
Is there anything else you think I should know?<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm;">
<span style="font-family: Arial, sans-serif;"><br />
Which aspects of my proposal give you most concern?<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm;">
<span style="font-family: Arial, sans-serif;"><br />
What concerns of yours would this proposal fail to take into account?<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm;">
<span style="font-family: Arial, sans-serif;"><br />
How do you feel about these issues?<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm;">
<span style="font-family: Arial, sans-serif;"><br />
What would I have to do to get a better deal?<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm;">
<span style="font-family: Arial, sans-serif;"><br />
Is there anything I can do for you?<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm;">
<span style="font-family: Arial, sans-serif;"><br />
Did I understand correctly that you are saying…?<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm;">
<span style="font-family: Arial, sans-serif;"><br />
Just suppose I was able to agree to that, what would you do in return?<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm;">
<span style="font-family: Arial, sans-serif;"><br />
Are there any circumstances in which that might be a possibility?<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm;">
<span style="font-family: Arial, sans-serif;">What are they?<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm;">
<span style="font-family: Arial, sans-serif;"><br />
What would you do if you were in my shoes?<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: 13.5pt;">
<span style="font-family: Arial, sans-serif;">And a final question: Are you going to try using some of these questions in your next negotiation?<o:p></o:p></span></div>
<br />
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm;">
<span style="font-family: Arial, sans-serif;">Good luck and good negotiating!<o:p></o:p></span></div>
<span style="font-family: Arial, Helvetica, sans-serif;">
</span>
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<span style="font-size: 11pt;"><span style="font-family: Arial, Helvetica, sans-serif;"><o:p></o:p></span></span></div>
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<div style="margin: 0px;">
<span style="color: #666666; font-family: Arial, Helvetica, sans-serif;"><i><span style="font-size: 10pt;">Simon Hazeld</span></i><i><span style="font-size: 10pt;">ine MSc FinstSMM is an international speaker and consultant in the areas of sales, negotiation, performance leadership and applied neuroscience.</span></i><span style="font-size: 13.5pt;"><o:p></o:p></span></span></div>
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<div style="margin: 0px;">
<span style="color: #666666; font-family: Arial, Helvetica, sans-serif;"><i><span style="font-size: 10pt;">He is the bestselling author of five business books:</span></i><span style="font-size: 13.5pt;"><o:p></o:p></span></span></div>
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<div style="margin: 0px;">
<span style="color: #666666; font-family: Arial, Helvetica, sans-serif;"><span style="font-size: 10pt;">·</span><span style="font-size: 7pt;"> </span><i><span style="font-size: 10pt;">Neuro-Sell: How Neuroscience Can Power Your Sales Success</span></i><span style="font-size: 13.5pt;"><o:p></o:p></span></span></div>
</div>
<div class="MsoNormal" style="background-attachment: initial; background-clip: initial; background-image: initial; background-origin: initial; background-position: initial; background-repeat: initial; background-size: initial; line-height: 13.85pt; margin-bottom: 3pt;">
<div style="margin: 0px;">
<span style="color: #666666; font-family: Arial, Helvetica, sans-serif;"><span style="font-size: 10pt;">·</span><span style="font-size: 7pt;"> </span><i><span style="font-size: 10pt;">Bare Knuckle Selling</span></i><span style="font-size: 13.5pt;"><o:p></o:p></span></span></div>
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<div style="margin: 0px;">
<span style="color: #666666; font-family: Arial, Helvetica, sans-serif;"><span style="font-size: 10pt;">·</span><span style="font-size: 7pt;"> </span><i><span style="font-size: 10pt;">Bare Knuckle Negotiating</span></i><span style="font-size: 13.5pt;"><o:p></o:p></span></span></div>
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<div style="margin: 0px;">
<span style="color: #666666; font-family: Arial, Helvetica, sans-serif;"><span style="font-size: 10pt;">·</span><span style="font-size: 7pt;"> </span><i><span style="font-size: 10pt;">Bare Knuckle Customer Service</span></i><span style="font-size: 13.5pt;"><o:p></o:p></span></span></div>
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<span style="color: #666666;"><span style="font-family: Arial, Helvetica, sans-serif;"><span style="font-size: 10pt;">·</span><span style="font-size: 7pt;"> </span><i><span style="font-size: 10pt;">The Inner Winner</span></i></span><span style="font-family: 'Times New Roman', serif; font-size: 13.5pt;"><o:p></o:p></span></span></div>
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<span style="color: #666666;"><i><span style="font-family: '', sans-serif, '', serif; font-size: 10pt;">To learn more about Simon's keynote speeches and other services please visit:</span></i><span style="font-family: 'Times New Roman', serif; font-size: 13.5pt;"><o:p></o:p></span></span></div>
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<span style="color: #666666;"><i><span style="font-family: '', sans-serif, '', serif; font-size: 10pt;"><a href="http://www.simonhazeldine.com/">www.simonhazeldine.com</a></span></i><span style="font-family: 'Times New Roman', serif; font-size: 13.5pt;"><o:p></o:p></span></span></div>
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<span style="color: #666666;"><i><span style="font-family: '', sans-serif, '', serif; font-size: 10pt;">To subscribe to Simon's hard hitting "Selling and Negotiating Power Tips newsletter please visit:<br /><a href="http://www.sellingandnegotiatingpowertips.com/">www.SellingAndNegotiatingPowerTips.com</a></span></i><span style="font-family: 'Times New Roman', serif; font-size: 13.5pt;"><o:p></o:p></span></span></div>
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Anonymoushttp://www.blogger.com/profile/07689144003520801527noreply@blogger.com0tag:blogger.com,1999:blog-3109851910000075482.post-34666186681331335962014-10-25T01:36:00.004-07:002014-10-25T01:36:57.745-07:00How Do I Get More Sales Referrals?<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;">Every single customer you have can be a useful source of
referrals. You can use your satisfied customers to introduce you to their
contacts and network. Customers who have benefited from your product or service
are usually more than happy to refer you to their colleagues, friends, family
and acquaintances.</span><br />
<!--[if !supportLineBreakNewLine]--><span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<!--[endif]--><span style="font-family: Arial, Helvetica, sans-serif;"><o:p></o:p></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;">Although you may occasionally receive unprompted referrals
as a result of helping customers to get what they want, the wise salesperson
makes securing referrals a part of their regular selling habits.<o:p></o:p></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;">Here are some ideas on how to get more referrals:</span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif; text-indent: -18pt;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif; text-indent: -18pt;">You need to get the customer into
the right mental mind-set to recall people who they can refer you to and here
are some ways to achieve this:</span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif; text-indent: 18pt;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif; text-indent: 18pt;"><i>“Mr Customer, you have been in
(industry/business e.g IT) for many years. I guess that you have met lots of
other (insert trade/position e.g. IT Directors) haven’t you? If I asked you to
write down the details of four or five of these people you could do that
couldn’t you?”</i></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;">Please not the use of “If I asked
you…” The “If” softens the request. You are not directly asking him to write
them down; you are merely exploring the possibility that they might!</span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;"><i>“Please can I ask your advice?
Which one should I approach first to tell them how they can benefit?”</i></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif; text-indent: 18pt;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif; text-indent: 18pt;">The customer will usually offer a
name.</span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif; text-indent: 18pt;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif; text-indent: 18pt;"><i>“It’s alright to use your name so
they can take my call, isn’t it?”</i></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif; text-indent: 18pt;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif; text-indent: 18pt;">If the customer is comfortable
and receptive then you can ask for further names.</span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif; text-indent: 18pt;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif; text-indent: 18pt;">Another variation that you can
use is:</span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;"><i>“Would you happen to know two or
three people who might be interested in our product or service?” </i></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;">The customer will usually say
they know two people.</span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif; text-indent: 18pt;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif; text-indent: 18pt;"><i>“Would you have their telephone numbers?”</i></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif; text-indent: 18pt;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif; text-indent: 18pt;">The customer will usually reply
yes.</span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif; text-indent: 18pt;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif; text-indent: 18pt;"><i>“Which one would you contact
first?</i></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif; text-indent: 18pt;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif; text-indent: 18pt;">The customer will tell you the
name of the person, let’s say his name is Phil.</span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif; text-indent: 18pt;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif; text-indent: 18pt;"><i>“Can I ask you a huge favour?
Would you call Phil and tell him I’m coming over to see him?”</i></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif; text-indent: 18pt;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;"><span style="text-indent: 18pt;">This is a rather bold approach,
but in the right situation it does get great results. </span><span style="text-indent: 18pt;">Remember that fortune favours the brave!</span></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;">A slightly less bold approach is
to ask the customer to write down the referral details on the back of your
business card along with a personal message such as, “This product has been
very useful for me.”</span></div>
<div class="MsoNormal" style="margin-left: 18.0pt;">
<span style="font-family: Arial, Helvetica, sans-serif;"><o:p></o:p></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;">When you get your appointment
with the new prospective customer (having used the name of your existing
customer who referred you) you can give them your business card as usual and
then ask them to turn it over and read the message written to them on the back.
This gets the sales process of to a positive start.</span></div>
<div class="MsoNormal" style="margin-left: 18.0pt;">
<span style="font-family: Arial, Helvetica, sans-serif;"><o:p></o:p></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;">Referrals are an easy and effective way to get lots of new
customers from your existing customers.</span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;">When these new customers sign up for
your product and service they, in turn, generate a new set of referrals and so
the process continues.<o:p></o:p></span><br />
<br />
<div class="MsoNormal" style="background-attachment: initial; background-clip: initial; background-image: initial; background-origin: initial; background-position: initial; background-repeat: initial; background-size: initial; line-height: 13.85pt; margin-bottom: 0cm;">
<div style="margin: 0px;">
<span style="color: #666666; font-family: Arial, Helvetica, sans-serif;"><i><span style="font-size: 10pt;">Simon Hazeld</span></i><i><span style="font-size: 10pt;">ine MSc FinstSMM is an international speaker and consultant in the areas of sales, negotiation, performance leadership and applied neuroscience.</span></i><span style="font-size: 13.5pt;"><o:p></o:p></span></span></div>
</div>
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<div style="margin: 0px;">
<span style="color: #666666; font-family: Arial, Helvetica, sans-serif;"><i><span style="font-size: 10pt;">He is the bestselling author of five business books:</span></i><span style="font-size: 13.5pt;"><o:p></o:p></span></span></div>
</div>
<div class="MsoNormal" style="background-attachment: initial; background-clip: initial; background-image: initial; background-origin: initial; background-position: initial; background-repeat: initial; background-size: initial; line-height: 13.85pt; margin-bottom: 0cm;">
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<div style="margin: 0px;">
<span style="color: #666666; font-family: Arial, Helvetica, sans-serif;"><span style="font-size: 10pt;">·</span><span style="font-size: 7pt;"> </span><i><span style="font-size: 10pt;">Neuro-Sell: How Neuroscience Can Power Your Sales Success</span></i><span style="font-size: 13.5pt;"><o:p></o:p></span></span></div>
</div>
<div class="MsoNormal" style="background-attachment: initial; background-clip: initial; background-image: initial; background-origin: initial; background-position: initial; background-repeat: initial; background-size: initial; line-height: 13.85pt; margin-bottom: 3pt;">
<div style="margin: 0px;">
<span style="color: #666666; font-family: Arial, Helvetica, sans-serif;"><span style="font-size: 10pt;">·</span><span style="font-size: 7pt;"> </span><i><span style="font-size: 10pt;">Bare Knuckle Selling</span></i><span style="font-size: 13.5pt;"><o:p></o:p></span></span></div>
</div>
<div class="MsoNormal" style="background-attachment: initial; background-clip: initial; background-image: initial; background-origin: initial; background-position: initial; background-repeat: initial; background-size: initial; line-height: 13.85pt; margin-bottom: 3pt;">
<div style="margin: 0px;">
<span style="color: #666666; font-family: Arial, Helvetica, sans-serif;"><span style="font-size: 10pt;">·</span><span style="font-size: 7pt;"> </span><i><span style="font-size: 10pt;">Bare Knuckle Negotiating</span></i><span style="font-size: 13.5pt;"><o:p></o:p></span></span></div>
</div>
<div class="MsoNormal" style="background-attachment: initial; background-clip: initial; background-image: initial; background-origin: initial; background-position: initial; background-repeat: initial; background-size: initial; line-height: 13.85pt; margin-bottom: 3pt;">
<div style="margin: 0px;">
<span style="color: #666666; font-family: Arial, Helvetica, sans-serif;"><span style="font-size: 10pt;">·</span><span style="font-size: 7pt;"> </span><i><span style="font-size: 10pt;">Bare Knuckle Customer Service</span></i><span style="font-size: 13.5pt;"><o:p></o:p></span></span></div>
</div>
<div class="MsoNormal" style="background-attachment: initial; background-clip: initial; background-image: initial; background-origin: initial; background-position: initial; background-repeat: initial; background-size: initial; line-height: 13.85pt; margin-bottom: 0cm;">
<div style="margin: 0px;">
<span style="color: #666666;"><span style="font-family: Arial, Helvetica, sans-serif;"><span style="font-size: 10pt;">·</span><span style="font-size: 7pt;"> </span><i><span style="font-size: 10pt;">The Inner Winner</span></i></span><span style="font-family: 'Times New Roman', serif; font-size: 13.5pt;"><o:p></o:p></span></span></div>
</div>
<div class="MsoNormal" style="background-attachment: initial; background-clip: initial; background-image: initial; background-origin: initial; background-position: initial; background-repeat: initial; background-size: initial; line-height: 13.85pt; margin-bottom: 0cm;">
<div style="margin: 0px;">
<span style="color: #666666;"><br /></span></div>
</div>
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<div style="margin: 0px;">
<span style="color: #666666;"><i><span style="font-family: '', sans-serif, '', serif; font-size: 10pt;">To learn more about Simon's keynote speeches and other services please visit:</span></i><span style="font-family: 'Times New Roman', serif; font-size: 13.5pt;"><o:p></o:p></span></span></div>
</div>
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<div style="margin: 0px;">
<span style="color: #666666;"><i><span style="font-family: '', sans-serif, '', serif; font-size: 10pt;"><a href="http://www.simonhazeldine.com/">www.simonhazeldine.com</a></span></i><span style="font-family: 'Times New Roman', serif; font-size: 13.5pt;"><o:p></o:p></span></span></div>
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<div style="margin: 0px;">
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</div>
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<div style="margin: 0px;">
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Anonymoushttp://www.blogger.com/profile/07689144003520801527noreply@blogger.com0tag:blogger.com,1999:blog-3109851910000075482.post-4109551347163697602014-10-19T22:00:00.000-07:002014-10-19T22:00:00.802-07:007 Vital Things For Sales Professionals To Do In A Customer’s Lobby<div class="MsoListParagraphCxSpFirst" style="margin-left: 18.0pt; mso-add-space: auto;">
<span style="font-family: Arial, Helvetica, sans-serif;">When they arrive at a customer’s premises and wait in the lobby or
foyer far too many sales people miss out on golden opportunities to maximise
their chances of sales success.<o:p></o:p></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">Don’t waste your time sitting down drinking coffee - keep your
eyes and ears open for information that might be useful and do things that will
help you to close the sale, including:</span><br />
<span style="font-family: Arial, Helvetica, sans-serif; text-indent: -18pt;"><br /></span>
<span style="font-family: Arial, Helvetica, sans-serif; text-indent: -18pt;">Read copies of the customer’s internal magazine if
they have one. Internal magazines are
great sources of information about things that are happening inside their
organisation. They contain things that the senior leadership want to
communicate to employees and as a result they are goldmines of useful
information. Many organisations leave
copies in their foyer and other public areas.</span><br />
<span style="font-family: Arial, Helvetica, sans-serif; text-indent: -18pt;"><br /></span>
<span style="font-family: Arial, Helvetica, sans-serif; text-indent: -18pt;">Read copies of the customer’s annual report (again
frequently displayed in public areas). You can also download copies from most
large companies’ websites – essential reading for sales professional!</span><br />
<span style="font-family: Arial, Helvetica, sans-serif; text-indent: -18pt;"><br /></span>
<span style="font-family: Arial, Helvetica, sans-serif; text-indent: -18pt;">Read copies of any leaflets and posters on
display. Often companies will put their
own promotional material in their foyer and this is a great chance for you to
learn more about what they are selling.</span><br />
<span style="font-family: Arial, Helvetica, sans-serif; text-indent: -18pt;"><span style="font-stretch: normal;"><br /></span></span>
<span style="font-family: Arial, Helvetica, sans-serif; text-indent: -18pt;">Take note of any awards, trophies or photographs
on display. If they have been displayed then the customer thinks that they are
important, and you need to take note of them.</span><br />
<span style="font-family: Arial, Helvetica, sans-serif; text-indent: -18pt;"><br /></span>
<span style="font-family: Arial, Helvetica, sans-serif; text-indent: -18pt;">Pay attention to who is coming into reception from
other companies. Where are they from and who are they going to see? Sit close enough to reception so that you can
see and hear easily.</span><br />
<span style="font-family: Arial, Helvetica, sans-serif; text-indent: -18pt;"><br /></span>
<span style="font-family: Arial, Helvetica, sans-serif; text-indent: -18pt;">Build rapport with the receptionist and security guard. Treat them with respect, ask their name and then use it (most people treat them with indifference which is a big mistake). Over time as they get to know you, they can be very useful sources of information and will sometimes tell you things that they shouldn't!</span><br />
<span style="font-family: Arial, Helvetica, sans-serif; text-indent: -18pt;"><br /></span>
<span style="font-family: Arial, Helvetica, sans-serif; text-indent: -18pt;">Stay
standing up! If people are feeling powerful they will often adopt what are
called “high power poses” – open, expansive postures and gestures. One very powerful non-verbal display of
power is to stand with your hands on your hips with your elbows out. When combined with a wide stance (the more
space between our legs the stronger we appear), this is a very commanding and
territorial display. You will see this
posture adopted by people in leadership and authority positions such as army
drill sergeants and police officers. </span><span style="font-family: Arial, Helvetica, sans-serif; text-indent: -18pt;"><br />By contrast when people are feeling less confident and powerful they use “low power poses” that is more closed postures, folding their arms, hunching their shoulders, making themselves appear smaller by collapsing the body inwards.</span><br />
<span style="font-family: Arial, Helvetica, sans-serif; text-indent: -18pt;"><br /></span>
<span style="font-family: Arial, Helvetica, sans-serif; text-indent: -18pt;">In a series of fascinating experiments
researchers took saliva samples from test subjects (both men and women) to
measure their testosterone (what is called the “dominance hormone”) and
cortisol (what is called the “stress hormone” levels. Some test subjects were then asked to adopt
“high power poses” (standing upright in a confident manner) and some were asked
to adopt “low power poses” (sitting down in a hunched posture). Each test subject adopted the relevant poses
for two minutes. </span><br />
<span style="font-family: Arial, Helvetica, sans-serif; text-indent: -18pt;"><br /></span>
<span style="font-family: Arial, Helvetica, sans-serif; text-indent: -18pt;">A second saliva sample was then taken and
the results compared with the first.
