Archive for: May, 2023

Unique Christmas Presents for Him This Festive Season – Use Your Creative Genius

May 31 2023 Published by admin under Uncategorized

The build up to Christmas is usually exciting especially when you start to receive presents. Finally the time to open your package has arrived, and you watch as all the gifts are opened and to your disappointment, the presents are the same old ones from last year, and even the year before.

It seems the uniqueness to the Christmas presents have been thrown out the window. The usual ties, socks, even underwear are in order and have become second nature to some gift-givers. Some others might even be lucky enough to receive watches, and for those who were in a hurry and could not make up their mind because they think the men are so hard to shop for, a simple card that said they thought of you on this special day.

OK, so this year you want to be different and give a much more exciting gift that tells that special man in your life that you infact put in some thought into buying him something suited for him. You sit down and start to brainstorm what unique Christmas present you can come up with to really surprise him.

To start with, you have always given your boyfriend ties and accessories for the ties, and every year he takes the gifts cordially but never wears the ties you have given with the excuse that he needs to wear it with matching shoes. This year, as a unique Christmas present for him, you decide you’re going to give him something he can really use and be proud to display. Look around you, what are his daily activities like, what are his hobbies? You notice he loves to unwind with music on his iPod at home in his spare time or during break time at work but can get distracted with all the noise around him, so you get him a noise cancelling headphone he can use to shut out and enjoy his favourite track.

So, he does not really care about the noise around when listening to music on his iPod, What other unique Christmas present can you get for him? For the do-it-yourself man, who like to fix things himself, you can get him a cordless driver or drill to fix that dangling mirror in the bathroom without so much hassle. However, for the outdoor men, a wonderful idea is a portable propane grill for those barbecue days that attaches to the hitch of the truck for true tailgating occasions.

Finally, yet another brilliant idea runs through your mind. You are getting tired of being his road map, and he never seems to know the routes that well even though he is the one behind the wheels most of the time. A unique Christmas present for him will be the portable GPS navigator with directions in real street names and a wide screen that lets him see more of what’s around as he drives.

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Presentation Ethics — It’s a Matter of Trust

May 31 2023 Published by admin under Uncategorized

There are ethics and principles that we, as speakers, should embrace and follow. In this article I am going to highlight and explain the speaker’s ethics and principles in which I believe.

The true professional presenter walks his or her talk. This means that we don’t pretend to be someone we aren’t. We must be genuine. If, for example, we never set goals, I feel we shouldn’t urge our listeners to set goals. It is difficult to learn about business, leadership and success from someone who has never run a business, been a leader or experienced success.

A professional presenter honestly and accurately communicates his or her qualifications. This follows directly from the previous paragraph. We must never create qualifications — like college degrees we didn’t earn or clients we never had — to make ourselves look more experienced than we are. I know wonderful speakers who are in demand and don’t have that coveted degree, wealthy background or clients from Fortune 500 companies.

A professional presenter never, never uses another’s material or materials without permission. A short quotation credited to the originator is fine, but when a speaker blatantly copies another speaker’s words and/or style of presentation, it is outright robbery. What makes us special as presenters is our own uniqueness and knowledge. If we do hear a story or an idea that we want to use and are sure that it would enhance our presentation notably, then we must get permission from the person who created it, or not use it at all.

A professional presenter can be trusted completely by his or her clients and/or meeting planner to give the best presentation possible. When we are hired or asked to present for a group, we must be willing “to give it our all.” That means proper preparation, excellent research, practice and sufficient contact and communication with the client and meeting planner. This also includes minute attention to details, never assuming, always confirming. It means arriving early, dressing as a professional, sharing helpful handouts and always “going the extra mile.”

The trustworthy presenter doesn’t agree to give a presentation outside of his or her expertise or interests. Once people and groups know that we are speakers, they often ask us to speak on a topic of their choice — not one of ours. I have even had someone ask if I would give mini-book reports — she knew that I read a lot of the current business books and magazines. If this isn’t in your field or one of your passions, don’t agree to speak just because you would like to receive the fee.

The ethical presenter treats all clients and other speakers with respect and fairness. This means never divulging confidentialities, charging different fees according to what the “traffic will bear” or speaking badly of or spreading rumors about another speaker or client. If, for example, someone asks what you think about another presenter’s abilities and you are not impressed by that presenter, it is better to say nothing or make a suggestion of someone “I am more familiar with.”

