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Negotiation skills is a scary subject to most people.  I have met managers from various industries across India and the middle East and few if any believe that they have negotiation skills. I\’ve had some who say that they just hate it, and some who think its ungentlemanly to negotiate. Often there is one person in the office who is designated to have negotiation skills. He is not normally well liked by the office. So what is it about negotiation skills that makes everyone weak in the knees. Part of the problem comes from the Hollywood movies.  Wall housewife and such movies show men with negotiation skills to be cold evil and merciless.  Yet in everyday life, we are faced with situations that call for negotiation skills.  Be it a housewife, a student, a teenager or someone retired, everyone needs negotiation skills. Just as communication skills scare people, negotiation skills leave them drained.  Even if you never get to be a great communicator, it is always possible to be an effective communicator.  The came is true of negotiation skills.  You may never end up being the Wolf of Wall Street but you may be able to understand what you need to do if you faced one. People with an ability to be creative and imagine new solutions have an advantage where negotiation skills are concerned.  More than anything else, you know when you are being pushed, you know when you must fold up, and most of all, when to walk away. It is necessary to have some level of negotiation skills to be able to survive in this world.  What is more fascinating is that even though we may not consciously plan to develop our negotiation skills we subtly are drawn into doing so literally from the cradle to the grave.  Even infants without knowing the logic, definitely the power of being adept at negotiation skills.  This happens when they are able to get what they want be it milk or sleep before they can utter a single recognizable sound. At school, teachers and scholars are also constantly using negotiations skills to an optimum level as they try to communicate, excel, compete, win or defeat.  So negotiation skills can be learnt, acquired, pruned and perfected.  It simply requires one to understand the process of negotiation.  Knowing that equips the manager to handle negotiations.  And as you practice more, your negotiation skills become more reliable and you can be more confident.  

We are just three weeks away from a new year. By now you know whether your 2014 performance was stellar or not. At this point your focus should be on the future – 2015 and beyond. It’s likely you already have your sales objective for next year. After all, we wouldn’t dream of starting a year without a specific sales goal in place… but so often we fail to plan how we will attain the growth reflected in that plan. If you and your leadership expect improvement over last year, what will you do differently to drive that growth and change the outcome? What needs to change? Have you identified specific… Areas for improvement Skills to develop Support needed Tools, tactics and practices to drive better outcomes After you’ve pondered this question from your own perspective, consider what input you might get from your customers on this subject. What do you think your customers would like to see you and your company do differently? What practices and policies would most improve your position with customers? You know what they say about doing the same thing and expecting a different outcome… Or think about Tony Robbins’ well-known quote, “If you do what you’ve always done, you’ll get what you’ve always gotten.” If you are serious about performance improvement, talk to your leaders and customers to determine what needs to change. Now there’s a plan for success!

In the past, the Mentor has extolled the virtues of storytelling (Storytelling is a Powerful Sales Tool, MFTM, March 2014). In his recent HBR.org article, Why Your Brain Loves Storytelling, Paul Zak shares the science behind the art of storytelling, and it is fascinating insight. The entire article is worth reading, but here are the most relevant excerpts for sales professionals: Why Your Brain Loves Good Storytelling By Paul J. Zak | HBR.org | 10/28/14 “… Many business people have already discovered the power of storytelling in a practical sense – they have observed how compelling a well-constructed narrative can be. But recent scientific work is putting a much finer point on just how stories change our attitudes, beliefs, and behaviors. … These findings on the neurobiology of storytelling are relevant to business settings. For example, my experiments show that character-driven stories with emotional content result in a better understanding of the key points a speaker wishes to make and enable better recall of these points weeks later. In terms of making impact, this blows the standard PowerPoint presentation to bits. I advise business people to begin every presentation with a compelling, human-scale story. Why should customers or a person on the street care about the project you are proposing? How does it change the world or improve lives? How will people feel when it is complete? These are the components that make information persuasive and memorable. …don’t forget that your organization has its own story – its founding myth. An effective way to communicate transcendent purpose is by sharing that tale. What passion led the founder(s) to risk health and wealth to start the enterprise? Why was it so important, and what barriers had to be overcome? These are the stories that, repeated over and over, stay core to the organization’s DNA. They provide guidance for daily decision-making as well as the motivation that comes with the conviction that the organization’s work must go on, and needs everyone’s full engagement to make a difference in people’s lives. …When you want to motivate, persuade, or be remembered, start with a story of human struggle and eventual triumph. It will capture people’s hearts – by first attracting their brains.” Great Selling!