High power poses caused an increase in testosterone of about 19% and a
decrease in cortisol levels of about 25%.
Low power poses caused a decrease in testosterone and an increase in
cortisol. In </span><span style="font-family: Arial, Helvetica, sans-serif; text-indent: -18pt;">short, the high power poses made the
person feel more powerful and their hormone levels prove it. </span><br />
<span style="font-family: Arial, Helvetica, sans-serif; text-indent: -18pt;"><br /></span>
<span style="font-family: Arial, Helvetica, sans-serif; text-indent: -18pt;">So do not sit down whilst waiting to be
collected from the customer’s foyer or lobby, or for the negotiation to commence.
Stay standing up in and adopt a powerful and confident posture. </span><span style="font-family: Arial, Helvetica, sans-serif; text-indent: -18pt;">Standing up also keeps your energy levels
higher and means that when the customer meets you for the first time you are at
eye level. In the animal kingdom the
alpha male tends to sit or lie on higher ground than the more subordinate
members of the pack. Standing up when
greeted means that you are not “lower” than the customer when you first meet
them. </span><br />
<span style="font-family: Arial, Helvetica, sans-serif; text-indent: -18pt;"><br /></span>
<span style="font-family: Arial, Helvetica, sans-serif; text-indent: -18pt;">With
all of this to do you just haven’t got time to sit on your backside drinking
coffee!</span></div>
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<span style="color: #666666; font-family: Arial, Helvetica, sans-serif;"><i><span style="font-size: 10pt;">Simon Hazeld</span></i><i><span style="font-size: 10pt;">ine MSc FinstSMM is an international speaker and consultant in the areas of sales, negotiation, performance leadership and applied neuroscience.</span></i><span style="font-size: 13.5pt;"><o:p></o:p></span></span></div>
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<span style="color: #666666; font-family: Arial, Helvetica, sans-serif;"><i><span style="font-size: 10pt;">He is the bestselling author of five business books:</span></i><span style="font-size: 13.5pt;"><o:p></o:p></span></span></div>
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<span style="color: #666666; font-family: Arial, Helvetica, sans-serif;"><span style="font-size: 10pt;">·</span><span style="font-size: 7pt;"> </span><i><span style="font-size: 10pt;">Neuro-Sell: How Neuroscience Can Power Your Sales Success</span></i><span style="font-size: 13.5pt;"><o:p></o:p></span></span></div>
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<span style="color: #666666; font-family: Arial, Helvetica, sans-serif;"><span style="font-size: 10pt;">·</span><span style="font-size: 7pt;"> </span><i><span style="font-size: 10pt;">Bare Knuckle Selling</span></i><span style="font-size: 13.5pt;"><o:p></o:p></span></span></div>
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<span style="color: #666666; font-family: Arial, Helvetica, sans-serif;"><span style="font-size: 10pt;">·</span><span style="font-size: 7pt;"> </span><i><span style="font-size: 10pt;">Bare Knuckle Negotiating</span></i><span style="font-size: 13.5pt;"><o:p></o:p></span></span></div>
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<span style="color: #666666; font-family: Arial, Helvetica, sans-serif;"><span style="font-size: 10pt;">·</span><span style="font-size: 7pt;"> </span><i><span style="font-size: 10pt;">Bare Knuckle Customer Service</span></i><span style="font-size: 13.5pt;"><o:p></o:p></span></span></div>
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<span style="color: #666666;"><span style="font-family: Arial, Helvetica, sans-serif;"><span style="font-size: 10pt;">·</span><span style="font-size: 7pt;"> </span><i><span style="font-size: 10pt;">The Inner Winner</span></i></span><span style="font-family: 'Times New Roman', serif; font-size: 13.5pt;"><o:p></o:p></span></span></div>
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<span style="color: #666666;"><i><span style="font-family: '', sans-serif, '', serif; font-size: 10pt;">To learn more about Simon's keynote speeches and other services please visit:</span></i><span style="font-family: 'Times New Roman', serif; font-size: 13.5pt;"><o:p></o:p></span></span></div>
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<i><span style="color: #666666; font-family: '', sans-serif, '', serif; font-size: 10pt;">To subscribe to Simon's "Neuro-Sell" newsletter please visit:<br /><a href="http://www.neuro-sell.com/">www.neuro-sell.com</a></span></i></div>
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Anonymoushttp://www.blogger.com/profile/07689144003520801527noreply@blogger.com0United Kingdom52.268157373768169 -2.812532.35266737376817 -44.121094 72.183647373768167 38.496094tag:blogger.com,1999:blog-3109851910000075482.post-20610617130937929052014-10-08T23:30:00.000-07:002014-10-09T01:46:43.194-07:00Ten Powerful Negotiating Tips That Will Help You Close The Deal!<div class="MsoNormal" style="margin-bottom: 12.0pt;">
<span style="font-family: Arial, Helvetica, sans-serif;"><u>One</u></span><span style="font-family: Arial, Helvetica, sans-serif;"><br />Set your negotiation objectives – aim high! Research
shows a strong link between ambitious goals and higher levels of
performance. Make sure you write your
negotiation goals down. The act of
committing them to paper will maximise your chances of achieving them. </span></div>
<span style="font-family: Arial, Helvetica, sans-serif;">
<br /><u>Two</u><br />Know your LIM. Have a range for your negotiation objectives.
LIKE is your ideal outcome, INTEND is
your realistic assessment of what is
possible, MUST is your absolute walk away point – and you must know what this
is before your start negotiating.<br /><br /><u>Three</u><br />Know your BATNA (Best Alternative to a
Negotiated Agreement). This is your Plan
B, your contingency plan should you not be able to secure the deal. Having a BATNA is a good source of power and
stops you coming across as too needy in the negotiation.<br /><br /><u>
Four</u><br />Ask lots of direct questions and listen the
answer. Effective negotiators ask
effective questions. Plan the
information you need to gather and your questions in advance.<br /> <o:p></o:p><br /><u>
Five</u><br />Give them a good listening to! Research shows that effective negotiators
seek information almost twice as much as they give information.<br /><br /><u>
Six</u><br />Seek information – Give information. Before you can bargain effectively you need
to understand the others sides needs, wants, desires, fears, priorities and
timescales. You will also need to
communicate what is important to you too! <br />
<br /><u>Seven</u><br />Understand their motives and what they want.
Get out of your head and get inside their head.
See the world through their eyes.</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<span style="font-family: Arial, Helvetica, sans-serif;"><u>Eight</u><br />Focus on underlying needs rather than positions. Behind every position, demand, request or
question lays a need. What is it?<br /><br /><u>Nine</u><br />Summarise regularly. Summaries help to keep the negotiation on
track and encourage a sense of progress. If in doubt – summarise.</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<span style="font-family: Arial, Helvetica, sans-serif;"><u>Ten</u><br />Give To Get!
There is nothing wrong with giving so long as you get something back of
equal or greater commercial value in return. Trade low cost for high value (and
vice versa). Look for things you can
offer that cost you little but could mean a lot to the other party. For example, you could do the deal very
quickly and meet their pressing deadline.
It won’t cost you anything extra to move quickly but it may be essential
to them!</span><br />
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<span style="color: #666666; font-family: Arial, Helvetica, sans-serif;"><i><span style="font-size: 10pt;">Simon Hazeld</span></i><i><span style="font-size: 10pt;">ine MSc FinstSMM is an international speaker and consultant in the areas of sales, negotiation, performance leadership and applied neuroscience.</span></i><span style="font-size: 13.5pt;"><o:p></o:p></span></span></div>
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<span style="color: #666666; font-family: Arial, Helvetica, sans-serif;"><i><span style="font-size: 10pt;">He is the bestselling author of five business books:</span></i><span style="font-size: 13.5pt;"><o:p></o:p></span></span></div>
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<span style="color: #666666; font-family: Arial, Helvetica, sans-serif;"><span style="font-size: 10pt;">·</span><span style="font-size: 7pt;"> </span><i><span style="font-size: 10pt;">Neuro-Sell: How Neuroscience Can Power Your Sales Success</span></i><span style="font-size: 13.5pt;"><o:p></o:p></span></span></div>
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<span style="color: #666666; font-family: Arial, Helvetica, sans-serif;"><span style="font-size: 10pt;">·</span><span style="font-size: 7pt;"> </span><i><span style="font-size: 10pt;">Bare Knuckle Selling</span></i><span style="font-size: 13.5pt;"><o:p></o:p></span></span></div>
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<span style="color: #666666; font-family: Arial, Helvetica, sans-serif;"><span style="font-size: 10pt;">·</span><span style="font-size: 7pt;"> </span><i><span style="font-size: 10pt;">Bare Knuckle Negotiating</span></i><span style="font-size: 13.5pt;"><o:p></o:p></span></span></div>
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<span style="color: #666666; font-family: Arial, Helvetica, sans-serif;"><span style="font-size: 10pt;">·</span><span style="font-size: 7pt;"> </span><i><span style="font-size: 10pt;">Bare Knuckle Customer Service</span></i><span style="font-size: 13.5pt;"><o:p></o:p></span></span></div>
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<span style="color: #666666;"><span style="font-family: Arial, Helvetica, sans-serif;"><span style="font-size: 10pt;">·</span><span style="font-size: 7pt;"> </span><i><span style="font-size: 10pt;">The Inner Winner</span></i></span><span style="font-family: 'Times New Roman', serif; font-size: 13.5pt;"><o:p></o:p></span></span></div>
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<span style="color: #666666;"><i><span style="font-family: '', sans-serif, '', serif; font-size: 10pt;">To learn more about Simon's keynote speeches and other services please visit:</span></i><span style="font-family: 'Times New Roman', serif; font-size: 13.5pt;"><o:p></o:p></span></span></div>
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Anonymoushttp://www.blogger.com/profile/07689144003520801527noreply@blogger.com0tag:blogger.com,1999:blog-3109851910000075482.post-37193869857726522542014-10-05T00:18:00.002-07:002014-10-05T00:18:59.526-07:00Ten Powerful Tips For Your Next Big Sales Pitch<div class="MsoNormal" style="margin-bottom: 12.0pt;">
<span style="font-family: Arial, sans-serif; font-size: 10pt;"><u>One</u><br />Think very
carefully about exactly what want the client (or potential client) to say,
feel, believe or do as a result of your sales pitch. </span><span style="font-family: Arial, sans-serif; font-size: 10pt;">What are the specific results you want to achieve?</span><span style="font-family: Arial, sans-serif; font-size: 10pt;"> </span><span style="font-family: Arial, sans-serif; font-size: 10pt;">What is the next action that you want the client to take after your sales
pitch?</span><span style="font-family: Arial, sans-serif; font-size: 10pt;"><br /></span></div>
<div class="MsoNormal" style="margin-bottom: 12.0pt;">
<span style="font-family: Arial, sans-serif; font-size: 10pt;"><u>Two</u><br />When
designing your sales pitch always start with the client and not by talking
about you and your products and services. Start by demonstrating that you
understand the client’s aims and objectives.</span></div>
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<span style="font-family: Arial, sans-serif; font-size: 10pt;"><u>Three</u><br />A powerful pitch structure is:</span></div>
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<span style="font-family: Arial, sans-serif; font-size: 10pt;">
Client’s aims / objectives<br />
Client’s needs / problems
(Where they are now)<br />
Client’s success criteria
(Where they want to be)<br />
How you can help the client move
from where they are now to where they <br />
want to be.<br />
Case studies / testimonials
about how you have done this for other clients.<br />
Investment required from them.<br />
Suggested action /
implementation plan</span></div>
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<span style="font-family: Arial, sans-serif; font-size: 10pt;"><u>Four</u><br />Does your
pitch answer the questions:<br /></span><br />
<span style="font-family: Arial, sans-serif; font-size: 10pt;">Why should the client buy from you?</span><br />
<span style="font-family: Arial, sans-serif; font-size: 10pt;">Why should the client only buy from you? </span><span style="font-family: Arial, sans-serif; font-size: 10pt;"> </span><br />
<span style="font-family: Arial, sans-serif; font-size: 10pt;">What are your points of differentiation?</span><br />
<span style="font-family: Arial, sans-serif; font-size: 10pt;">What is the most important thing you want the client to remember about you?</span></div>
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<span style="font-family: Arial, sans-serif; font-size: 10pt;"><u>Five</u><br />Less is
more! Keep your pitch as short and
punchy as possible.<br />
Too many sales pitches are too long, too self-indulgent and too boring. <o:p></o:p></span></div>
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<span style="font-family: Arial, sans-serif; font-size: 10pt;"><u>Six</u><br />What is your
main message – the most important thing you want to client to remember? <br />
Repeat this three times during your pitch.<br /><br />
What are your three key points? If you
include any more than three then the client is likely to forget.<br />
What facts do you have to back up what you claim?<o:p></o:p></span></div>
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<span style="font-family: Arial, sans-serif; font-size: 10pt;"><u>Seven</u><br />Do you have
a story about how you have helped another client (preferably as similar to the client
you are pitching to) to achieve the results they wanted? <br /><br />
Introduce the client character, describe the problems they were experiencing,
show how you provided the solution they needed and then describe the results
they achieved.<br />
<br /><u>Eight</u><br />Can you create curiosity right at the start of your sales pitch? A curious client is very attentive and
receptive. One method you can use to create curiosity is to tell them some of
the things that you are going to reveal during the sales pitch and then to tell
the client about these at different stages as the sales pitch progresses. <br />
<br />
For example, <i>“As we progress I am going
to show you three tried and tested and proven ways that we can deliver exactly
the results you are looking for and provide you with rock-solid evidence of our
capability.”</i><o:p></o:p></span></div>
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<span style="font-family: Arial, sans-serif; font-size: 10pt;"><u>Nine</u><br />Provide clarity
and contrast about the difference the client will experience as a result of
working with you or from buying your product and service. Make it very clear and specific.<o:p></o:p></span></div>
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<span style="font-family: Arial, sans-serif; font-size: 10pt;"><u>Ten</u><br />A confused client
never buys. Limit choice if you want them to make a decision. Provide and clear
choice and next action and give the client something to buy. </span><span style="background-color: white; color: #666666; font-family: Arial, Helvetica, sans-serif; font-size: 10pt;"><br /></span><br />
<span style="background-color: white; color: #666666; font-family: Arial, Helvetica, sans-serif; font-size: 10pt;">Good luck and good selling!</span><br />
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<div style="margin: 0px;">
<span style="color: #666666; font-family: Arial, Helvetica, sans-serif;"><i><span style="font-size: 10pt;">Simon Hazeld</span></i><i><span style="font-size: 10pt;">ine MSc FinstSMM is an international speaker and consultant in the areas of sales, negotiation, performance leadership and applied neuroscience.</span></i><span style="font-size: 13.5pt;"><o:p></o:p></span></span></div>
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<span style="color: #666666; font-family: Arial, Helvetica, sans-serif;"><i><span style="font-size: 10pt;">He is the bestselling author of five business books:</span></i><span style="font-size: 13.5pt;"><o:p></o:p></span></span></div>
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<span style="color: #666666; font-family: Arial, Helvetica, sans-serif;"><span style="font-size: 10pt;">·</span><span style="font-size: 7pt;"> </span><i><span style="font-size: 10pt;">Neuro-Sell: How Neuroscience Can Power Your Sales Success</span></i><span style="font-size: 13.5pt;"><o:p></o:p></span></span></div>
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<span style="color: #666666; font-family: Arial, Helvetica, sans-serif;"><span style="font-size: 10pt;">·</span><span style="font-size: 7pt;"> </span><i><span style="font-size: 10pt;">Bare Knuckle Selling</span></i><span style="font-size: 13.5pt;"><o:p></o:p></span></span></div>