A marketing truth is that people will hire those they know, like and trust. Can you be trusted as an ethical and honest presenter?

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PowerPoint Presentation Tips on How to Win the Audience

May 30 2023 Published by admin under Uncategorized

Choosing Your Words

When you are about to have a PowerPoint presentation, careful selection of the text on the slides and the words you use when you speak is very essential. Do you find it difficult to decide which words can help you win the audience? This list of PowerPoint presentation tips will surely help you out.

Before anything else, it is important that you take into account your audience’s educational level and their existing knowledge of the topic.

Even though you might have college graduates as your audience, this does not imply that there is no need for you to choose your words. If you are talking about a topic that your audience are not acquainted with, such as in trainings, your listeners are still comparable to beginners.

It is erroneous to assume that your audience knows the words which are you are accustomed to. It is necessary that you define new terms and avoid bringing up acronyms and abbreviations.

If you are aware of the educational level of the audience then you can keep away from these two unfavorable circumstances:

- Where you talk down to your audience, making you sound mocking and arrogant
- And the contrary, where you speak over their heads

Creating Effective Content with simple PowerPoint Presentation Tips

The content of your presentation should be fairly simple but do not simplify to the point of causing misrepresentation. Your content has to be related to your topic.

Furthermore, you should not disregard the ideas and thoughts that come from your audience as well as your answers to their questions. Everyone can gain something from this information but it is typically spoken only, and not recorded.

In order to win the audience, you need to take note of these PowerPoint Presentation Tips. A very good way to win the audience is to brainstorm ideas. If your presentation deals with new products, then you may ask for more suggestions from the audience. This arrangement is very helpful for situations like when you are working on a future project, establishing future decisions, or considering how to improve previous actions.

Here are more PowerPoint Presentation Tips on How to Present Data

If you need to show complicated data, there are PowerPoint tools such as charts or tables which you can readily use. You can also provide the audience with handouts and you can simply guide them. These PowerPoint Presentation Tips will surely help you create dynamic, interactive, and successful presentations.

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Internet Presentations That Sell Better Than Websites

May 29 2023 Published by admin under Uncategorized

It is a well documented fact that the majority of websites struggle to make a profit on the internet. The sales conversion rate of most websites is very low, 1-5% is the norm. A recent study concluded that 93% of websites are poorly designed and yielded no financial benefit.

Most websites do not provide a clear marketing message, are difficult to navigate, and provide low quality content that is of no interest to the websites target market. Only 3% of website provide a strong call to action to start communicating with potential customers.

Web based marketing presentations that sell better than conventional websites. In fact, their web based marketing presentations convert up to 10 times better than conventional websites.

Here are some pointers why web based sales presentations sell better than conventional websites:

1. Sequencing Of Information

With a conventional website, the visitor has control over the order in which information is read. With a web based sales presentation the information is presented in a slide show fashion so that the information is processed in a logical order that maximises sales conversions.

2. Strong Call to Action

At the end of the automated sales presentation the visitor is presented with a contact form to start the communication process with the potential customer.

3. Overt Benefits

The sales presentation provides overt product/service benefits making the decision to buy clear cut.

4. Establishes Trust and Credibility

A professional web based sales presentation facilitates relationship building, establishes credibility and trust with potential customers.

5. Engages the Senses, Mind and Emotions.

A well designed web based sales presentation is visually stimulating and engages the mind and the emotions. Effective presentations provide proven solutions to problems.

6. Provide Reasons to Believe in the Product/Service

Effective web based sales presentations give reasons why people should believe and trust that the benefits presented are real.

7. Easy To Pass On

Web based sales presentations provide an easy way for organisations to spread their marketing message without distortion. Website visitors can pass the internet address by email to friends and associates.

8. Clear Marketing Message

Unlike a website, web based sales presentations have a series of short paragraphs presented in logical sequence. The potential customer does not need to search for information, all the important information they need to make a purchase decision is automatically presented to them in a clear uncomplicated manner.

9. Strong Unique Selling Proposition

A well designed web based sales presentation provides a strong unique selling proposition. In short, this is the reason why potential customers or clients should buy from you and not your competitors.

10. Risk Reversal Strategy

Consumers do not like risk. A web based sales presentation can provide potential customers with a strong guarantee, free trial period, low price introductory offer or some other risk reversal strategy to minimise perceived risk and maximise sales conversions.

