Building your brand is about consistency in everything we do. I’m going to bridge this to the fact we each negotiate many times during the day but most people fail to recognize this. And then they hinder their outcome telling themselves, “I’m afraid to negotiate.” This is inconsistent with reality.
Old school negotiations
The reason most people shy away from negotiation is due to the old model of needing to berate the product or service you are attempting to purchase and letting the seller know that they are “lucky” you are there to take it off their hands. I’ve purchased a few cars this way, however, it certainly isn’t a pleasant experience.
My preferred style is a modern one where I strive to build the relationship with the other party to get more accurate information of where they stand. Only then am I able to put a reasonable request in for what I want and know it will initially be at the very least close to acceptable.
Every time you make a request or express an opinion you are selling. The act of selling most often is a stage of negotiation. So when you ask a friend to go to a movie and provide reasons such as, “It’s your favorite actor, you love comedy”, or ”it will do you good to get out…” you are selling the idea and negotiating an agreement for your friend to join you at the movie.
The first key factor for making a sale, obtaining a job offer or negotiating is:
You must first speak to the other person’s: Needs, Wants and Deep Down Desires
The second key factor is:
Remain true to your beliefs, level of integrity – components of your brand.
By questioning, clarifying and truly understanding the other party’s needs, wants and deep down desires, will you be successful in obtaining that which you desire. You will not have to accept the lowest possible salary offer or give away services without profit or find it a requirement to purchase at a very high price.
When you fully understand your prospect’s position on everything pertaining to the subject at hand, you will be in a far better position to negotiate a fair deal for all concerned. In sales we call this a win-win.
In my opinion, business is not about making a huge one-time sale or “deal” but rather possessing the mindset of encouraging a win for all concerned so that you will enjoy repeat business, referrals and testimonials. This is the hallmark of a dynamic business and the aspiration for every job seeker so that they may enjoy a lucrative career.
As your conversation builds in a natural dialogue, you uncover what is of importance to your prospect and gain insight of how to position your offer.
Due to your listening skills, whether you are buying or selling, the other party senses you “get” what they want. They then relax believing you are trustworthy and have the confidence you are the person with whom they wish to work. Negotiating in this manner and with a smile in your voice, you will find success comes easily.
Elinor Stutz is the CEO of Smooth Sale, LLC – a motivational speaker and the author of the International Best-Selling book, “Nice Girls DO Get the Sale: Relationship Building That Gets Results” published by Sourcebooks. Elinor’s new book, “HIRED! How to Use Sales Techniques to Sell Yourself On Interviews” is based upon years of community service teaching job-seekers how to land the job they desire. Elinor provides team sales training, private coaching to grow you business, and is available upon request for consultation.