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<span style="color: #666666; font-family: Arial, Helvetica, sans-serif;"><span style="font-size: 10pt;">·</span><span style="font-size: 7pt;"> </span><i><span style="font-size: 10pt;">Bare Knuckle Negotiating</span></i><span style="font-size: 13.5pt;"><o:p></o:p></span></span></div>
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<span style="color: #666666; font-family: Arial, Helvetica, sans-serif;"><span style="font-size: 10pt;">·</span><span style="font-size: 7pt;"> </span><i><span style="font-size: 10pt;">Bare Knuckle Customer Service</span></i><span style="font-size: 13.5pt;"><o:p></o:p></span></span></div>
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<span style="color: #666666;"><span style="font-family: Arial, Helvetica, sans-serif;"><span style="font-size: 10pt;">·</span><span style="font-size: 7pt;"> </span><i><span style="font-size: 10pt;">The Inner Winner</span></i></span><span style="font-family: 'Times New Roman', serif; font-size: 13.5pt;"><o:p></o:p></span></span></div>
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<div style="margin: 0px;">
<span style="color: #666666;"><i><span style="font-family: '', sans-serif, '', serif; font-size: 10pt;">To learn more about Simon's keynote speeches and other services please visit:</span></i><span style="font-family: 'Times New Roman', serif; font-size: 13.5pt;"><o:p></o:p></span></span></div>
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<span style="color: #666666;"><i><span style="font-family: '', sans-serif, '', serif; font-size: 10pt;"><a href="http://www.simonhazeldine.com/">www.simonhazeldine.com</a></span></i><span style="font-family: 'Times New Roman', serif; font-size: 13.5pt;"><o:p></o:p></span></span></div>
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<span style="color: #666666;"><i><span style="font-family: '', sans-serif, '', serif; font-size: 10pt;">To subscribe to Simon's hard hitting "Selling and Negotiating Power Tips newsletter please visit:<br /><a href="http://www.sellingandnegotiatingpowertips.com/">www.SellingAndNegotiatingPowerTips.com</a></span></i><span style="font-family: 'Times New Roman', serif; font-size: 13.5pt;"><o:p></o:p></span></span></div>
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<i><span style="color: #666666; font-family: '', sans-serif, '', serif; font-size: 10pt;">To subscribe to Simon's "Neuro-Sell" newsletter please visit:<br /><a href="http://www.neuro-sell.com/">www.neuro-sell.com</a></span></i></div>
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Anonymoushttp://www.blogger.com/profile/07689144003520801527noreply@blogger.com0tag:blogger.com,1999:blog-3109851910000075482.post-53229355635538861222014-09-10T02:22:00.000-07:002014-09-10T02:22:04.093-07:00The Magic Negotiation Formula and Why it Works<div class="MsoNormal" style="background: white; line-height: 13.5pt; margin-bottom: .0001pt; margin-bottom: 0cm;">
<span style="color: #666666; font-family: Arial, Helvetica, sans-serif; font-size: 9.0pt; mso-fareast-font-family: "Times New Roman";">Selling can be defined
as convincing people that they should purchase your product.<o:p></o:p></span></div>
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<span style="color: #666666; font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
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<span style="color: #666666; font-family: Arial, Helvetica, sans-serif; font-size: 9.0pt; mso-fareast-font-family: "Times New Roman";">Negotiation is
agreeing the terms upon which the purchase will take place. <o:p></o:p></span></div>
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<span style="color: #666666; font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
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<span style="color: #666666; font-family: Arial, Helvetica, sans-serif; font-size: 9.0pt; mso-fareast-font-family: "Times New Roman";">If you want to be a
master persuader then you must master both. <o:p></o:p></span></div>
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<span style="color: #666666; font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
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<span style="color: #666666; font-family: Arial, Helvetica, sans-serif; font-size: 9.0pt; mso-fareast-font-family: "Times New Roman";">A highly effective
negotiation tactic (that I call "The Magic Negotiation Formula") that
you can use to hone your negotiation skill is the Conditional Proposal.<o:p></o:p></span></div>
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<span style="color: #666666; font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
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<span style="color: #666666; font-family: Arial, Helvetica, sans-serif; font-size: 9.0pt; mso-fareast-font-family: "Times New Roman";">When negotiating
always make your proposals conditional. Use the "IF YOU... THEN I"
format.<o:p></o:p></span></div>
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<span style="color: #666666; font-family: Arial, Helvetica, sans-serif; font-size: 9.0pt; mso-fareast-font-family: "Times New Roman";">E.g. "If you
agree to a two year contract, then I will review our discount position.<o:p></o:p></span></div>
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<span style="color: #666666; font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
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<span style="color: #666666; font-family: Arial, Helvetica, sans-serif; font-size: 9.0pt; mso-fareast-font-family: "Times New Roman";">This makes it clear to
the other party that you will only make the concession if they meet to
condition you have proposed.<o:p></o:p></span></div>
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<span style="color: #666666; font-family: Arial, Helvetica, sans-serif; font-size: 9pt; line-height: 13.5pt;"><br /></span>
<span style="color: #666666; font-family: Arial, Helvetica, sans-serif; font-size: 9pt; line-height: 13.5pt;">It is good practice in
negotiation to give to get.<br /></span><span style="color: #666666; font-family: Arial, Helvetica, sans-serif; font-size: 9pt; line-height: 13.5pt;"><br />It is bad practice to
give anything away without getting something in return! Use the "If You...
Then I" magic negotiation formula to get better results.</span></div>
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<span style="color: #666666;"><span style="font-family: Arial, Helvetica, sans-serif; font-size: 9.0pt; mso-fareast-font-family: "Times New Roman";"><br /></span>
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<span style="color: #666666; font-size: 10pt;"><span style="font-family: Arial, Helvetica, sans-serif;">Good luck and good negotiating!</span><span style="font-family: Arial, sans-serif;"><o:p></o:p></span></span></div>
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<span style="color: #666666; font-family: Arial, Helvetica, sans-serif;"><i><span style="font-size: 10pt;">Simon Hazeld</span></i><i><span style="font-size: 10pt;">ine MSc FinstSMM is an international speaker and consultant in the areas of sales, negotiation, performance leadership and applied neuroscience.</span></i><span style="font-size: 13.5pt;"><o:p></o:p></span></span></div>
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<span style="color: #666666; font-family: Arial, Helvetica, sans-serif;"><i><span style="font-size: 10pt;">He is the bestselling author of five business books:</span></i><span style="font-size: 13.5pt;"><o:p></o:p></span></span></div>
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<span style="color: #666666; font-family: Arial, Helvetica, sans-serif;"><span style="font-size: 10pt;">·</span><span style="font-size: 7pt;"> </span><i><span style="font-size: 10pt;">Neuro-Sell: How Neuroscience Can Power Your Sales Success</span></i><span style="font-size: 13.5pt;"><o:p></o:p></span></span></div>
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<span style="color: #666666; font-family: Arial, Helvetica, sans-serif;"><span style="font-size: 10pt;">·</span><span style="font-size: 7pt;"> </span><i><span style="font-size: 10pt;">Bare Knuckle Selling</span></i><span style="font-size: 13.5pt;"><o:p></o:p></span></span></div>
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<span style="color: #666666; font-family: Arial, Helvetica, sans-serif;"><span style="font-size: 10pt;">·</span><span style="font-size: 7pt;"> </span><i><span style="font-size: 10pt;">Bare Knuckle Negotiating</span></i><span style="font-size: 13.5pt;"><o:p></o:p></span></span></div>
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<span style="color: #666666; font-family: Arial, Helvetica, sans-serif;"><span style="font-size: 10pt;">·</span><span style="font-size: 7pt;"> </span><i><span style="font-size: 10pt;">Bare Knuckle Customer Service</span></i><span style="font-size: 13.5pt;"><o:p></o:p></span></span></div>
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<span style="color: #666666;"><span style="font-family: Arial, Helvetica, sans-serif;"><span style="font-size: 10pt;">·</span><span style="font-size: 7pt;"> </span><i><span style="font-size: 10pt;">The Inner Winner</span></i></span><span style="font-family: 'Times New Roman', serif; font-size: 13.5pt;"><o:p></o:p></span></span></div>
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<span style="color: #666666;"><i><span style="font-family: '', sans-serif, '', serif; font-size: 10pt;">To learn more about Simon's keynote speeches and other services please visit:</span></i><span style="font-family: 'Times New Roman', serif; font-size: 13.5pt;"><o:p></o:p></span></span></div>
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<span style="color: #666666;"><i><span style="font-family: '', sans-serif, '', serif; font-size: 10pt;"><a href="http://www.simonhazeldine.com/">www.simonhazeldine.com</a></span></i><span style="font-family: 'Times New Roman', serif; font-size: 13.5pt;"><o:p></o:p></span></span></div>
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<span style="color: #666666;"><i><span style="font-family: '', sans-serif, '', serif; font-size: 10pt;">To subscribe to Simon's hard hitting "Selling and Negotiating Power Tips newsletter please visit:<br /><a href="http://www.sellingandnegotiatingpowertips.com/">www.SellingAndNegotiatingPowerTips.com</a></span></i><span style="font-family: 'Times New Roman', serif; font-size: 13.5pt;"><o:p></o:p></span></span></div>
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<i><span style="color: #666666; font-family: '', sans-serif, '', serif; font-size: 10pt;">To subscribe to Simon's "Neuro-Sell" newsletter please visit:<br /><a href="http://www.neuro-sell.com/">www.neuro-sell.com</a></span></i></div>
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Anonymoushttp://www.blogger.com/profile/07689144003520801527noreply@blogger.com0tag:blogger.com,1999:blog-3109851910000075482.post-65108544989974999912014-06-11T05:10:00.000-07:002014-06-11T05:10:00.627-07:00How Neuroscience Can Power Your Sales Success<div class="MsoNormal" style="background: white; line-height: 13.85pt; margin-bottom: .0001pt; margin-bottom: 0cm;">
<span style="font-family: Arial, sans-serif; font-size: 10pt;">As a result of the
challenging commercial environment that has become the new reality we are all
operating within, sales professionals need an edge – and the latest
neuroscience research provides it.</span><span style="font-family: 'Times New Roman', serif; font-size: 10pt;"><o:p></o:p></span></div>
<div class="MsoNormal" style="background: white; margin-bottom: .0001pt; margin-bottom: 0cm;">
<br /></div>
<div class="MsoNormal" style="background: white; margin-bottom: .0001pt; margin-bottom: 0cm;">
<span style="font-family: Arial, sans-serif; font-size: 10pt;">Knowledge and
understanding about the brain is growing rapidly with the vast majority of
major discoveries and knowledge about the brain being made in the last ten to
fifteen years.</span><span style="font-family: 'Times New Roman', serif; font-size: 10pt;"><o:p></o:p></span></div>
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<span style="font-family: Arial, sans-serif; font-size: 10pt;">We are starting to get a
better understanding of how the brain functions when it is making decisions.
The more we understand about how the brain functions when deciding to take
action (or not), the better able we will be to understand how to tailor our
sales approach, messages and behaviour accordingly.<o:p></o:p></span></div>
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<br /></div>
<div class="MsoNormal" style="background: white; line-height: 13.85pt; margin-bottom: .0001pt; margin-bottom: 0cm;">
<span style="font-family: Arial, sans-serif; font-size: 10pt;">Neuroscience research is
shedding new light onto how people actually make decisions - and the truth may
surprise you!<o:p></o:p></span></div>
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</div>
<div style="text-align: center;">
<i><span style="font-family: Arial, sans-serif; font-size: 10pt;">“According to cognitive
neuroscientists, we are conscious of only about 5 percent of our cognitive
activity, so most of our decisions, actions, emotions, and behaviour depends on
the 95 percent of brain activity that goes beyond our conscious awareness.“</span></i></div>
<i><div style="text-align: center;">
<i><span style="font-family: Arial, sans-serif; font-size: 10pt;">Marianne Szegedy-Maszak</span></i></div>
<span style="font-family: Arial, sans-serif; font-size: 10pt;"><div style="text-align: center;">
<i><span style="font-size: 10pt;">Journalist</span></i></div>
</span></i><br />
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<br /></div>
<div class="MsoNormal" style="background: white; margin-bottom: .0001pt; margin-bottom: 0cm;">
<span style="font-family: Arial, sans-serif; font-size: 10pt;">The vast majority of
human thinking (including decision making) takes place below the level of
conscious and controlled awareness – in our unconscious mind. In
addition, emotions are an integral part of people’s decision-making
process. Emotion and reason are intertwined elements of our
decision-making process. They influence and are influenced by each
other, and as a result if we want to sell successfully then we need to consider
three areas of our customer’s brain:</span><span style="font-family: 'Times New Roman', serif; font-size: 10pt;"><o:p></o:p></span></div>
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<br /></div>
<div class="MsoNormal" style="background: white; margin-bottom: .0001pt; margin-bottom: 0cm;">
<b><span style="font-family: Arial, sans-serif; font-size: 10pt;">The Sub-Cortical
“Reptilian” Brain</span></b><span style="font-family: Arial, sans-serif; font-size: 10pt;"><o:p></o:p></span></div>
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<br /></div>
<div class="MsoNormal" style="background: white; margin-bottom: .0001pt; margin-bottom: 0cm;">
<span style="font-family: Arial, sans-serif; font-size: 10pt;">In evolutionary terms
this is the oldest part of the brain. It connects the brain with the spinal
column and all sensory nerves travel through it.<o:p></o:p></span></div>
<div class="MsoNormal" style="background: white; margin-bottom: .0001pt; margin-bottom: 0cm;">
<span style="font-family: Arial, sans-serif; font-size: 10pt;">This primitive and
unconscious part of the brain is primarily “concerned” with well being and
survival. At first contact with a stranger it will instantly conduct
a threat response and decide if you are friend or foe.<o:p></o:p></span></div>
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<br /></div>
<div class="MsoNormal" style="background: white; margin-bottom: .0001pt; margin-bottom: 0cm;">
<span style="font-family: Arial, sans-serif; font-size: 10pt;">It prioritises survival
first (the avoidance of pain and danger) and then with achieving comfort - so
it will respond to pain avoidance first.<o:p></o:p></span></div>
<div class="MsoNormal" style="background: white; margin-bottom: .0001pt; margin-bottom: 0cm;">
<br /></div>
<div class="MsoNormal" style="background: white; margin-bottom: .0001pt; margin-bottom: 0cm;">
<b><span style="font-family: Arial, sans-serif; font-size: 10pt;">The Emotional Brain</span></b><span style="font-family: Arial, sans-serif; font-size: 10pt;"><o:p></o:p></span></div>
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<br /></div>
<div class="MsoNormal" style="background: white; margin-bottom: .0001pt; margin-bottom: 0cm;">
<span style="font-family: Arial, sans-serif; font-size: 10pt;">This is comprised of the
limbic system and is also referred to as the “mid-brain”.<o:p></o:p></span></div>
<div class="MsoNormal" style="background: white; margin-bottom: .0001pt; margin-bottom: 0cm;">
<span style="font-family: Arial, sans-serif; font-size: 10pt;">It is important to
realise that although this part of the brain is also unconscious in function it
has a profound effect on us because it links the brain stem with the higher
reasoning functions of the brain and feeds information to it.<o:p></o:p></span></div>
<div class="MsoNormal" style="background: white; margin-bottom: .0001pt; margin-bottom: 0cm;">
<br /></div>
<div class="MsoNormal" style="background: white; margin-bottom: .0001pt; margin-bottom: 0cm;">
<span style="font-family: Arial, sans-serif; font-size: 10pt;">The limbic system can
become easily aroused and can dominate and control the thinking of your
customer, exerting a huge influence over your customer’s behaviour and decision
making.<o:p></o:p></span></div>
<div class="MsoNormal" style="background: white; margin-bottom: .0001pt; margin-bottom: 0cm;">
<span style="font-family: Arial, sans-serif; font-size: 10pt;">For example if initial
contact with a salesperson stresses “the gatekeeper” (the Reptilian and
Emotional brain) the automatic fight / flight / freeze response is stimulated.