Negotiating is among the most feared and stress-inducing functions for a sales professional, and also among the most important. If you struggle with negotiations, there may be bad habits undermining your success in this role: Viewing negotiations as a battle – Negotiations should be about finding solutions and adding value for all parties, not about winning or losing. As soon as we view the customer as the opponent, we compromise our ability to empathize and get into their “Odds Are” to identify mutually beneficial outcomes. Not asking enough questions – Nowhere is the power of the Exploratory Process more evident than when negotiating! Your responsibility is to ask the right questions to find out what your customer really values. Skilled use of the Exploratory Process will help you guide the discussion and potentially uncover value considerations that the customer was not even aware of. Focusing on price – Sales professionals identify price as the number one objection in the sales process and the most significant barrier in negotiations. Don’t give price more weight than it deserves! Be sure your Exploratory Process and discussion encompass all value considerations, including consultation, quality, service, delivery, customization, response time and payment terms. This practice not only prevents unnecessary price concessions, it actually improves the overall satisfaction of customers via a comprehensive value solution. It is impossible to overstate the importance of your relationship with customers during negotiations. A high level of trust will eliminate emotional barriers, facilitate openness and idea sharing, and pave the way for a productive discussion centered on beneficial outcomes. Great Selling!

It is critical to understand that all customers (and people) are not the same. Responding to their unique needs, values and motivations will allow you to create a strategic advantage. ORIENTATION: Security Avoids risks and controversy Operates methodically Acts deliberately Solicits others\’ opinions Documents everything Is precise and detailed DEALING WITH THIS BUYER: Respond quickly Be expedient Keep well informed When proposing new ideas, minimize the risk and provide ample proof ORIENTATION: Affiliation Is cordial and loyal Confides with/ involves others Enjoys entertainment Avoids conflict Develops relationships Is people-oriented DEALING WITH THIS BUYER: Be a friend to this person Pay attention to non job-related items Set aside ample time for building a strong relationship ORIENTATION: Power Is aggressive and authoritative Results-focused Enjoys problem-solving Focuses on self Takes credit Requires rewards DEALING WITH THIS BUYER: Focus on how you are going to make this person successful in the eyes of their company Listen carefully and incorporate their guidance and direction ORIENTATION: Actualization Takes risks Accepts consequences Shares ideas and credit Is open and honest Gives guidance Creates a positive environment Demands excellence DEALING WITH THIS BUYER: High trust is an important value Be honest and direct Avoid \”over-promising\”and \”under-delivering\” Stress the benefits of your proposal in relation to their company\’s needs Work hard for this person and they will reward your efforts

You\’re doing great on the quest to achieve Preferred Position. You\’ve utilized the techniques introduced in the DPS workshop, including: Exploratory Process – GAP Presentation Process – Diamond JADIK Matrix – Positioning for a Long Term Business Relationship You\’ve closed, but the customer is saying, \”We like what we see. We\’ll get back to you in a few days after we review your offering.\” This is not the time to wait and see if the customer will follow up with you. It\’s the opportunity for you to follow up with the customer. PUT IT IN WRITING If this type of situation occurs, outline all of your presentation items in a report or \”Sales Summary Proposal.\” By detailing all the activities in this manner, you provide the customer with an organized summary and are able to regroup and lay the groundwork for the next call. Once you provide the Sales Summary Proposal, follow up with the customer. This post-call activity will allow you to stay in the customer\’s consciousness by maintaining a presence, eliminating confusion via secondhand delivery of your recommendations, and reaching key people you are not normally able to access. Bottom Line — the Sales Summary Proposal provides the focal point for your follow-up calls. A timely Sales Summary Proposal that works in the customer\’s Operating Reality will expand the relationship and help you achieve Preferred Position. KEEP UP THE GREAT WORK!