Well designed web based sales presentations convert more visitors into paying customers because they provide a more efficient and effective sales and lead generation process.

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Making and Delivering a Presentation: The Basics

May 27 2023 Published by admin under Uncategorized

Presenting is not as difficult as some might think. It is a matter of following a few steps and keeping focus and attention on the issue at hand. Preparation is the starting and most important point in any presentation. During this stage it is vital that the information gathered is relevant to the subject of the presentation. After collecting different sources of information, it is best to organize and put the information in the preferred ordered to make sure the main message of the presentation is conveyed. Before the actual presentation takes place there should be enough rehearsals to ensure that the style and information actual match the goals of the audience and the presenter. Finally, after the actual presentation, all feedback and questions should be collected and answered.

Generally speaking, the first stops for anyone considering making a presentation are: preparation and collection of information. Preparation is a broad word meant to allow the presenter to think of all basic and behind the scene work that needs to be done for a presentation to be successful. Accordingly preparation can encompasses administrative aspects, like scheduling, setting up room, defining length of presentation, considering technical equipment needed, etc. Furthermore, the preparation phase also stands for ensuring your message will be what the audience expects so setting out goals and objectives, defining activities or external aid (additional presenters or supporting videos for example) that will help get the right mood and help the presentation to be successful, should be carefully planned. Next to making sure that the presentation will be able to have a message delivered, it is critical that the right message is delivered by collecting and gathering all information relevant to the theme and subject of the presentation. This should be the main focus for the presenter during the initial phase.

After the basic preparations are completed, it is time to organize all the material available to fit it into the goals and objectives that were set during the initial step. If additional materials and information are necessary now is the time to collect it. When the presentation starts taking shape, the best thing is to start practicing its actual delivery as a whole more than just a couple of times. It is recommended that there are one or more people that could act as audience who could give feedback to ensure that the presentation is delivering and covering the audience expectations. With these feedback from the “practice audience”, go back to the drawing table and continue improving and perfecting the presentation. Practice will allow confidence in the presenter which will help with the next step.

When it comes to presenting it should be clear that even though the background work has already been completed, the defining moment will be when the presenter is standing in front of the audience and delivering the message. Here is where strong attention to body language should be in place. For example: tone of voice, usage of hands, standing position and situation, etc. Don’t forget to take questions at the end of the presentation and ask for feedback from your audience. Take all feedback as positive as it will only help you improve.

The basic steps in preparing for a presentation are in essence quite simple. The main focus should be on information gathering and information delivering. Don’t forget that the main goal of the presenter should be that the messages is not just passed to the audience but actually received.

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Best Salary Negotiating Tactics

May 23 2023 Published by admin under Uncategorized

I know we are in the middle of the worst recessions in the history of America right now, and people are getting laid off left and right. But that doesn’t mean you can’t necessarily negotiate a better salary. In this article I’m going to discuss my best negotiating tactics when it comes to salary.

I’m not going to lie to you, anytime you have to negotiate salary with a prospective employer, or even with your current employer, it is going to be awkward. On the other hand, you might not ever have such a good opportunity to negotiate exactly what you want from your employer, especially if it’s a new employer.

It doesn’t matter what you’re negotiating for, salary, or anything else; in all negotiations you can’t expect to prevail unless you know exactly what you want and exactly what you can realistically expect to get.

In my opinion, the best tactic when it comes to negotiating salary, is to wait and not talk about salary at all until you’re absolutely sure that you have the job. Why is this? Because most of the time if you are actually offered the job, then the other candidates have been turned away. I find that most of the time companies don’t keep any sort of back-up applicant ready and waiting in case you turn them down. They usually put all their eggs in one basket. And now you are holding the basket!

That means that the company has to start from scratch to find a new candidate if you turn them down. This costs them a lot of money and a lot of time and a lot of headaches that they would rather not deal with. Not to mention the fact that they will probably find less qualified candidates the second time around.

If they start to talk about compensation early in the interview process, try and change the subject or evade the question as well as you can. Remember, it’s in your interest to leave salary talk till the very end. If they keep pushing it on salary the beginning, I suggest mentioning what you made earlier in your old job and then distract them with a generic stock phrase like “I’m actually more interested in the career opportunity here than anything else”. You get the idea…

After you’ve been offered the job, be confident with your salary demands. Just don’t go overboard. If you ask ridiculously high compensation levels that are not in line with current industry standards, the fact that you’ve been offered the job and other candidates have been turned away may not save you. Be confident just don’t go overboard. You don’t want to start your new job, after all, off on the wrong foot by haggling over pennies.