Part of this process includes shutting out all other message receptors which
means your opportunity to persuade is severely limited.<o:p></o:p></span></div>
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<br /></div>
<div class="MsoNormal" style="background: white; margin-bottom: .0001pt; margin-bottom: 0cm;">
<span style="font-family: Arial, sans-serif; font-size: 10pt;">Therefore, your first
and most important task when meeting a new customer for the first<o:p></o:p></span></div>
<div class="MsoNormal" style="background: white; margin-bottom: .0001pt; margin-bottom: 0cm;">
<span style="font-family: Arial, sans-serif; font-size: 10pt;">time is to appear
non-threatening to the more primitive parts of their brain.<o:p></o:p></span></div>
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<span style="font-family: Arial, sans-serif; font-size: 10pt;">If the primitive part of
their brain feels unconsciously uncomfortable then you have a mountain to climb
to be able to successfully sell them anything! If you get this part
of your customer’s brain to feel comfortable then they will become receptive to
you and your message.<o:p></o:p></span></div>
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<br /></div>
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<b><span style="font-family: Arial, sans-serif; font-size: 10pt;">The Rational Brain</span></b><span style="font-family: Arial, sans-serif; font-size: 10pt;"><o:p></o:p></span></div>
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<br /></div>
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<span style="font-family: Arial, sans-serif; font-size: 10pt;">This is comprised of the
cortex and the neo-cortex and is also referred to as the “new” brain. This
part of the brain processes information received from the senses and regulates
cognitive functions such as thinking, speaking, learning, remembering and
making decisions.<o:p></o:p></span></div>
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<span style="font-family: Arial, sans-serif; font-size: 10pt;">To sell effectively we
must make sure that we and our sales messages are “brain friendly” and target
all three areas of the brain so that we can arouse the reptilian and emotional
brains in a way that supports our selling rather than handicaps it. <o:p></o:p></span></div>
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<br /></div>
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<span style="font-family: Arial, sans-serif; font-size: 10pt;">Good luck and good
(neuro) selling!<o:p></o:p></span></div>
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<br /></div>
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<i><span style="font-family: Arial, sans-serif; font-size: 10pt;">Simon Hazeld</span></i><i><span style="font-family: 'Times New Roman', serif; font-size: 10pt;">ine MSc FinstSMM is an international speaker and
consultant in the areas of sales, negotiation, performance leadership and
applied neuroscience.</span></i><span style="font-family: 'Times New Roman', serif; font-size: 13.5pt;"><o:p></o:p></span></div>
<div class="MsoNormal" style="background: white; line-height: 13.85pt; margin-bottom: .0001pt; margin-bottom: 0cm;">
<i><span style="font-family: Arial, sans-serif; font-size: 10pt;">He is the bestselling
author of five business books:</span></i><span style="font-family: 'Times New Roman', serif; font-size: 13.5pt;"><o:p></o:p></span></div>
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<br /></div>
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<span style="font-family: Arial, sans-serif; font-size: 10pt;">·</span><span style="font-family: Arial, sans-serif; font-size: 7pt;"> </span><i><span style="font-family: Arial, sans-serif; font-size: 10pt;">Neuro-Sell: How Neuroscience Can Power Your Sales Success</span></i><span style="font-family: 'Times New Roman', serif; font-size: 13.5pt;"><o:p></o:p></span></div>
<div class="MsoNormal" style="background: white; line-height: 13.85pt; margin-bottom: 3.0pt;">
<span style="font-family: Arial, sans-serif; font-size: 10pt;">·</span><span style="font-family: Arial, sans-serif; font-size: 7pt;"> </span><i><span style="font-family: Arial, sans-serif; font-size: 10pt;">Bare Knuckle Selling</span></i><span style="font-family: 'Times New Roman', serif; font-size: 13.5pt;"><o:p></o:p></span></div>
<div class="MsoNormal" style="background: white; line-height: 13.85pt; margin-bottom: 3.0pt;">
<span style="font-family: Arial, sans-serif; font-size: 10pt;">·</span><span style="font-family: Arial, sans-serif; font-size: 7pt;"> </span><i><span style="font-family: Arial, sans-serif; font-size: 10pt;">Bare Knuckle Negotiating</span></i><span style="font-family: 'Times New Roman', serif; font-size: 13.5pt;"><o:p></o:p></span></div>
<div class="MsoNormal" style="background: white; line-height: 13.85pt; margin-bottom: 3.0pt;">
<span style="font-family: Arial, sans-serif; font-size: 10pt;">·</span><span style="font-family: Arial, sans-serif; font-size: 7pt;"> </span><i><span style="font-family: Arial, sans-serif; font-size: 10pt;">Bare Knuckle Customer Service</span></i><span style="font-family: 'Times New Roman', serif; font-size: 13.5pt;"><o:p></o:p></span></div>
<div class="MsoNormal" style="background: white; line-height: 13.85pt; margin-bottom: .0001pt; margin-bottom: 0cm;">
<span style="font-family: Arial, sans-serif; font-size: 10pt;">·</span><span style="font-family: Arial, sans-serif; font-size: 7pt;"> </span><i><span style="font-family: Arial, sans-serif; font-size: 10pt;">The Inner Winner</span></i><span style="font-family: 'Times New Roman', serif; font-size: 13.5pt;"><o:p></o:p></span></div>
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<br /></div>
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<i><span style="font-family: '', sans-serif, '', serif; font-size: 10pt;">To learn more about Simon's keynote speeches and other services
please visit:</span></i><span style="font-family: 'Times New Roman', serif; font-size: 13.5pt;"><o:p></o:p></span></div>
<div class="MsoNormal" style="background: white; line-height: 13.85pt; margin-bottom: .0001pt; margin-bottom: 0cm;">
<i><span style="font-family: '', sans-serif, '', serif; font-size: 10pt;"><a href="http://www.simonhazeldine.com/"><span style="color: blue;">www.simonhazeldine.com</span></a></span></i><span style="font-family: 'Times New Roman', serif; font-size: 13.5pt;"><o:p></o:p></span></div>
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<br /></div>
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<i><span style="font-family: '', sans-serif, '', serif; font-size: 10pt;">To subscribe to Simon's hard hitting "Selling and Negotiating
Power Tips newsletter please visit:<br />
<a href="http://www.sellingandnegotiatingpowertips.com/"><span style="color: blue;">www.SellingAndNegotiatingPowerTips.com</span></a></span></i><span style="font-family: 'Times New Roman', serif; font-size: 13.5pt;"><o:p></o:p></span></div>
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<br /></div>
<div class="MsoNormal" style="background: white; line-height: 13.85pt; margin-bottom: 3.0pt;">
<i><span style="font-family: '', sans-serif, '', serif; font-size: 10pt;">To subscribe to Simon's "Neuro-Sell" newsletter please
visit:<br />
<a href="http://www.neuro-sell.com/"><span style="color: blue;">www.neuro-sell.com</span></a></span></i><span style="font-family: 'Times New Roman', serif; font-size: 13.5pt;"><o:p></o:p></span></div>
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Anonymoushttp://www.blogger.com/profile/07689144003520801527noreply@blogger.com0tag:blogger.com,1999:blog-3109851910000075482.post-59545320405781289012014-06-09T04:49:00.000-07:002014-06-09T04:49:19.324-07:00Why Salespeople Don't (Usually) Make Good Negotiators<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;">Do you think that your sales team you are as effective at
negotiating as the procurement professionals they are facing across the buying
table? </span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;">I’ve got some bad news for you. </span><span style="font-family: Arial, Helvetica, sans-serif;">In the course of my work as a consultant and corporate
trainer in the areas of sales and negotiation I have spent increasing amounts
of time working the “other side” of the buying table.</span><span style="font-family: Arial, Helvetica, sans-serif;"> </span><span style="font-family: Arial, Helvetica, sans-serif;">Over the last few years I have trained both
sales professionals and procurement professionals in approximately equal numbers
to negotiate.</span><span style="font-family: Arial, Helvetica, sans-serif;"> </span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;">And I have come to a disturbing conclusion - in the majority
of cases salespeople just aren’t as good at negotiating as they need to be. As this concerning reality became
increasingly apparent I spent much time and thought working out why this is the
case and what can be done about it. My conclusions are as follows:</span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;">At an early stage in their career sales people are usually told
to “keep the customer happy”. They have
been taught that happy customers are good customers and go out of their way to
placate unhappy customers. Professional
buyers know this and will deliberately make salespeople uncomfortable by
appearing to be “unhappy” as a way of tipping the power balance in their
favour. </span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;">In addition selling and negotiating are two distinct skill
sets. Although selling and negotiating
are inextricably linked there are distinct differences:</span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;">In selling we are attempting to persuade, convince, enthuse,
justify and explain. </span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;">By contrast in
negotiation we are stating our position, considering, making and weighing
proposals and making demands for what we want.</span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;">In the majority of cases sales people are far less comfortable
with negotiating than buyers are. If
salespeople receive sales training the majority of the time will be spent on the
process of selling and very much less time (if any at all) will be spent on the
process of negotiating. Buyers on the
other hand will usually only receive training in negotiation. Therefore when it comes to the negotiation
stage of the sales process - buyers have the advantage. </span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;">Buyers will attempt to short cut the sales stage and pull
the salesperson out of their selling comfort zone and into their negotiating
discomfort zone. The experienced buyer
will increase the levels of discomfort as much as possible using psychological
ploys and tactics. The uncomfortable
salesperson will often pay their way out of discomfort in the form of (at best)
some form of financial concession or (at worst) a non-reciprocated “give
away”. They will literally pay their way
out of discomfort with their employer’s profit margin. For salespeople to become more effective
negotiators they need to recognise this and get comfortable with being
uncomfortable.</span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">Having spent countless hours running realistic negotiation training
simulations, I have often seen the salesperson’s selling comfort zone once
again rearing its ugly head in terms of negotiation behaviour. Salespeople will tend to do far too much
information giving in the negotiation– driven by their predilection for
persuading and selling. In doing so,
they miss out on gathering the necessary information that would enable them to
make effective negotiation proposals.
They spend far too much time “in their own head” thinking about things
from their perspective and not enough time where their focus should be – inside
the buyer’s head, understanding things from their perspective. Professional buyers will tend to exhibit
higher levels of information gathering, giving them far more knowledge and
information that they can the use to their advantage. In negotiation knowledge is power.</span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">If this situation continues sales professionals are going to
continue to be taken advantage of by the procurement professionals they
encounter. The sales profession must put
more far more emphasis than it currently does on equipping sales people to be
more confident and capable negotiators.</span></div>
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<span style="font-family: Arial, Helvetica, sans-serif; line-height: 13.85pt;">Good luck and good negotiating!</span></div>
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<span style="font-family: Arial, Helvetica, sans-serif; line-height: 13.85pt;"><br /></span><span style="font-family: Arial, Helvetica, sans-serif; line-height: 13.85pt;">Simon Hazeldine</span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;"><i><span style="font-size: 10pt;">Simon Hazeldine MSc FinstSMM is an international speaker and consultant in the areas of sales, negotiation, performance leadership and applied neuroscience.</span></i></span><span style="font-family: Arial, Helvetica, sans-serif;"><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;"><i><span style="font-size: 10pt;">He is the bestselling author of five business books:</span></i></span><span style="font-family: Arial, Helvetica, sans-serif;"><span style="font-size: 10pt;"><o:p></o:p></span></span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"><i><span style="font-size: 10pt;"><br /></span></i></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;"><span style="font-size: 10pt;">·<span style="font-size: 7pt; line-height: normal;"> </span></span><i><span style="font-size: 10pt;">Neuro-Sell: How Neuroscience Can Power Your Sales Success</span></i><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;"><span style="font-size: 10pt;">·<span style="font-size: 7pt; line-height: normal;"> </span></span><i><span style="font-size: 10pt;">Bare Knuckle Selling</span></i><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;"><span style="font-size: 10pt;">·<span style="font-size: 7pt; line-height: normal;"> </span></span><i><span style="font-size: 10pt;">Bare Knuckle Negotiating</span></i><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;"><span style="font-size: 10pt;">·<span style="font-size: 7pt; line-height: normal;"> </span></span><i><span style="font-size: 10pt;">Bare Knuckle Customer Service</span></i><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;"><span style="font-size: 10pt;">·<span style="font-size: 7pt; line-height: normal;"> </span></span><i><span style="font-size: 10pt;">The Inner Winner</span></i><span style="font-size: 10pt;"><o:p></o:p></span></span><br />
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<i><span style="font-family: "Arial","sans-serif"; font-size: 10pt;">To learn more about Simon's keynote speeches and other services please visit:</span></i><span style="font-family: "Arial","sans-serif"; font-size: 10pt;"><o:p></o:p></span></div>
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<i><span style="font-family: "Arial","sans-serif"; font-size: 10pt;"><span style="color: windowtext;"><a href="http://www.simonhazeldine.com/">www.simonhazeldine.com</a></span></span></i></div>
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<i><span style="font-family: "Arial","sans-serif"; font-size: 10pt;">To subscribe to Simon's hard hitting "Selling and Negotiating Power Tips newsletter please visit:<br /><span style="color: windowtext;"><a href="http://www.sellingandnegotiatingpowertips.com/">www.SellingAndNegotiatingPowerTips.com</a></span></span></i><span style="font-family: "Arial","sans-serif"; font-size: 10pt;"><o:p></o:p></span></div>
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<i><span style="font-family: "Arial","sans-serif"; font-size: 10pt;">To subscribe to Simon's "Neuro-Sell" newsletter please visit:<br /><a href="http://www.neuro-sell.com/">www.neuro-sell.com</a></span></i></div>
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Anonymoushttp://www.blogger.com/profile/07689144003520801527noreply@blogger.com0tag:blogger.com,1999:blog-3109851910000075482.post-38598978941719774852014-06-07T06:35:00.002-07:002014-06-07T06:35:24.124-07:00Think Like A Buyer If You Want To Sell Successfully<div class="MsoNormal" style="background: white; margin-bottom: 0cm;">
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<span style="font-family: Arial, Helvetica, sans-serif;">There is a process involved in selling successfully. Indeed selling <b>is</b> a process. Some companies have a structured sales process that their sales leadership encourage and train their salespeople to use – far too many do not.<o:p></o:p></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">In this case their salespeople do the best that they can and to some degree they “make it up as they go along”. They will have some approach that they follow, but it is likely to be largely unconscious and based upon historical trial and error. Although there will be successful salespeople within companies that have not adopted a structured sales process, their success will be more as a result of accident rather than design. In general, an under performing sales force is usually the result, with all categories of salespeople from under performers to those at the top of the sales league table never fulfilling their true sales potential.<o:p></o:p></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">The degree of success that salespeople experience is often directly related to their ability to follow a tried and tested and proven sales process. When a proven sales process is followed correctly the result is increased sales.<o:p></o:p></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">Even with companies who do have a structured sales process very few consider the <b>customer’s buying process</b> and how to align their sales process to it.<o:p></o:p></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">If we pause for a moment to consider then this becomes a concerning situation. The salespeople will be orientating their sales process (if indeed they have a conscious process) to their own aims and agenda. They will be largely viewing the sales process from their perspective. It is a sales process that they, in some way, take the customer through. The focus is largely on the result that the salesperson wants to achieve.<o:p></o:p></span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;"><span style="line-height: 13.85pt;">This is concerning because the customer is the most important person in the sales interaction. It is the customer who will make the final decision whether to buy from you or not, and they will only do so if they believe that the purchase will benefit them in achieving their aims and objectives. It would therefore make sense to consider things from their perspective, </span><span style="line-height: 18.46666717529297px;">wouldn't</span><span style="line-height: 13.85pt;"> it?<o:p></o:p></span></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">If you don’t do so already, I am going to invite you to consider the sales process in terms of the customer’s buying process. Let us assume the customer’s perspective, identify the process that they will be going through as they move towards a purchase decision and then <b>align our selling process to match their buying process. </b>In doing this we will be providing the customer with whatever it is they need to move through <b>their buying process</b> to a successful conclusion. When this is done well the successful conclusion will usually involve making the decision to purchase from you.<o:p></o:p></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">So they key question is - what does the customer’s buying process look like?<o:p></o:p></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">What follows is a typical buying process that your customer may follow:</span></div>