As you improve your sales skills, your relationship with the customer will continue to grow, becoming both rewarding and productive.  Why?  Because you are utilizing the Exploratory and Presentation Processes in a balanced manner. JADIK Matrix:  Expand the Common Ground with Sensitivity and Balance You need to increase Common Ground in order to secure Preferred Position and ensure long-term business with the customer. This will help you realize the total potential of the relationship. To do so, use the JADIK Matrix.  Remember, you have the GAP to reduce the Blind Spot, and the Diamond to minimize the Unrevealed and increase Common Ground. KEEP UP THE GREAT WORK!

You\’ve found an Area of Opportunity or \”GAP\” via skillful use of the Exploratory Process. Now it is time to move on to another Positional Selling® Strategy, which is “Make the Customer Part of the Solution.” Make sure to include the customer\’s ideas, needs, and his/her contributions in this process. What are these contributions? A key portion will include areas of opportunity presented by the customer in the Exploratory Process when he/she revealed a GAP. The best way to make the buyer part of the solution is to follow the model provided in the Presentation Diamond: PRESENT WITH A PURPOSE! POSITIVE CONTACT – Bring the best of your attitude, energy, and appearance to the customer. PROPOSAL – Review the customer\’s needs, state your objectives for the presentation, and verify your understanding. SOLUTION – Present the features and benefits of your product or service solution. SUMMARY – Review the problem, restate the solution, and summarize the benefits. CLOSURE – Ask for the business and enlist the customer\’s support in taking the next step. RESPONSE CHECK – Throughout the presentation, check the customer\’s understanding by using open-ended and close-ended questions. Ask questions that will uncover hidden objections. Handle objections with LAER. KEEP UP THE GREAT WORK!

Let\’s recap the Positional Selling® Strategies we have covered thus far: Take the Lead Stop Looking Out for Number One (Operating Reality) Invest in the Relationship (LAER) Bring Your Energy to the Customer Get Organized This week we will focus on another Positional Selling® Strategy which is \”Find the Area of Opportunity.\” The Area of Opportunity is all about working in the customer\’s Operating Reality and getting out of your own. To do so, you must find out what is important to the customer. This is accomplished by use of the Exploratory Process. The key is to make the customer part of the solution by asking the right questions and discovering what he/she needs. Basically, find out or ask them where they are now and what they are trying to accomplish. Use the Exploratory Process and the following model to reveal the Area of Opportunity or the Gap: What are you trying to accomplish? (IDEAL) Where are you now in this regard? (ACTUAL) Once you have uncovered the Gaps and met the customer\’s needs, you have another opportunity to provide an Added Dimension. The Added Dimension is accomplished by adding something unique in addition to the 100% level of satisfaction the customer is already achieving. KEEP UP THE GREAT WORK!

Resist the temptation to use the \”shotgun\” approach. Stay focused, plan, and have a concrete objective for each call.  You owe this to the customer and to yourself.  The time you spend planning a call often yields an enormous time savings on the actual sales call or customer engagement. Being recognized as an organized person will help you gain Preferred Position. Be sure to utilize the Strategic Selling Plan provided by Carew at the DPS workshop.  This plan allows you to state the objective, strategies and action steps.  A written plan leads to a desired result, whereas the alternative leads nowhere. When you utilize the Strategic Selling Plan, you are either gathering information to find out what the customer needs OR you\’re delivering information to respond to the needs of the customer. The two primary selling strategies that assist you in obtaining these goals are the Gap and the Diamond. Exploratory process – Find the Area of Opportunity Presentation Process – Make the Customer Part of the Solution We will concentrate on these strategies during the next two weeks. KEEP UP THE GREAT WORK!