If you do reach a standoff at this stage in the game try throwing a curve ball. Offer to work for a period, say a month or two, at the minimum wage level that they are offering with the understanding that after that trial period if they are satisfied with your work, the compensation level will increase to what you have been asking for.

I’ve never heard of a company actually taking somebody up on this offer… but just the fact that you offered it may be enough for them to go ahead and grant the salary level that you are asking for. This sort of selfless behavior should impress them enough to take a chance on you.

Whatever you do, and however the negotiations go, be sure to remain confident, surefooted, and act in a professional manner and I’m sure you’ll be just fine.

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The Chess Player’s Guide to Negotiation

May 22 2023 Published by admin under Uncategorized

Many negotiators still use Sun Tzu’s Art of War as an authoritative reference. Now, while Art of War may be a good battle textbook; it’s a lousy guide for modern negotiations. Let’s face it; any approach that relies on calling the other party ‘the enemy’ is going to have problems creating mutually beneficial agreements!

Yet, the strategy and tactics of war games can have many lessons for negotiators. One war game that is very instructive is chess.

Position and Intent

Like negotiation, every move in a chess game involves taking a position. All your opponent sees is your moving your piece from one square to another. A novice chess player will just react to this with a counter-move. An experienced player, however, will try to ascertain the intent behind the move. What is their strategy? What is their long-term aim? While a beginner plans their next move, an experienced player is thinking at least three moves ahead. Likewise, an expert negotiator will always seek out the intent behind the adopted position; and – unlike a chess game – you can ask.

Three Questions

When I played competition chess, I developed my own three-question process that I used to examine every move made by my opponent. These same three questions work beautifully to help you understand the other side’s strategy in a negotiation.

Question 1: What does it attack?

Which of my positions (offers) are they attacking? Why are they choosing to focus on that one? Do I need to defend my position, or is it strong enough to stand on its own so I can ignore their criticism? You may need to reinforce the benefits of your offer if you feel they don’t fully appreciate them. Or, you might just recognise this as a tactic to unsettle you and it can safely be rebuffed. Some negotiators believe they can have you change your position by attacking it. The reality is that challenging the other side’s idea head-on is more likely to result in them to defending it, causing them to dig deeper into their entrenched position.

Question 2: What does it defend?

Are they trying to reinforce a previously made offer? This may give insight into their priorities. To negotiate most effectively, you need to understand what priorities their demands have for them. These will fall into three categories:

1. ‘Must haves’: essentials without which the negotiation would be pointless

2. ‘Nice-to-haves’: demands on which they are prepared to compromise

3. Ambit claims: demands that serve the role of bargaining chips – concessions that have no cost to them for which you might trade something of value.

You should assess every component of their offer to determine which category it falls into.

They may be defending because you’ve fallen into the trap of attacking them; either as a tactic or because they have annoyed you. This rarely works. Remember, you don’t have to prove them wrong – you only have to prove yourself right.

Question 3: What does it open up?

You may move one chess piece simply to bring another piece into play. Similarly, an offer in a negotiation may open up possibilities in areas you previously had not considered. Always be willing to explore areas that you may not have thought of in your preparation because it may be just one small piece of additional value that gets your deal over the line.

The only area where you should ditch the chess analogy is in the outcome. Chess players hope to come away with a crushing defeat with their opponent conceding and walking away a loser. In negotiation, you should always be looking for the honourable draw which has you concluding with satisfaction and mutual respect.

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To Be a More Powerful Negotiator Never Say Yes to the First Offer

May 21 2023 Published by admin under Uncategorized

Power Negotiators know that you should never say Yes to the first offer (or counter-offer) because it automatically triggers two thoughts in the other person’s mind.

Let’s say that you’re thinking of buying a second car. The people down the street have one for sale, and they’re asking $10,000. That is such a terrific price on the perfect car for you that you can’t wait to get down there and snap it up before somebody else beats you to it. On the way there you start thinking that it would be a mistake to offer them what they’re asking, so you decide to make a super low offer of $8,000 just to see what their reaction is. You show up at their house, look the car over, take it for a short test drive, and then say to the owners, “It’s not what I’m looking for, but I’ll give you $8,000.”

You’re waiting for them to explode with rage at such a low offer, but what actually happens is that the husband looks at the wife and says, “What do you think, dear?”