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<li style="line-height: 18.399999618530273px;">Identify need / problem or become aware that a need / problem exists</li>
<li style="line-height: 18.399999618530273px;">Identify possible solution characteristics</li>
<li style="line-height: 18.399999618530273px;">Search for possible suppliers /solution</li>
<li style="line-height: 18.399999618530273px;">Request solution proposals from one or more suppliers</li>
<li style="line-height: 18.399999618530273px;">Analyse solution proposals</li>
<li style="line-height: 18.399999618530273px;">Evaluate solution proposals to determine preferred supplier</li>
<li style="line-height: 18.399999618530273px;">Negotiate terms with chosen supplier</li>
<li style="line-height: 18.399999618530273px;">Award contract</li>
<li style="line-height: 18.399999618530273px;">Integrate and induct supplier</li>
<li><span style="line-height: 18.399999618530273px;">Review supplier performance</span><span lang="EN-US" style="line-height: 13.85pt;">.</span></li>
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<span lang="EN-US" style="font-family: Arial, Helvetica, sans-serif;"><span lang="EN-US" style="line-height: 18.399999618530273px;">If the customer has an identified and structured buying process then they will usually share this with you if asked. Your task is then to align your sales process to the customer’s buying process. </span><span style="line-height: 13.85pt;"> </span><span lang="EN-US" style="line-height: 13.85pt;">An awareness of their buying process allows you to get ahead of the game and be well prepared as each stage presents itself.</span></span><br />
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<span lang="EN-US" style="font-family: Arial, Helvetica, sans-serif;">If, as is often the case, the customer does not have a formal or conscious buying process then it is important to elicit the process they will go through.<o:p></o:p></span></div>
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<span lang="EN-US" style="font-family: Arial, Helvetica, sans-serif;">Asking questions to elicit their (largely) unconscious process will be useful.<o:p></o:p></span></div>
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<span lang="EN-US" style="font-family: Arial, Helvetica, sans-serif;">Examples include:<o:p></o:p></span></div>
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<span lang="EN-US" style="font-family: Arial, Helvetica, sans-serif;">“What process will you follow to make your decision?”<o:p></o:p></span></div>
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<span lang="EN-US" style="font-family: Arial, Helvetica, sans-serif;">“How will you be making your decision about what is right for you?”<o:p></o:p></span></div>
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<span lang="EN-US" style="font-family: Arial, Helvetica, sans-serif;">“How will you go about selecting the right solution / supplier?”<o:p></o:p></span></div>
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<span lang="EN-US" style="font-family: Arial, Helvetica, sans-serif;">In helping the customer to get clarity about how they will make their purchasing decision will add value to the customer and help to position you as a credible, helpful and useful supplier.<o:p></o:p></span></div>
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<span lang="EN-US" style="font-family: Arial, Helvetica, sans-serif;">Become involved in the buying process as early as possible. If you can get involved in the first stages of need / problem identification (or are the catalyst that causes the buying process to start in the first place) and identification of possible solution characteristics then you will be best placed to influence and shape their understanding of what they need.</span><span lang="EN-US" style="font-family: Arial, Helvetica, sans-serif;"><o:p></o:p></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif; line-height: 13.85pt;">Good luck and good selling!</span></div>
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<span style="font-family: Arial, Helvetica, sans-serif; line-height: 13.85pt;"><br /></span><span style="font-family: Arial, Helvetica, sans-serif; line-height: 13.85pt;">Simon Hazeldine</span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;"><i><span style="font-size: 10pt;">Simon Hazeldine MSc FinstSMM is an international speaker and consultant in the areas of sales, negotiation, performance leadership and applied neuroscience.</span></i></span><span style="font-family: Arial, Helvetica, sans-serif;"><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;"><i><span style="font-size: 10pt;">He is the bestselling author of five business books:</span></i></span><span style="font-family: Arial, Helvetica, sans-serif;"><span style="font-size: 10pt;"><o:p></o:p></span></span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"><i><span style="font-size: 10pt;"><br /></span></i></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;"><span style="font-size: 10pt;">·<span style="font-size: 7pt; line-height: normal;"> </span></span><i><span style="font-size: 10pt;">Neuro-Sell: How Neuroscience Can Power Your Sales Success</span></i><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;"><span style="font-size: 10pt;">·<span style="font-size: 7pt; line-height: normal;"> </span></span><i><span style="font-size: 10pt;">Bare Knuckle Selling</span></i><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;"><span style="font-size: 10pt;">·<span style="font-size: 7pt; line-height: normal;"> </span></span><i><span style="font-size: 10pt;">Bare Knuckle Negotiating</span></i><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;"><span style="font-size: 10pt;">·<span style="font-size: 7pt; line-height: normal;"> </span></span><i><span style="font-size: 10pt;">Bare Knuckle Customer Service</span></i><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;"><span style="font-size: 10pt;">·<span style="font-size: 7pt; line-height: normal;"> </span></span><i><span style="font-size: 10pt;">The Inner Winner</span></i><span style="font-size: 10pt;"><o:p></o:p></span></span><br />
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<i><span style="font-family: "Arial","sans-serif"; font-size: 10pt;">To learn more about Simon's keynote speeches and other services please visit:</span></i><span style="font-family: "Arial","sans-serif"; font-size: 10pt;"><o:p></o:p></span></div>
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<i><span style="font-family: "Arial","sans-serif"; font-size: 10pt;"><span style="color: windowtext;"><a href="http://www.simonhazeldine.com/">www.simonhazeldine.com</a></span></span></i></div>
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<i><span style="font-family: "Arial","sans-serif"; font-size: 10pt;">To subscribe to Simon's hard hitting "Selling and Negotiating Power Tips newsletter please visit:<br /><span style="color: windowtext;"><a href="http://www.sellingandnegotiatingpowertips.com/">www.SellingAndNegotiatingPowerTips.com</a></span></span></i><span style="font-family: "Arial","sans-serif"; font-size: 10pt;"><o:p></o:p></span></div>
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<i><span style="font-family: "Arial","sans-serif"; font-size: 10pt;">To subscribe to Simon's "Neuro-Sell" newsletter please visit:<br /><a href="http://www.neuro-sell.com/">www.neuro-sell.com</a></span></i><br />
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Anonymoushttp://www.blogger.com/profile/07689144003520801527noreply@blogger.com0tag:blogger.com,1999:blog-3109851910000075482.post-73538328758372637982014-02-16T00:57:00.002-08:002014-02-16T00:57:25.845-08:00How To Maximise Your Sales Success With Adaptive Selling<div class="MsoNormal">
<span style="font-family: Arial, sans-serif; font-size: 10pt;">In the past, salespeople were often trained to follow a very standard “one size fits all” sales presentation or sales script. The idea being that the standard presentation or script contained tried and tested selling techniques that would persuade the prospective customer to say ‘yes’.<br /><br /><o:p></o:p></span></div>
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<span style="font-family: Arial, sans-serif; font-size: 10pt;">This approach was symptomatic of the more traditional, transactional “push” style of selling that was prevalent in the past. It is sometimes referred to as “spray and pray” or “show up and throw up”. That is you deliver your standard sales message to every prospective customer and hope that sometimes it will get you a positive result.<o:p></o:p></span></div>
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<span style="font-family: Arial, sans-serif; font-size: 10pt;">As the world of selling evolved, perhaps in response to customers becoming more educated and resistant to the standard and all too common “push” approach, a shift towards a more consultative and tailored approach to sales became more common.<br /><br /><o:p></o:p></span></div>
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<span style="font-family: Arial, sans-serif; font-size: 10pt;">The salesperson spent more time understanding the customer’s context, circumstances and challenges so that a more customised solution could be devised that would more accurately reflect the customer’s unique needs. This is sometimes referred to a “pull” approach, as the information the salesperson requires and, to varying degrees, the structure of the solution is “pulled” or elicited from the customer.<br /><br /><o:p></o:p></span></div>
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<span style="font-family: Arial, sans-serif; font-size: 10pt;">More and more salespeople began to be trained in consultative selling techniques and on the whole these have proved to be more effective than the traditional “push” approach. In addition, more and more customers have experienced the consultative approach and have come to expect it and prefer it.<br /><br /><o:p></o:p></span></div>
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<span style="font-family: Arial, sans-serif; font-size: 10pt;">Criticism has sometimes been levelled at the more consultative approach that it is a lengthier and more time consuming approach. Salespeople using a consultative approach have been criticised for being too customer-orientated and lacking the ability to challenge their customers and drive the sale to a conclusion.<o:p></o:p></span></div>
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<span style="font-family: Arial, sans-serif; font-size: 10pt;">So it would appear that broadly speaking we have two approaches to selling. In my opinion debating the validity of the two approaches is short sighted. What we appear to have is a continuum of selling styles and approaches ranging from at one extreme, a “push” or “hardball” approach and at the other extreme a highly consultative “pull” approach.<br /><br /><o:p></o:p></span></div>
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<span style="font-family: Arial, sans-serif; font-size: 10pt;">To debate the superiority of these two extremes adopting an either / or approach is to my mind a very narrow and unproductive exercise. <br /><br /><o:p></o:p></span></div>
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<span style="font-family: Arial, sans-serif; font-size: 10pt;">What will be more productive and useful is to explore an approach to selling that is practical, flexible in approach (avoiding either a one size fits all or either / or approach and indeed incorporating the best of each approach as required), and most importantly is proven to improve sales performance. Allow me to introduce you to – adaptive selling!<br /><br /><o:p></o:p></span></div>
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<span style="font-family: Arial, sans-serif; font-size: 10pt;">When using adaptive selling, the salesperson flexes, alters and varies their selling approach depending upon:<br /><br /><o:p></o:p></span></div>
<div class="MsoListParagraphCxSpFirst" style="line-height: 18.399999618530273px; text-indent: -18pt;">
<span style="font-family: Arial, sans-serif; font-size: 10pt; line-height: 15.333333015441895px;">1.<span style="font-family: 'Times New Roman'; font-size: 7pt; line-height: normal;"> </span></span><span style="font-family: Arial, sans-serif; font-size: 10pt; line-height: 15.333333015441895px;">The nature of the selling situation<br /><br /><o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="line-height: 18.399999618530273px; text-indent: -18pt;">
<span style="font-family: Arial, sans-serif; font-size: 10pt; line-height: 15.333333015441895px;">2.<span style="font-family: 'Times New Roman'; font-size: 7pt; line-height: normal;"> </span></span><span style="font-family: Arial, sans-serif; font-size: 10pt; line-height: 15.333333015441895px;">The stage of the buying process that the customer is currently in<br /><br /><o:p></o:p></span></div>
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<span style="font-family: Arial, sans-serif; font-size: 10pt; line-height: 15.333333015441895px;">3.<span style="font-family: 'Times New Roman'; font-size: 7pt; line-height: normal;"> </span></span><span style="font-family: Arial, sans-serif; font-size: 10pt; line-height: 15.333333015441895px;">The specific interests and needs that the customer has in relation to the product / service in question<br /><br /><o:p></o:p></span></div>
<div class="MsoListParagraphCxSpLast" style="line-height: 18.399999618530273px; text-indent: -18pt;">
<span style="font-family: Arial, sans-serif; font-size: 10pt; line-height: 15.333333015441895px;">4.<span style="font-family: 'Times New Roman'; font-size: 7pt; line-height: normal;"> </span></span><span style="font-family: Arial, sans-serif; font-size: 10pt; line-height: 15.333333015441895px;">The personality and buying style of the customer. The adaptive salesperson will tailor their questioning, probing, sales presentation and closing methodology based on the customer’s behavioural preference. They will also respond to feedback (both verbal and non-verbal) that they receive from the individual and adapt accordingly.<br /><br /><o:p></o:p></span></div>
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<span style="font-family: Arial, sans-serif; font-size: 10pt;">Adaptive selling is a practical and powerful approach to selling. Indeed research has demonstrated that the practice of adaptive selling is welcomed by salespeople and research has been shown that it increases their sales performance.<br /><br /><o:p></o:p></span></div>
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<span style="font-family: Arial, sans-serif; font-size: 10pt;">So are you adopting a “one size fits all” approach to your selling or are you adapting your approach according to the four areas outlined above?<br /><br /><o:p></o:p></span></div>
<div class="MsoNormal" style="background-color: white; line-height: 13.85pt; margin-bottom: 0.0001pt;">
<i><span style="font-family: Arial, sans-serif; font-size: 10pt;">Simon Hazeldine MSc FinstSMM is an international speaker and consultant in the areas of sales, negotiation, performance leadership and applied neuroscience. </span></i><span style="font-family: Arial, sans-serif; font-size: 10pt;"><o:p></o:p></span></div>
<div class="MsoNormal" style="background-color: white; line-height: 13.85pt; margin-bottom: 0.0001pt;">
<i><span style="font-family: Arial, sans-serif; font-size: 10pt;">He is the bestselling author of five business books:<br /></span></i><span style="font-family: Arial, sans-serif; font-size: 10pt;"><o:p></o:p></span></div>
<div class="MsoNormal" style="background-color: white; line-height: 13.85pt; margin: 0cm 0cm 3pt; text-indent: 0cm;">
<span style="font-family: Symbol; font-size: 10pt;">·<span style="font-family: 'Times New Roman'; font-size: 7pt; line-height: normal;"> </span></span><i><span style="font-family: Arial, sans-serif; font-size: 10pt;">Neuro-Sell: How Neuroscience Can Power Your Sales Success</span></i><span style="font-family: Arial, sans-serif; font-size: 10pt;"><o:p></o:p></span></div>
<div class="MsoNormal" style="background-color: white; line-height: 13.85pt; margin: 0cm 0cm 3pt; text-indent: 0cm;">
<span style="font-family: Symbol; font-size: 10pt;">·<span style="font-family: 'Times New Roman'; font-size: 7pt; line-height: normal;"> </span></span><i><span style="font-family: Arial, sans-serif; font-size: 10pt;">Bare Knuckle Selling</span></i><span style="font-family: Arial, sans-serif; font-size: 10pt;"><o:p></o:p></span></div>
<div class="MsoNormal" style="background-color: white; line-height: 13.85pt; margin: 0cm 0cm 3pt; text-indent: 0cm;">
<span style="font-family: Symbol; font-size: 10pt;">·<span style="font-family: 'Times New Roman'; font-size: 7pt; line-height: normal;"> </span></span><i><span style="font-family: Arial, sans-serif; font-size: 10pt;">Bare Knuckle Negotiating</span></i><span style="font-family: Arial, sans-serif; font-size: 10pt;"><o:p></o:p></span></div>
<div class="MsoNormal" style="background-color: white; line-height: 13.85pt; margin: 0cm 0cm 3pt; text-indent: 0cm;">
<span style="font-family: Symbol; font-size: 10pt;">·<span style="font-family: 'Times New Roman'; font-size: 7pt; line-height: normal;"> </span></span><i><span style="font-family: Arial, sans-serif; font-size: 10pt;">Bare Knuckle Customer Service</span></i><span style="font-family: Arial, sans-serif; font-size: 10pt;"><o:p></o:p></span></div>
<div class="MsoNormal" style="background-color: white; line-height: 13.85pt; margin: 0cm 0cm 3pt; text-indent: 0cm;">
<span style="font-family: Symbol; font-size: 10pt;">·<span style="font-family: 'Times New Roman'; font-size: 7pt; line-height: normal;"> </span></span><i><span style="font-family: Arial, sans-serif; font-size: 10pt;">The Inner Winner<br /></span></i><span style="font-family: Arial, sans-serif; font-size: 10pt;"><o:p></o:p></span></div>
<div class="MsoNormal" style="background-color: white; line-height: 13.85pt; margin-bottom: 0.0001pt;">
<i><span style="font-family: Arial, sans-serif; font-size: 10pt;">To learn more about Simon's keynote speeches and other services please visit:</span></i><span style="font-family: Arial, sans-serif; font-size: 10pt;"><o:p></o:p></span></div>
<div class="MsoNormal" style="background-color: white; line-height: 13.85pt; margin-bottom: 0.0001pt;">
<i><span style="font-family: Arial, sans-serif; font-size: 10pt;"><a href="http://www.simonhazeldine.com/"><span style="color: windowtext; text-decoration: none;">www.simonhazeldine.com</span></a></span></i><span style="font-family: Arial, sans-serif; font-size: 10pt;"><o:p></o:p></span></div>
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<br /></div>
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<div class="MsoNormal" style="background-color: white; line-height: 13.85pt; margin-bottom: 0.0001pt;">
<i><span style="font-family: Arial, sans-serif; font-size: 10pt;">To subscribe to Simon's hard hitting "Selling and Negotiating Power Tips newsletter please visit:<br /><span style="color: windowtext;"><a href="http://www.sellingandnegotiatingpowertips.com/">www.SellingAndNegotiatingPowerTips.com</a></span></span></i><span style="font-family: Arial, sans-serif; font-size: 10pt;"><o:p></o:p></span></div>
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<i><span style="font-family: Arial, sans-serif; font-size: 10pt;"><br /></span></i></div>
<div class="MsoNormal" style="background-color: white; line-height: 13.85pt; margin-bottom: 0.0001pt;">
<i><span style="font-family: Arial, sans-serif; font-size: 10pt;">To subscribe to Simon's "Neuro-Sell" newsletter please visit:<br /><a href="http://www.neuro-sell.com/">www.neuro-sell.com</a></span></i></div>