The wife says, “Let’s go ahead and get rid of it.”

Does this exchange make you jump for joy? Does it leave you thinking, “Wow, I can’t believe what a deal I got. I couldn’t have gotten it for a penny less”?

I don’t think so. I think you’re probably thinking

1. I could have done better.

2. Something must be wrong.

In the thousands of seminars that I’ve conducted over the years, I’ve posed a situation like this to audiences and can’t recall getting anything other than these two responses. Sometimes people reverse them, but usually the response is automatic, “I could have done better,” and “Something must be wrong.”

Let’s look at each of these responses separately:

First Reaction: I could have done better. The interesting thing about this is that it doesn’t have a thing to do with the price. It has to do only with the way the other person reacts to the proposal. What if you’d offered $7,000 for the car, or $6,000, and they told you right away that they’d take it? Wouldn’t you still think you could have done better? What if that bearing salesperson had agreed to $150 or $125? Wouldn’t you still think you could have done better?

Several years ago, I bought 100 acres of land in Eatonville, Washington-a beautiful little town just west of Mount Rainier. The seller was asking $185,000 for the land. I analyzed the property and decided that if I could get it for $150,000, it would be a terrific buy. So I bracketed that price and asked the real estate agent to present an offer to the seller at $115,000.

I went back to my home in La Habra Heights, California leaving the agent to present the offer to the seller. Frankly, I thought I’d be lucky if they came back with any kind of counter-offer on a proposal this low. To my amazement, I got the offer back in the mail a few days later, accepted at the price and terms that I had proposed. I’m sure that I got a terrific buy on the land. Within a year, I’d sold 60 of the acres for more than I paid for the whole hundred. Later I sold another 20 acres for more than I paid for the whole hundred. So when they accepted my offer, I should have been thinking, “Wow. That’s terrific, I couldn’t have gotten a lower price.” That’s what I should have been thinking, but I wasn’t. I was thinking, “I could have done better.” So it doesn’t have anything to do with the price-it has to do only with the way the other person reacts to the proposal.

Second Reaction: Something must be wrong. My second reaction when I received the accepted offer on the land was, “Something must be wrong. I’m going to take a thorough look at the preliminary title report when it comes in. Something must be going on that I don’t understand, if they’re willing to accept an offer that I didn’t think they would.

The second thought you’d have when the seller of that car said Yes to your first offer is that something must be wrong. The second thought that the buyer of the bearings will have is, “Something must be wrong. Maybe something’s changed in the market since I last negotiated a bearing contract. Instead of going ahead, I think I’ll tell this salesperson that I’ve got to check with a committee and then talk to some other suppliers.”
These two reactions will go through any body’s mind if you say Yes to the first offer. Let’s say your son came to you and said, “Could I borrow the car tonight?” and you said, “Sure son, take it. Have a wonderful time.” Wouldn’t he automatically think, “I could have done better. I could have gotten $10 for the movie out of this”? And wouldn’t he automatically think, “What’s going on here? Why do they want me out of the house? What’s going on that I don’t understand”?

This is a very easy negotiating principle to understand, but it’s very hard to remember when you’re in the thick of a negotiation. You may have formed a mental picture of how you expect the other side to respond and that’s a dangerous thing to do. Napoleon Bonaparte once said, “The unforgivable sin of a commander is to ‘form a picture’-to assume that the enemy will act a certain way in a given situation, when in fact his response may be altogether different.” So you’re expecting them to counter at a ridiculously low figure and to your surprise the other person’s proposal is much more reasonable than you expected it to be. For example:

  • You’ve finally plucked up the courage to ask your boss for an increase in pay. You’ve asked for a 15 percent increase in pay, but you think you’ll be lucky to get 10 percent. To your astonishment, your boss tells you that he or she thinks you’re doing a terrific job, and they’d love to give you the increase in pay. Do you find yourself thinking what a wonderfully generous company this is that you work for? I don’t think so. You’re probably wishing you’d asked for a 25 percent increase.
  • Your son asks you for $100 to take a weekend hiking trip. You say, “No way. I’ll give you $50 and not a penny more.” In reality, expect to settle for $75. To your surprise your son says, “That would be tight, Dad, but okay, $50 would be great.” Are you thinking how clever you were to get him down to $50? I don’t think so. You’re probably wondering how much less he would have settled for.
  • You’re selling a piece of real estate that you own. You’re asking $100,000. A buyer makes an offer at $80,000, and you counter at $90,000. You’re thinking that you’ll end up at $85,000, but to your surprise the buyer immediately accepts the $90,000 offer. Admit it-aren’t you thinking that if they jumped at $90,000, you could have gotten them up more?