Anonymoushttp://www.blogger.com/profile/07689144003520801527noreply@blogger.com0tag:blogger.com,1999:blog-3109851910000075482.post-2873252531987425832014-02-01T11:02:00.002-08:002014-02-01T11:02:46.326-08:00How To Sell Effectively in the New Commercial Reality<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;">We have discovered more about how the human brain works in the last five to ten years than in the whole of human history. For example, we now understand more about how it functions when it makes decision, including decisions to buy or not to buy from salespeople.</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">How the human brain works is of great importance to salespeople. Due to advances in neuroscience we can now look into the human brain and discover what it likes and dislikes. We can understand why it rejects certain things, such as some salespeople and some sales proposals!</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<span style="font-family: Arial, Helvetica, sans-serif;">However, a considerable number of selling techniques and selling systems that are used today are based largely upon a book that was published in 1922. A very progressive gentleman called Edward K Strong wrote “The Psychology of Selling” and introduced salespeople to concepts such as open and closed questions, features and benefits, overcoming objections and closing techniques.</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<span style="font-family: Arial, Helvetica, sans-serif;">He was without doubt a man ahead of his time, and his work was so influential that its key principles survive to this day and indeed form the core content of most company’s sales training programmes.</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<span style="font-family: Arial, Helvetica, sans-serif;">As useful as Edward K Strong’s principles are, it is important to consider that the commercial world that existed in 1922 was very different to the world of 2014. In the 92 years that has passed since the publication of Strong’s book huge advances in technology and society have taken place. These powerful changes have disrupted and changed the commercial reality that salespeople face almost beyond recognition.</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<span style="font-family: Arial, Helvetica, sans-serif;">In the new commercial reality customers are better informed and educated than ever before, they conduct on-line research to gain an advantage over salespeople, and profit margins are under pressure as they continually demand more for less. The relentless process of increasing competition and creative destruction accelerates on a daily basis, creating a highly competitive and cut-throat commercial environment that would have been unthinkable back in 1922!</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">In order to survive your business has upgraded its technology, its systems, its processes, and its business model. However the vital question is: Have you upgraded your sales technology, systems and processes? Has your sales approach kept pace with the new reality, or are you in danger of being left behind?</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<span style="font-family: Arial, Helvetica, sans-serif;">The future of your sales success will increasingly lie in your ability to understand and connect with the brain that resides in the head of your customer.</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<span style="font-family: Arial, Helvetica, sans-serif;">Cutting edge neuroscience research, if understood and applied, will give you an unfair advantage that your competitors will hate. For example, neuroscience now shows us that only 5% of human decision-making (including the decision to buy from you) occurs in the conscious / rational area of the human brain known as the cortex. A massive 95% of decision-making occurs in the more primitive and largely unconscious regions – namely the reptilian complex and the limbic system. I refer to this area of the brain as “the missing 95%”.</span></div>
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<br />
<span style="font-family: Arial, Helvetica, sans-serif;">Although human beings have evolved our brains have not changed significantly in 100,000 years, leaving us with a largely primitive brain that has to operate in the new reality of our modern world. Due to our evolutionary history the more primitive areas of our brain exert more control and influence over the rational part of our brain than the other way around, allowing primitive unconscious mental processes and emotional arousal to heavily influence decision making and, at times, to dominate it.</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<span style="font-family: Arial, Helvetica, sans-serif;">The modern salesperson needs to understand how to connect with “the missing 95%”of their customer’s brain and help it to feel comfortable with them so that it is receptive to their sales messages. Irritate or threaten it and the message receptors in the brain begin to shut down with the result that you and your sales pitch are rejected. To succeed in the new reality salespeople need to master the art of “brain friendly selling”.</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<span style="font-family: Arial, Helvetica, sans-serif;">For example, you need to understand that hard-wired into the brain are the two most powerful motivating human drives - the instinctive desire to “stay away” from discomfort and to move “towards reward”. Stay away from problems / discomfort and move towards comfort / pleasure is the fundamental operating system of the human brain. These powerful forces are </span><u style="font-family: Arial, Helvetica, sans-serif;">the </u><span style="font-family: Arial, Helvetica, sans-serif;">triggers that cause your customers to buy.</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<span style="font-family: Arial, Helvetica, sans-serif;">To succeed in the new reality you need to be able to build these powerful motivating drives into your sales process, and motivate the customer to take action by showing how your product or service moves the customer away from the problems they are experiencing and towards the more comfortable future they desire.</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<span style="font-family: Arial, Helvetica, sans-serif;">If you can do this then you will succeed in the new reality. If you don’t then you are in danger of being left behind by competitors who have upgraded their sales approach to meet the increasing demands of the new reality. If you harness the very latest powerful discoveries from neuroscience and incorporate these into your sales training, sales process and sales methodology your customers will become increasingly comfortable with you and will buy from you time and time again.</span></div>
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<br />
<div class="MsoNormal">
<i><span style="font-family: Arial, Helvetica, sans-serif;">Simon Hazeldine MSc FinstSMM is an international speaker and consultant in the areas of sales, negotiation, performance leadership and applied neuroscience. </span></i></div>
<div class="MsoNormal">
<i><span style="font-family: Arial, Helvetica, sans-serif;">He is the bestselling author of five business books:</span></i></div>
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</div>
<ul>
<li><i><span style="font-family: Arial, Helvetica, sans-serif;">Neuro-Sell: How Neuroscience Can Power Your Sales Success</span></i></li>
<li><i><span style="font-family: Arial, Helvetica, sans-serif;">Bare Knuckle Selling</span></i></li>
<li><i><span style="font-family: Arial, Helvetica, sans-serif;">Bare Knuckle Negotiating</span></i></li>
<li><i><span style="font-family: Arial, Helvetica, sans-serif;">Bare Knuckle Customer Service</span></i></li>
<li><i><span style="font-family: Arial, Helvetica, sans-serif;">The Inner Winner</span></i></li>
</ul>
<div>
<i><span style="font-family: Arial, Helvetica, sans-serif;">To learn more about Simon's keynote speeches and other services please visit:</span></i></div>
<div>
<i><a href="http://www.simonhazeldine.com/"><span style="font-family: Arial, Helvetica, sans-serif;">www.simonhazeldine.com</span></a></i></div>
<div>
<i><span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></i></div>
<div>
<i><span style="font-family: Arial, Helvetica, sans-serif;">To subscribe to Simon's hard hitting "Selling and Negotiating Power Tips newsletter please visit:<br /><a href="http://www.sellingandnegotiatingpowertips.com/">www.SellingAndNegotiatingPowerTips.com</a></span></i></div>
</div>
Anonymoushttp://www.blogger.com/profile/07689144003520801527noreply@blogger.com0tag:blogger.com,1999:blog-3109851910000075482.post-52593975469094166752013-11-29T03:56:00.002-08:002013-11-29T04:09:01.413-08:00Are You Really Serious About Your Sales Success?<div class="MsoNormal" style="margin-right: -6.9pt;">
<br />
<div style="text-align: center;">
<i><span style="font-family: Arial, Helvetica, sans-serif;">“School is never out for the pro.”</span></i></div>
<i></i><br />
<div style="text-align: center;">
<i><i><span style="font-family: Arial, Helvetica, sans-serif;">Cavett Robert</span></i></i></div>
<i>
</i>
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<span style="font-family: Arial, Helvetica, sans-serif;">Last night I spoke at an event
organised by the Institute of Sales & Marketing Management (ISMM).</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">As I started my speech I joked
with the audience that by attending the event they were missing out on watching
“EastEnders” (a popular TV soap opera for readers outside the UK.) I then went on to congratulate them for taking
the time and trouble to come to the event.
As far as I am aware watching TV soap operas doesn’t do anything to
improve your sales performance!<br /><br /></span><br />
<span style="font-family: Arial, Helvetica, sans-serif;">In sales
the more you learn the more you earn. Despite
the fact that it was a cold and dark November evening some dedicated sales professionals
took the decision to travel to the event and invest in their personal development.</span><br />
<br /></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">The ISMM arranges numerous
events around the country every year with a great line up of speakers - even if
I do say so myself! Last night I was speaking
with my good friend Sean McPheat (author of the very excellent book “eselling”).
Between us we have written a host of
bestselling books, trained tens of thousands of sales people and spoken at
sales conferences across the world. </span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;"><br />Sean shared some highly
effective sales techniques (if you don’t know how to reverse engineer your
benefits then you really should have attended!) and I shared some powerful
negotiation tactics that can tip the power balance in your favour. An evening that helped those who attended to raise their game.</span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;"><br />And what did it cost to attend the event?
Nothing. Zip. Zero. <br />Just the commitment
required to turn up and learn.</span><span style="font-family: Arial, Helvetica, sans-serif;"><br /><br />So what about you? Are you really serious about your success? What are you doing to continually develop
your sales skills? If you aren't</span><span style="font-family: Arial, Helvetica, sans-serif;"> investing in your own development then trust me you are going to be overtaken by
those of us who are.<br /><br /></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">Are you, for example, a member
of your professional organisation? If
you are a sales professional then you should be a member of your professional
organisation. And in the UK that is the
ISMM. In addition to a host of other
benefits the ISMM basically hands you sales development on a plate.</span><br />
<br /></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">You get to attend great events,
learn from great speakers, join webinars, network with other sales
professionals and receive an information packed magazine called “Winning Edge”
on a regular basis. Just put the magazine
in your bag and carry it with you. And
then as you are going about your business you can always invest a few minutes to
read and learn. You can learn on trains, planes, when you are staying in hotels
or between customer appointments.</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">You can find out more about what
the ISMM offers here: <br /><a href="http://www.ismm.co.uk/">http://www.ismm.co.uk/</a></span><span style="font-family: Arial, Helvetica, sans-serif;"><br /></span><br />
<span style="font-family: Arial, Helvetica, sans-serif;">In addition, load your Kindle or
tablet with some good sales reading. And
download some good sales audio material so that you can listen and learn as you
drive around. Turn your car into a
classroom!</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">To get you started here is an
interview I did on the Voice America “Be More Achieve More” business radio show about my
latest book “Neuro-Sell: How Neuroscience Can Power Your Sales Success”. You can listen to the recording at the
website, download the mp3 or get it from ITunes absolutely free of charge.</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">Here is the link: <br /><a href="http://www.voiceamerica.com/episode/74095/neuro-sell-how-neuroscience-can-power-your-sales-success">Neuro-Sell: How Neuroscience Can Power Your Sales Success</a></span></div>
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<br />
<span style="font-family: Arial, Helvetica, sans-serif;">If you are truly serious about
your sales success then you need to invest time in your personal
development. If you don’t invest in your
sales success then those of us that do look forward to stealing your customers
from you!</span></div>
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</div>
<div class="MsoNormal" style="margin-right: -6.9pt;">
<br />
<i style="font-family: Arial, Helvetica, sans-serif;">Simon Hazeldine MSc FinstSMM is an international speaker and consultant in the areas of sales, negotiation, performance leadership and applied neuroscience. </i><br />
<div class="MsoNormal" style="margin-bottom: 0cm;">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoNormal" style="margin-bottom: 0cm;">
<span style="font-family: Arial, Helvetica, sans-serif;"><i>He is the bestselling author of five business books:</i><o:p></o:p></span></div>
<ul type="disc">
<li class="MsoNormal"><span style="font-family: Arial, Helvetica, sans-serif;"><i>Neuro-Sell: How Neuroscience Can Power Your Sales Success</i><o:p></o:p></span></li>
<li class="MsoNormal"><span style="font-family: Arial, Helvetica, sans-serif;"><i>Bare Knuckle Selling</i><o:p></o:p></span></li>
<li class="MsoNormal"><span style="font-family: Arial, Helvetica, sans-serif;"><i>Bare Knuckle Negotiating</i><o:p></o:p></span></li>
<li class="MsoNormal"><span style="font-family: Arial, Helvetica, sans-serif;"><i>Bare Knuckle Customer Service</i><o:p></o:p></span></li>
<li class="MsoNormal"><span style="font-family: Arial, Helvetica, sans-serif;"><i>The Inner Winner</i><o:p></o:p></span></li>
</ul>
<div class="MsoNormal" style="margin-bottom: 0cm;">
<span style="font-family: Arial, Helvetica, sans-serif;"><i>To learn more about Simon's keynote speeches and other services please visit:</i><o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0cm;">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span><span style="font-family: Arial, Helvetica, sans-serif;"><a href="http://www.simonhazeldine.com/">www.simonhazeldine.com</a></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoNormal" style="margin-bottom: 0cm;">
<span style="font-family: Arial, Helvetica, sans-serif;"><i>To subscribe to Simon's hard hitting "Selling and Negotiating Power Tips newsletter please visit:</i><o:p></o:p></span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span><a href="http://www.sellingandnegotiatingpowertips.com/"><span style="font-family: Arial, Helvetica, sans-serif;">www.SellingAndNegotiatingPowerTips.com</span></a></div>
</div>
Anonymoushttp://www.blogger.com/profile/07689144003520801527noreply@blogger.com0tag:blogger.com,1999:blog-3109851910000075482.post-91759129583652146152013-11-16T08:52:00.000-08:002013-11-16T08:52:45.605-08:00Do You Make These Seven Stupid Selling Mistakes?<div class="MsoNormal" style="background-color: white; color: #333333; font-size: 12pt; line-height: 18px; margin: 0cm 0cm 0.0001pt; padding: 0px;">
<span style="font-family: Arial, Helvetica, sans-serif;">How many sales are you missing out on? How aware are you of the errors that could be costing you orders, commission and profits? </span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">In the course of training and coaching salespeople I see the same mistakes being made time and time again! Review your performance against these seven areas and make sure that you are not making mistakes that are costing you sales. </span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">Seven of the most common mistakes that people make when selling are :</span></div>
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<ol start="1" style="background-color: white; color: #333333; font-size: 12px; line-height: 18px; margin-top: 0cm;" type="1">
<li class="MsoNormal" style="font-size: 12pt; margin: 0cm 0cm 0.0001pt;"><span style="font-family: Arial, Helvetica, sans-serif;">Not planning and preparing</span></li>
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<span style="font-family: Arial, Helvetica, sans-serif;">As obvious as this may appear very few salespeople plan and prepare thoroughly enough. Far too many salespeople go into a sales call without having fully considered what they are going to do. Have you conducted background research on the customer? Have you set very specific objectives for the call? Have you got all of the information and materials that you may need during the call with you? Have you anticipated what the customer may ask you? By failing to prepare you are preparing to fail. The elite of the selling profession are properly planned and prepared before <u>every</u> sales call.</span></div>
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<ol start="2" style="background-color: white; color: #333333; font-size: 12px; line-height: 18px; margin-top: 0cm;" type="1">
<li class="MsoNormal" style="font-size: 12pt; margin: 0cm 0cm 0.0001pt;"><span style="font-family: Arial, Helvetica, sans-serif;">Not getting rapport</span></li>
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<span style="font-family: Arial, Helvetica, sans-serif;">Psychological research shows that people are more likely to buy from someone if they like them. Learning how to develop unconscious rapport with your customers is a powerful way of helping them to like you and to want to do business with you. Utilising the technology of Neuro Linguistic Programming is a very powerful way to do this. This approach is far more effective (and genuine) than pretending to be interested in what the customer is interested in. Many people make the mistake of thinking that rapport is something that you “do” to another person. True rapport emerges from the interaction between the salesperson and their customer. You have rapport with the customer and they have rapport with you. In this state communication flows easily and the salesperson is able to understand what the customer wants and needs more effectively.</span></div>
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<ol start="3" style="background-color: white; color: #333333; font-size: 12px; line-height: 18px; margin-top: 0cm;" type="1">
<li class="MsoNormal" style="font-size: 12pt; margin: 0cm 0cm 0.0001pt;"><span style="font-family: Arial, Helvetica, sans-serif;">Not listening to what is important to the customer</span></li>
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<span style="font-family: Arial, Helvetica, sans-serif;">Having established rapport it becomes easier to properly understand what is important to the customer. Far too many salespeople are focussed on themselves and their agenda. You must get your attention where it should be - on the customer. </span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">It is only when you understand what is important to the customer that you are in the position to sell them anything! Attempting to sell before having done this is a waste of time. </span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">Your job is to firstly understand what is important to the customer and then secondly to see of your products and/or services can help them.</span></div>
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<ol start="4" style="background-color: white; color: #333333; font-size: 12px; line-height: 18px; margin-top: 0cm;" type="1">
<li class="MsoNormal" style="font-size: 12pt; margin: 0cm 0cm 0.0001pt;"><span style="font-family: Arial, Helvetica, sans-serif;">Talking about your product or service too much</span></li>
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<span style="font-family: Arial, Helvetica, sans-serif;">Sorry to be blunt but your customer isn’t actually very interested in you or your product or service. What they are interested in is what your product or service will do for them. </span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">Far too many salespeople spend far too much time talking at the customer about their product or service. A lengthy one way speech about all of the features of your product or service usually results in a rather bored customer. Telling is not selling.</span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">You need to focus your presentation about how the specific benefits that your product or service possess help the customer to solve their specific problems and help them to get exactly what they want.</span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">If you don’t fully understand the customer’s individual and specific requirements then you shouldn’t be talking about your product or service at all. It is only after you have this understanding that you are in a position to know if the customer may need your help.</span></div>
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<ol start="5" style="background-color: white; color: #333333; font-size: 12px; line-height: 18px; margin-top: 0cm;" type="1">
<li class="MsoNormal" style="font-size: 12pt; margin: 0cm 0cm 0.0001pt;"><span style="font-family: Arial, Helvetica, sans-serif;">Not understanding how much money the customer has to spend</span></li>
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<span style="font-family: Arial, Helvetica, sans-serif;">If you don’t know what the customer’s budget is, you don’t know how much money they have to spend with you. You need to know specifically how much money the customer has available to solve the specific problems or challenges you have identified.</span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">For a salesperson to be in a position to close the sale you need to know that your customer needs, wants and can afford your product or service. Tackling the subject of money quite early in the call will also help you to separate the customer who is likely to buy from the customer who is just looking for lots of free advice at your expense.</span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">A sale is not a sale until the money is in your bank account! Make sure you understand what the customer’s budget is!</span></div>
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<ol start="6" style="background-color: white; color: #333333; font-size: 12px; line-height: 18px; margin-top: 0cm;" type="1">
<li class="MsoNormal" style="font-size: 12pt; margin: 0cm 0cm 0.0001pt;"><span style="font-family: Arial, Helvetica, sans-serif;">Not closing the sale early enough</span></li>
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<span style="font-family: Arial, Helvetica, sans-serif;">If you aren’t closing frequently then you aren’t selling – you are having a conversation. Research shows that firstly it can take several closing attempts to finally close a sale and that secondly the customer expects the salesperson to ask for the order.</span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">Perhaps due to a fear of rejection salespeople don’t make sufficient efforts to close. Instead they rely on carrying on talking about their product or service in the vain hope that the customer will eventually offer to buy something.</span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">By trial closing throughout the call (“Does this make sense so far?”), you get constant feedback about the customer’s readiness to proceed. You can then move up to test closing (“If you were going to install this where would you site it?”) before moving onto the final close (“Shall we get the paperwork done then?”) and signing up the order.</span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">You must be a strong closer if you want to prosper in today’s competitive world. If you walk out of the sale without having closed you may find out that your competitor didn’t make the same mistake.</span></div>
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<ol start="7" style="background-color: white; color: #333333; font-size: 12px; line-height: 18px; margin-top: 0cm;" type="1">
<li class="MsoNormal" style="font-size: 12pt; margin: 0cm 0cm 0.0001pt;"><span style="font-family: Arial, Helvetica, sans-serif;">Not following up after the sale</span></li>
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<span style="font-family: Arial, Helvetica, sans-serif;">How to lose sales and annoy customers in one easy step – don’t do what you said you were going to do. Accuracy, or salespeople doing what they said they were going to do, was one of two factors identified by extensive research as being the most important contributors to customer satisfaction.</span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">The salesperson that does exactly what they said they were going to do, follows meetings up in writing and delivers the goods is a rarity these days. </span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">If you always ensure you follow up you will get very happy customers. A happy and satisfied customer is almost impossible for your competitors to sell to. On the other hand an unhappy customer is very easy to sell to. Make it hard for your competitors – follow up!</span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">The commercial world may be getting more and more challenging. However, far too many salespeople are making basic errors that are costing them business. Please make sure that you aren’t one of them.</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<div class="MsoNormal" style="color: black; font-size: medium; line-height: normal; margin-bottom: 0cm;">
<span style="font-family: Arial, Helvetica, sans-serif;"><i>Simon Hazeldine MSc FinstSMM is an international speaker and consultant in the areas of sales, negotiation, performance leadership and applied neuroscience. </i><o:p></o:p></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;"><i>He is the bestselling author of five business books:</i><o:p></o:p></span></div>
<ul style="color: black; font-size: medium; line-height: normal;" type="disc">
<li class="MsoNormal"><span style="font-family: Arial, Helvetica, sans-serif;"><i>Neuro-Sell: How Neuroscience Can Power Your Sales Success</i><o:p></o:p></span></li>
<li class="MsoNormal"><span style="font-family: Arial, Helvetica, sans-serif;"><i>Bare Knuckle Selling</i><o:p></o:p></span></li>
<li class="MsoNormal"><span style="font-family: Arial, Helvetica, sans-serif;"><i>Bare Knuckle Negotiating</i><o:p></o:p></span></li>
<li class="MsoNormal"><span style="font-family: Arial, Helvetica, sans-serif;"><i>Bare Knuckle Customer Service</i><o:p></o:p></span></li>
<li class="MsoNormal"><span style="font-family: Arial, Helvetica, sans-serif;"><i>The Inner Winner</i><o:p></o:p></span></li>
</ul>
<div class="MsoNormal" style="color: black; font-size: medium; line-height: normal; margin-bottom: 0cm;">
<span style="font-family: Arial, Helvetica, sans-serif;"><i>To learn more about Simon's keynote speeches and other services please visit:</i><o:p></o:p></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span><span style="font-family: Arial, Helvetica, sans-serif;"><a href="http://www.simonhazeldine.com/">www.simonhazeldine.com</a></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoNormal" style="color: black; font-size: medium; line-height: normal; margin-bottom: 0cm;">
<span style="font-family: Arial, Helvetica, sans-serif;"><i>To subscribe to Simon's hard hitting "Selling and Negotiating Power Tips newsletter please visit:</i><o:p></o:p></span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span><a href="http://www.sellingandnegotiatingpowertips.com/"><span style="font-family: Arial, Helvetica, sans-serif;">www.SellingAndNegotiatingPowerTips.com</span></a></div>
</div>
Anonymoushttp://www.blogger.com/profile/07689144003520801527noreply@blogger.com0tag:blogger.com,1999:blog-3109851910000075482.post-54004647314862871012013-11-03T01:38:00.003-08:002013-11-03T01:38:49.618-08:00What is the Difference between Selling and Negotiating?<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;">There are two essential skills that
you have to master if you want to prosper as a sales professional. These are the skills of selling and
negotiating. They are inextricably
linked together in the sales process and although the boundaries between them
are blurred, they are two distinct stages and subtly different skill sets.<o:p></o:p></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">Selling is all about convincing
customers to purchase a product or service, or to enter into some form of
arrangement or agreement with you. Selling
can be defined as establishing a need or want to buy (and people tend to buy
what they want rather than what they need), and then matching the benefits of
your product or service to that need or want.
These benefits and how they help the customer to get what they want are
articulated in your sales proposal or value proposition.<o:p></o:p></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">Negotiation is about agreeing the
terms upon which the purchase, arrangement or agreement will take place. This may include many factors such as volume
purchased, delivery schedule and method, purchase frequency, amount of payment,
timing of payments, service levels, product or service configuration and so
forth.<o:p></o:p></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">To maximise your profit margin the
golden rule is: sell first, negotiate second.<o:p></o:p></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;"> The reason for this sequence is that the more
convinced the customer is of the benefits of your product and service the more
they are likely to be prepared to pay for it.
Selling is about communicating the value of what you have to offer. The more value a customer perceives a product
or service to give them, the higher the price they will be prepared to pay for
it.<o:p></o:p></span></div>
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<br /></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;">On some occasions selling alone may be
enough. You may be able to convince the
customer to purchase your product or services without any negotiation taking
place. However, in the majority of
modern selling situations, you will be drawn into negotiation.<o:p></o:p></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;">If you allow yourself to be drawn into
negotiation too early (and experienced buyers will attempt to do exactly this,)
you are weakening your negotiating power and missing out on the opportunity to
convince the customer of the benefits (and therefore the value) that your
product or service will bring them. To
prevent this happening it is important to focus on three distinct stages in the
sales process – these are in sequence: planning and preparing, selling, and <u>then</u>
negotiating.<o:p></o:p></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;">In the course of my work as a speaker,
consultant and corporate trainer the situation with the majority of sales
people is as illustrated below. </span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEh00-V98yXZGyABecbVXyfKf4Ny2PmE7ozpwFAoeLbASdNL56vYOpjW7Z1kmWe4ok8R59z9wmzMR1-VIAFU2In_Ecy1qy2pGi7B6mmXqP_kgmUBgTovahI9LRGnBetOvJApaBjYzSlKrDc/s1600/Figure+01.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><span style="font-family: Arial, Helvetica, sans-serif;"><img border="0" height="167" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEh00-V98yXZGyABecbVXyfKf4Ny2PmE7ozpwFAoeLbASdNL56vYOpjW7Z1kmWe4ok8R59z9wmzMR1-VIAFU2In_Ecy1qy2pGi7B6mmXqP_kgmUBgTovahI9LRGnBetOvJApaBjYzSlKrDc/s320/Figure+01.jpg" width="320" /></span></a></div>
<div class="MsoNormal" style="text-align: center;">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;">A small
amount of planning is conducted (in my experience far too many sales people do
not plan and prepare well enough for customer meetings) and as a result of this
the depth and quality of their selling is limited. They will then frequently find themselves
dragged far too quickly into the negotiation stage (which lessens their ability
to communicate value) by the customer, who is deliberately trying to tip the
balance of power in the negotiation in their favour.</span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;"><o:p></o:p></span></div>
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;">The ideal scenario is as illustrated
in the next diagram:</span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjxOTZmR-dhj5NJcahkhBbNSh3Jvn6q_K1D84jfsdehFqvleaEmB00RxCsJK7RlWo-oXjWKGRHB1JUFP7md0WQ48ji6i61dX84NbGLqHbkENhEW1bfhFUCZDN-7ZoeNAjzr3XbU0UaTlA4/s1600/Figure+02.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><span style="font-family: Arial, Helvetica, sans-serif;"><img border="0" height="159" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjxOTZmR-dhj5NJcahkhBbNSh3Jvn6q_K1D84jfsdehFqvleaEmB00RxCsJK7RlWo-oXjWKGRHB1JUFP7md0WQ48ji6i61dX84NbGLqHbkENhEW1bfhFUCZDN-7ZoeNAjzr3XbU0UaTlA4/s320/Figure+02.jpg" width="320" /></span></a></div>
<div class="MsoNormal" style="text-align: center;">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;">The sales person
plans and prepares for both the selling and negotiating stages thoroughly. They, then enter the selling stage, spending
sufficient time to understand the customer’s needs and wants and then articulating
a powerful value proposition. They then make the transition into the
negotiating stage, maximising profit margins by conducting an effective
negotiation that is built on a firm foundation of planning, preparing and good quality
selling.</span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;"><o:p></o:p></span></div>
<div align="center" class="MsoNormal" style="text-align: center;">
<!--[if gte vml 1]><v:shape id="Picture_x0020_1"
o:spid="_x0000_i1025" type="#_x0000_t75" alt="Figure 02.jpg" style='width:369pt;
height:184.5pt;visibility:visible;mso-wrap-style:square'>
<v:imagedata src="file:///C:\Users\Smi\AppData\Local\Temp\msohtmlclip1\01\clip_image003.jpg"
o:title="Figure 02"/>
</v:shape><![endif]--><!--[if !vml]--><!--[endif]--><span style="font-family: Arial, Helvetica, sans-serif;"><o:p></o:p></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;">If the foundation of planning and
preparation is weak, the selling stage will usually be too shallow and short
and will lead to the power balance in the negotiation being tipped in the
favour of the customer. The customer
will then exploit their advantage and the sales person’s profit margins
inevitably suffer as a consequence.<o:p></o:p></span></div>
<div class="MsoNormal">
<br /></div>
<br />
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;">If you take the time to build a solid
foundation of planning and preparation for your customer meetings then your
ability to sell will improve, which will in turn lead to you feeling stronger
and more confident in the negotiation stage.
The more confident you are feeling, the better your profit margin is
likely to be. And the foundation of
confidence in both selling and negotiating is planning and preparation.</span><o:p></o:p><br />
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<div class="MsoNormal" style="margin-bottom: 0cm;">
<span style="font-family: Arial, Helvetica, sans-serif;"><i>Simon Hazeldine MSc FinstSMM is an international speaker and consultant in the areas of sales, negotiation, performance leadership and applied neuroscience. </i><o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0cm;">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoNormal" style="margin-bottom: 0cm;">
<span style="font-family: Arial, Helvetica, sans-serif;"><i>He is the bestselling author of five business books:</i><o:p></o:p></span></div>
<ul type="disc">
<li class="MsoNormal"><span style="font-family: Arial, Helvetica, sans-serif;"><i>Neuro-Sell: How Neuroscience Can Power Your Sales Success</i><o:p></o:p></span></li>
<li class="MsoNormal"><span style="font-family: Arial, Helvetica, sans-serif;"><i>Bare Knuckle Selling</i><o:p></o:p></span></li>
<li class="MsoNormal"><span style="font-family: Arial, Helvetica, sans-serif;"><i>Bare Knuckle Negotiating</i><o:p></o:p></span></li>
<li class="MsoNormal"><span style="font-family: Arial, Helvetica, sans-serif;"><i>Bare Knuckle Customer Service</i><o:p></o:p></span></li>
<li class="MsoNormal"><span style="font-family: Arial, Helvetica, sans-serif;"><i>The Inner Winner</i><o:p></o:p></span></li>
</ul>
<div class="MsoNormal" style="margin-bottom: 0cm;">
<span style="font-family: Arial, Helvetica, sans-serif;"><i>To learn more about Simon's keynote speeches and other services please visit:</i><o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0cm;">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<span style="font-family: Arial, Helvetica, sans-serif;"><a href="http://www.simonhazeldine.com/">www.simonhazeldine.com</a></span></div>
<div class="MsoNormal" style="margin-bottom: 0cm;">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoNormal" style="margin-bottom: 0cm;">
<span style="font-family: Arial, Helvetica, sans-serif;"><i>To subscribe to Simon's hard hitting "Selling and Negotiating Power Tips newsletter please visit:</i><o:p></o:p></span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<a href="http://www.sellingandnegotiatingpowertips.com/"><span style="font-family: Arial, Helvetica, sans-serif;">www.SellingAndNegotiatingPowerTips.com</span></a></div>
<br />
<i><u><span style="color: blue;"><br /></span></u></i>
<div class="MsoNormal" style="margin-bottom: 0cm;">
<br /></div>
</div>
Anonymoushttp://www.blogger.com/profile/07689144003520801527noreply@blogger.com0tag:blogger.com,1999:blog-3109851910000075482.post-47463561968597580812013-10-28T09:00:00.000-07:002013-10-28T09:00:00.586-07:005 Fatal Sales Traps That Stop You Dead & How To Avoid Them<div class="MsoNormal">
<div class="MsoNormal">
<span style="font-family: Trebuchet MS, sans-serif;">Have you ever dug a big, deep hole and then been stupid
enough to fall into it? <br />Countless people unwittingly dig fatal sales traps for
themselves that kill off any chance of a sale being made. Five of the most common traps that you must
avoid if you want to sell more of your products and services are:</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm; margin-left: 36.0pt; margin-right: 0cm; margin-top: 0cm; mso-list: l0 level1 lfo1; tab-stops: list 36.0pt; text-indent: -18.0pt;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;">1)<span style="font-size: 7pt;"> </span><!--[endif]-->Thinking
about the sale too much</span></div>
<div class="MsoNormal" style="margin-left: 18.0pt;">
<span style="font-family: Trebuchet MS, sans-serif;">When you are in the selling
process you must stop thinking about the sale.