    So, Power Negotiators are careful that they don’t fall into the trap of saying Yes too quickly, which automatically triggers in the other person’s mind:

    1. I could have done better. (And next time I will. A sophisticated person won’t tell you that he felt that he lost in the negotiation; but he will tuck it away in the back of his mind, thinking “The next time I deal with this person I’ll be a tougher negotiator. I won’t leave any money on the table next time.”)

    2. Something must be wrong.

    Turning down the first offer may be tough to do, particularly if you’ve been calling on the person for months and just as you’re about to give up, she comes through with a proposal. It will tempt you to grab what you can. When this happens, be a Power Negotiator-remember not to say Yes too quickly.

    Many years ago, I was president of a real estate company in southern California that had 28 offices and 540 sales associates.

    One day a magazine salesman called on me. He was trying to sell me advertising space in his magazine. I was familiar with the magazine and knew it to be an excellent opportunity, so I wanted my company to be in it. He made me a very reasonable proposal that required a modest $2,000 investment. Because I love to negotiate, I started using some Gambits on him and got him down to the incredibly low price of $800. You can imagine what I was thinking at that point. Right. I was thinking, “Holy cow. If I got him down from $2,000 to $800 in just a few minutes, I wonder how low I can get him to go if I keep on negotiating?” So, I used a Middle Gambit on him called Higher Authority. I said, “This looks fine. I do just have to run it by my board of directors. Fortunately, they’re meeting tonight. Let me run it by them and get back to you with the final okay.”

    A couple of days later I called him back and said, “You’ll never know how embarrassed I am about this. You know, I really felt that I wouldn’t have any problem at all selling the board of directors on that $800 price you quoted me, but they’re so difficult to deal with right now. The budget has been giving everyone headaches lately. They did come back with a counter-offer, but it’s so low that it embarrasses me to tell you what it is.”

    There was a long pause, and he finally said, “How much did they agree to?”
    “$500.”

    “That’s okay. I’ll take it,” he said. And I felt cheated. Although I’d negotiated him down from $2,000 to $500, I still felt that I could have done better.

    There’s a postscript to this story. I’m always reluctant to tell stories such as this at my seminars for fear that it may get back to the person with whom I was negotiating. However, several years later I was speaking at the huge California Association of Realtors convention being held that year in San Diego. I told this story in my talk, never imagining that the magazine salesman was standing in the back of the room. As I finished my presentation, I saw him pushing his way through the crowd. I braced myself for what I expected to be a verbal assault. However, he shook my hand and said with a smile, “I can’t thank you enough for explaining that to me. I had no idea the impact that my tendency to jump at a quick deal was having on people. I’ll never do that again.”

    I used to think that it was a 100 percent rule that you should never say Yes to the first offer. Until I heard from a man in Los Angeles who told me, “I was driving down Hollywood Boulevard last night, listening to your cassette tapes in my car. I stopped at a gas station to use the rest room. When I came back to my car, somebody stuck a gun in my ribs and said, ‘Okay buddy. Give me your wallet.’ Well, I’d just been listening to your tapes, so I said, ‘I’ll give you the cash, but let me keep the wallet and the credit cards, fair enough?’ And he said, ‘Buddy, you didn’t listen to me, did you? Give me the wallet!’” So sometimes you should say Yes to the first offer, but it’s almost a 100 percent rule that you should Never Jump at the First Offer.

    Key points to remember:

  • Never say Yes to the first offer or counter-offer from the other side. It automatically triggers two thoughts: I could have done better (and next time I will) and Something must be wrong.
  • The big danger is when you have formed a mental picture of how the other person will respond to your proposal and he comes back much higher than you expected. Prepare for this possibility so it you won’t catch you off guard.
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    How Writing Sales Prospecting Emails and Negotiation Emails Is Different

    May 20 2023 Published by admin under Uncategorized

    Have you noticed that suddenly you’re negotiating with your customers and prospects through email? They don’t have time for face-to-face or phone meetings. Instead, they’d just like “a few quick questions” answered through email so they can make a decision.

    As this occurs, it’s critical that sales reps adjust their easy-going sales prospecting email approach to a more formal and professional business writing style to successfully negotiate in this new manner.