My book ‘Bare Knuckle Selling’ does
stress how important it is to set solid objectives for every sales call. However, once you have done this, put your
objective out of your mind and concentrate on the customer and what they
want. Get the dollar signs out of your
eyes, forget your objective and focus on the most important person – the
customer. Help them to get what they need and the sale will take care of
itself.</span></div>
<div class="MsoNormal" style="margin-left: 18.0pt;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm; margin-left: 36.0pt; margin-right: 0cm; margin-top: 0cm; mso-list: l0 level1 lfo1; tab-stops: list 36.0pt; text-indent: -18.0pt;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;">2)<span style="font-size: 7pt;"> </span><!--[endif]-->Failing
to probe</span></div>
<div class="MsoNormal" style="margin-left: 18.0pt;">
<span style="font-family: Trebuchet MS, sans-serif;">If you truly want to help the
customer then you must probe their needs thoroughly. Failing to ask enough
questions and failing to clarify customer’s requirements leads to sales
proposals that are off target. If your
proposal doesn’t meet the customer’s specific needs, your chances of success
are slim. </span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm; margin-left: 36.0pt; margin-right: 0cm; margin-top: 0cm; mso-list: l0 level1 lfo1; tab-stops: list 36.0pt; text-indent: -18.0pt;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;">3)<span style="font-size: 7pt;"> </span><!--[endif]-->Negotiating
before selling</span></div>
<div class="MsoNormal" style="margin-left: 18.0pt;">
<span style="font-family: Trebuchet MS, sans-serif;">Selling is convincing someone to
purchase your product or service. Negotiation is agreeing on what terms the
purchase will take place. If you start
negotiating before you have followed the correct selling process then you are,
quite literally, selling yourself short. If the customer does not fully appreciate how
much you can help them then they are unlikely to be prepared to pay what you
ask. Sell first, negotiate second. If you sell well then you may not need to
negotiate at all. </span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm; margin-left: 36.0pt; margin-right: 0cm; margin-top: 0cm; mso-list: l0 level1 lfo1; tab-stops: list 36.0pt; text-indent: -18.0pt;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;">4)<span style="font-size: 7pt;"> </span><!--[endif]-->Price
dropping</span></div>
<div class="MsoNormal" style="margin-left: 18.0pt;">
<span style="font-family: Trebuchet MS, sans-serif;">Many customers, particularly
trained buyers, will always tell you that your price is “too expensive”. Many
salespeople immediately drop their price (and cut their profits) in an attempt
to close the sale. This only encourages
the customer to ask for further price cuts.
One of the many counters to “It’s too expensive” is, “you are absolutely
right, it’s not cheap. Would you like to
know why?” And then re-commence selling the benefits of your product or service
to justify your price.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm; margin-left: 36.0pt; margin-right: 0cm; margin-top: 0cm; mso-list: l0 level1 lfo1; tab-stops: list 36.0pt; text-indent: -18.0pt;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;">5)<span style="font-size: 7pt;"> </span><!--[endif]-->Failing
to follow up</span></div>
<br />
<div class="MsoNormal" style="margin-left: 18.0pt;">
<span style="font-family: Trebuchet MS, sans-serif;">A sale isn’t a sale until the
money is in the bank. Failure to do what
you say you are going to do will lose you more sales than anything else. Always do what you promised to do, make sure
the customer gets what they want, and make sure they pay you for it. The
selling process is far from over when the customer says ‘Yes’. Follow through
and make sure you don’t lose the sale through poor customer service.</span></div>
</div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm;">
<span style="font-family: Trebuchet MS, sans-serif;"><i><span style="font-size: 13.5pt;"><br /></span></i></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm;">
<span style="font-family: Trebuchet MS, sans-serif;"><i>Simon
Hazeldine MSc FinstSMM is an international speaker and consultant in the areas
of sales, negotiation, performance leadership and applied neuroscience. </i><o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm;">
<span style="font-family: Trebuchet MS, sans-serif;"><i>He is the
bestselling author of five business books:</i><o:p></o:p></span></div>
<ul type="disc">
<li class="MsoNormal"><span style="font-family: Trebuchet MS, sans-serif;"><i>Neuro-Sell:
How Neuroscience Can Power Your Sales Success</i><o:p></o:p></span></li>
<li class="MsoNormal"><span style="font-family: Trebuchet MS, sans-serif;"><i>Bare
Knuckle Selling</i><o:p></o:p></span></li>
<li class="MsoNormal"><span style="font-family: Trebuchet MS, sans-serif;"><i>Bare
Knuckle Negotiating</i><o:p></o:p></span></li>
<li class="MsoNormal"><span style="font-family: Trebuchet MS, sans-serif;"><i>Bare
Knuckle Customer Service</i><o:p></o:p></span></li>
<li class="MsoNormal"><span style="font-family: Trebuchet MS, sans-serif;"><i>The
Inner Winner</i><o:p></o:p></span></li>
</ul>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm;">
<span style="font-family: Trebuchet MS, sans-serif;"><i>To learn
more about Simon's keynote speeches and other services please visit:</i><o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm;">
<span style="font-family: Trebuchet MS, sans-serif;"><i><a href="http://www.simonhazeldine.com/"><span style="color: blue;">www.simonhazeldine.com</span></a></i><o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm;">
<span style="font-family: Trebuchet MS, sans-serif;"><i>To
subscribe to Simon's hard hitting "Selling and Negotiating Power Tips
newsletter please visit:</i><o:p></o:p></span></div>
<br />
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm;">
<i><u><span style="color: blue;"><a href="http://www.sellingandnegotiatingpowertips.com/"><span style="font-family: Trebuchet MS, sans-serif;">www.SellingAndNegotiatingPowerTips.com</span></a></span></u></i></div>
Anonymoushttp://www.blogger.com/profile/07689144003520801527noreply@blogger.com0tag:blogger.com,1999:blog-3109851910000075482.post-77554038525652046952013-10-27T09:00:00.000-07:002013-10-27T09:00:00.928-07:003 Surefire Ways to Get Your Customers To Say Yes!<div align="center" class="MsoNormal" style="text-align: center;">
<br /></div>
<div class="MsoNormal">
<span style="font-family: Trebuchet MS, sans-serif;">Master salespeople are adept at utilising powerful
psychological strategies to influence people. Here are three from my personal
top ten:</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm; margin-left: 36.0pt; margin-right: 0cm; margin-top: 0cm; mso-list: l0 level1 lfo1; tab-stops: list 36.0pt; text-indent: -18.0pt;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;">1)<span style="font-size: 7pt;"> </span><!--[endif]-->People
will buy from people they like</span></div>
<div class="MsoNormal" style="margin-left: 18.0pt;">
<span style="font-family: Trebuchet MS, sans-serif;">Extensive psychological research demonstrates
the importance of ‘liking’ in persuading people. Master salesman Joe Girrard (In the Guinness
Book of Records as the world’s “greatest car salesman”) credits liking as one
of the most important factors in closing sales.
The fastest and most effective way to encourage people to like you is to
use the rapport building strategies of "postural echoing" or matching and mirroring body language and other observable behaviour. People like people who are like them. Matching the behaviour of your customers will
enable you to establish deep levels of liking. </span></div>
<div class="MsoNormal" style="margin-left: 18.0pt;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm; margin-left: 36.0pt; margin-right: 0cm; margin-top: 0cm; mso-list: l0 level1 lfo1; tab-stops: list 36.0pt; text-indent: -18.0pt;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;">2)<span style="font-size: 7pt;"> </span><!--[endif]-->People
will buy if other people are buying</span></div>
<div class="MsoNormal" style="margin-left: 18.0pt;">
<span style="font-family: Trebuchet MS, sans-serif;">The impact of other people’s behaviour
on our own is powerful. We will view a specific
behaviour as correct to the degree that we see other people doing it. It is
possible to encourage someone to take a specific action by demonstrating how
other people are taking that action. Utilise
this persuasion strategy by making frequent use of testimonials from existing
customers, and by using stories about how existing customers made the decisions
you want your prospective customer to make.
This strategy is particularly effective when people are feeling
uncertain. When people are feeling
uncertain they are more likely to use the actions of others as guidance.</span></div>
<div class="MsoNormal" style="margin-left: 18.0pt;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm; margin-left: 36.0pt; margin-right: 0cm; margin-top: 0cm; mso-list: l0 level1 lfo1; tab-stops: list 36.0pt; text-indent: -18.0pt;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;">3)<span style="font-size: 7pt;"> </span><!--[endif]-->People
will buy if the decision is consistent with previous commitments</span></div>
<div class="MsoNormal" style="margin-left: 18.0pt;">
<span style="font-family: Trebuchet MS, sans-serif;">The drive to be and look consistent
is a powerful motivator of human behaviour.
Utilise this strategy by getting your prospect to commit to something
early in the selling process and then use it to leverage a decision later in
the sale. Far too many salespeople have
far too many customers “thinking it over”.
Early in the selling process I
get a customer to commit to “taking a look at what I have to offer and then
deciding ‘yes’ or ‘no’ if you want to go ahead”. At an appropriate time in the sale I remind
them of their earlier commitment and ask them for a decision. This bold approach results in far more closed
sales. It filters out timewasters, which
maximises my selling time with people who are actually going to spend money. This
approach is not for wimps. If you feel more comfortable wasting your time
re-contacting all of the people who are allegedly “thinking it over”, then
please don’t use it!</span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm;">
<span style="font-family: Trebuchet MS, sans-serif;"><i>Simon
Hazeldine MSc FinstSMM is an international speaker and consultant in the areas
of sales, negotiation, performance leadership and applied neuroscience. </i><o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm;">
<span style="font-family: Trebuchet MS, sans-serif;"><i>He is the
bestselling author of five business books:</i><o:p></o:p></span></div>
<ul type="disc">
<li class="MsoNormal"><span style="font-family: Trebuchet MS, sans-serif;"><i>Neuro-Sell:
How Neuroscience Can Power Your Sales Success</i><o:p></o:p></span></li>
<li class="MsoNormal"><span style="font-family: Trebuchet MS, sans-serif;"><i>Bare
Knuckle Selling</i><o:p></o:p></span></li>
<li class="MsoNormal"><span style="font-family: Trebuchet MS, sans-serif;"><i>Bare
Knuckle Negotiating</i><o:p></o:p></span></li>
<li class="MsoNormal"><span style="font-family: Trebuchet MS, sans-serif;"><i>Bare
Knuckle Customer Service</i><o:p></o:p></span></li>
<li class="MsoNormal"><span style="font-family: Trebuchet MS, sans-serif;"><i>The
Inner Winner</i><o:p></o:p></span></li>
</ul>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm;">
<span style="font-family: Trebuchet MS, sans-serif;"><i>To learn
more about Simon's keynote speeches and other services please visit:</i><o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm;">
<span style="font-family: Trebuchet MS, sans-serif;"><i><a href="http://www.simonhazeldine.com/"><span style="color: blue; mso-bidi-font-size: 10.0pt;">www.simonhazeldine.com</span></a></i><o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm;">
<span style="font-family: Trebuchet MS, sans-serif;"><i>To
subscribe to Simon's hard hitting "Selling and Negotiating Power Tips
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Anonymoushttp://www.blogger.com/profile/07689144003520801527noreply@blogger.com0tag:blogger.com,1999:blog-3109851910000075482.post-34759535256452137542013-10-26T09:01:00.001-07:002013-10-26T09:03:52.103-07:00Why Salespeople Don’t Make Good Negotiators<div>
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<span style="font-family: Trebuchet MS, sans-serif;">Do you think that sales people are as effective at
negotiating as the procurement professionals they are facing across the buying
table? I’ve got some bad news for you.</span></div>
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<span style="font-family: Trebuchet MS, sans-serif;">In the course of my work as a speaker, consultant and
corporate trainer in the areas of sales and negotiation I have spent increasing
amounts of time working the “other side” of the buying table. Over the last few years I have trained both
sales professionals and procurement professionals in approximately equal numbers
to negotiate. </span></div>
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<span style="font-family: Trebuchet MS, sans-serif;">And I have come to a disturbing conclusion - in the majority
of cases salespeople just aren’t as good at negotiating as they need to be. As this concerning reality became increasingly
apparent I spent much time and thought working out why this is the case and
what can be done about it. My conclusions are as follows:</span><br />
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<span style="font-family: Trebuchet MS, sans-serif;">At an early stage in their career sales people are usually told
to “keep the customer happy”. They have
been taught that happy customers are good customers and will go out of their
way to placate unhappy customers.
Professional buyers know this and will deliberately make salespeople
uncomfortable by appearing to be “unhappy” as a way of tipping the power
balance in their favour. </span></div>
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<span style="font-family: Trebuchet MS, sans-serif;">In addition selling and negotiating are two distinct skill
sets. Although selling and negotiating
are inextricably linked there are distinct differences:</span></div>
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<span style="font-family: Trebuchet MS, sans-serif;">In selling we are attempting to persuade, convince, enthuse,
justify and explain. By contrast in
negotiation we are stating our position, considering, making and weighing
proposals and making demands for what we want.</span><br />
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<span style="font-family: Trebuchet MS, sans-serif;">In the majority of cases sales people are far less comfortable
with negotiating than buyers are. If
salespeople receive sales training the majority of the time will be spent on the
process of selling and very much less time (if any at all) will be spent on the
process of negotiating. Buyers on the
other hand will usually only receive training in negotiation. Therefore when it comes to the negotiation
stage of the sales process - buyers have the advantage. </span><br />
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<span style="font-family: Trebuchet MS, sans-serif;">Buyers will attempt to short cut the sales stage and pull
the salesperson out of their selling comfort zone and into their negotiating
discomfort zone. The experienced buyer
will increase the levels of discomfort as much as possible using psychological
ploys and tactics. The uncomfortable
salesperson will often pay their way out of discomfort in the form of (at best)
some form of financial concession or (at worst) a non-reciprocated “give
away”. They will literally pay their way
out of discomfort with their employer’s profit margin. For salespeople to become more effective
negotiators they need to recognise this and get more comfortable with being
uncomfortable!</span></div>
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<span style="font-family: Trebuchet MS, sans-serif;">Having spent countless hours running realistic and demanding
negotiation simulations, I have often seen the salesperson’s selling comfort
zone once again rearing its ugly head in terms of negotiation behaviour. Salespeople will tend to do far too much
information giving in the negotiation– driven by their predilection for
persuading and selling. In doing so,
they miss out on gathering the necessary information that would enable them to
make effective negotiation proposals.
They spend far too much time thinking about things from their
perspective and not enough time where their focus should be – getting inside
the buyer’s head, understanding things from the buyer’s perspective. Professional buyers will tend to exhibit
higher levels of information gathering, giving them far more knowledge and
information that they can the use to their advantage. In negotiation knowledge is power.</span></div>
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<span style="font-family: Trebuchet MS, sans-serif;">To successfully negotiate you need to understand – really
understand – what the other person wants to achieve. When you fully understand this you can create
a deal that meets the needs of both sides.
If you fail to gather enough information (as sales people frequently do)
your chances of securing a profitable deal is very limited. Salespeople need to move their own agenda and
objectives from the front of their mind to the back of their mind. The buyer’s needs and priorities need to be
in the front of the sales person’s mind – and they usually are not.</span></div>
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<span style="font-family: Trebuchet MS, sans-serif;">If this situation continues sales professionals are going to
continue to be taken advantage of by the procurement professionals they
encounter. The sales profession must put
more far more emphasis than it currently does on equipping sales people to be
more confident and capable negotiators.</span></div>
<span style="font-family: Trebuchet MS, sans-serif;"><i><br /></i>
</span><br />
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<i><span style="font-family: Trebuchet MS, sans-serif;">Simon Hazeldine MSc FinstSMM is an international speaker and consultant in the areas of sales, negotiation, performance leadership and applied neuroscience. </span></i><br />
<i><span style="font-family: Trebuchet MS, sans-serif;"><br /></span></i></div>
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<i><span style="font-family: Trebuchet MS, sans-serif;">He is the bestselling author of five business books:</span></i></div>
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</div>
<br />
<ul>
<li><i><span style="font-family: Trebuchet MS, sans-serif;">Neuro-Sell: How Neuroscience Can Power Your Sales Success</span></i></li>
<li><i><span style="font-family: Trebuchet MS, sans-serif;">Bare Knuckle Sellin</span></i></li>
<li><i><span style="font-family: Trebuchet MS, sans-serif;">Bare Knuckle Negotiating</span></i></li>
<li><i><span style="font-family: Trebuchet MS, sans-serif;">Bare Knuckle Customer Service</span></i></li>
<li><i><span style="font-family: Trebuchet MS, sans-serif;">The Inner Winner</span></i></li>
</ul>
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<span style="font-family: Trebuchet MS, sans-serif;">
<i>To learn more about Simon's keynote speeches and other services please visit:</i></span></div>
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<i><a href="http://www.simonhazeldine.com/"><span style="font-family: Trebuchet MS, sans-serif;">www.simonhazeldine.com</span></a></i></div>
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<i><span style="font-family: Trebuchet MS, sans-serif;">To subscribe to Simon's hard hitting "Selling and Negotiating Power Tips newsletter please visit:</span></i></div>
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Anonymoushttp://www.blogger.com/profile/07689144003520801527noreply@blogger.com0tag:blogger.com,1999:blog-3109851910000075482.post-72538722528457115312013-10-03T12:25:00.003-07:002013-10-03T12:25:31.116-07:00Welcome!Hello and welcome to Simon Hazeldine's blog.Anonymoushttp://www.blogger.com/profile/07689144003520801527noreply@blogger.com0