    Here are a few ways in which sales prospecting emails and negotiation emails are different so you know what to change.

    Subject lines – In prospecting emails you want to draw prospects in. You write email subject lines that feel very personal to them such as “Can we talk Tuesday at 2pm?”

    In negotiation emails your subject should directly relate to the topic of the most current email. For example, “Training for the HR team.”

    Format – Prospecting emails must look easy to read. Your crazy-busy prospects who don’t know you yet don’t have time for long emails highlighting your customers’ favorite features in your solutions. Keep emails short and to the point.

    Negotiation emails, on the other hand, may be quite long. If you’re answering a customer’s question on how to best train the human resources team on the new software application you’re recommending, you want to provide detailed information. The ideal, of course, would be to discuss it on the phone, but that isn’t always an option.

    Forwarding – In prospecting you limit the number of emails you forward as you continue to follow up to break through the email gatekeeper. At most you’ll forward only three emails.

    In an email negotiation you forward the entire negotiation string of emails. This keeps all the discussions together so any new people who are added to the distribution list throughout the negotiation can easily follow the conversation. When an email negotiation is complete, there may be 8-10 pages of emails, but that’s okay.

    Content – Prospecting emails focus on one trigger event or business issue you anticipate the prospect is experiencing. Your purpose is to let the prospect know you are an expert in that issue and have some ideas to share. Just as in cold calling, your goal is to set an appointment.

    In a negotiation email your goal is to fully answer the contact’s question while avoiding giving up anything valuable to you. Ultimately you want to close the sale. You ask questions to better understand what’s important to the prospect. You may make a counter offer, or a trade off, but you do so knowingly.

    Negotiation emails look very formal compared to prospecting emails, but they have to. Your negotiation email will be saved as part of the contract documentation long after the prospecting email has been deleted. Be careful how you write your emails and you’ll find yourself not only breaking into new prospects, but also closing more sales opportunities.

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    Good Faith Negotiation Bargaining Can Lead To Losing

    May 20 2023 Published by admin under Uncategorized

    Bargaining in good faith can lead to losing a negotiation. There can be several reasons why this occurs.

    In some societies, good faith bargaining means bargaining to a perceived point, only to back out of the deal in the end, for a more favorable outcome. Such tactics can be very frustrating to deal with, if you’re not aware of what is occurring.

    Making sure that someone negotiates in good faith can be like nailing Jell-O to a wall, difficult. It can be akin to you thinking that both you and the other person are negotiating in good faith, according to perceived decorum, only to discover later in the negotiation that he has a different perception of what that means. Worse, because of the demeanor he portrays, you can become unsure as to the character with whom you’re negotiating, which can cause anxiety.

    You can employ strategies to shield yourself from these tactics. The following are ideas and suggestions you can employ to thwart such efforts.

    1. In some societies and cultures, the perception of good faith negotiation is very open to interpretation. Thus, there can be a wide chasm between the manner parties interpret such actions. Understand what the definition of good faith is when you negotiate. You can get insight based on the past habits of the other negotiator.

    2. To assist in keeping the other negotiator bound by what his commitments are during a negotiation that stretches over an extended time, negotiate in modules and insert short-term deliverables into your agreement. Collect the deliverables when you’ve completed a module, before moving to the next one.

    3. If your negotiation efforts become strained, due to what you perceive to be less than good faith negotiation efforts, seek leverage by identifying ‘points of influence’ to which you can apply pressure’; it can be in the form of entities that have a stake in the outcome of the negotiation, or another source to which you can summon. In essence, get others that have an interest in the outcome of the negotiation to influence the other negotiator.

    If you sense the other negotiator will not negotiate in good faith, invest as little time in the negotiation as possible. In the end, you don’t want to be dragged into a quagmire that will only turn out to be wasted time and effort. Save yourself from such disasters… and everything will be right with the world. Remember, you’re always negotiating.

    The Negotiation Tips Are…

    • Try to never enter into a negotiation, when you’re unsure of the negotiation customs and habits of the other negotiator.

    • If there’s a question to what good faith negotiation is, get the other negotiator’s perspective and observe to what degree he moves from that perspective during the negotiation. His movement will be an early warning signal, if he begins veering off the path of, good faith.

    • If the other negotiator refuses to abide by the covenants of a negotiation, exploit his points of weakness, in an effort to nudge him back in the right direction.

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