We spend an awful lot of time in sales talking about what to do AFTER something occurs instead of;
The preventative medicine!
This happens, a lot, with negotiation, in that;
There are lots of things we should be doing on THE Front End to either;
Reduce the probability of having to negotiate or;
At least set ourselves up for a more collaborative (vs adversarial) negotiation later on.
In other words;
Negotiation happens BEFORE the actual negotiation
Today, we’re going to talk about how you can use a powerful tactic on the front end of your deals.
In Robert Cialdini’s Influence, he talks about 6 principles of persuasion, one of them being reciprocity.
The vast majority of human beings have a need to reciprocate;
At the ones that we want to do business with do.
That’s why you want to be a “giver”.
Time Out: This DOESN’T mean giving away the store or giving so much that you condition a cheap bastard!
It means you should;
Be a giver with useful information to help them make the best decision. Note: When you take on the role of “teacher”, you establish another way of influencing (authority)
Be a giver by supplying your prospects with questions they should ask your competitors in order to make the best decision.
Be a giver with ideas that can help, even if you gain nothing.
Be a giver in terms of your honesty and being forthright, even if your prospect isn’t going to like what you have to say.
Be a giver with your time.
Be a giver with your resources.
Be a giver by making your team available to your prospect to answer questions, offer advice etc.
Be a giver with your network.
Doing this on the front end encourages your prospect to do the same in kind.
Quick question . . .
If I put my cards on the table with you and shared information with you;
Would you be more or less likely to do the same with me?
If I demonstrated to you that I had your best interests in mind and actually educated you on how to properly buy sales training;
Would you be more or less likely to be a hard ass with me when it comes to my pricing?
Would you be more or less likely to be deceptive?
Giving also sets the stage for a more collaborative negotiation if you have to go down that path.
Let me state the obvious;
When you give, not everyone is going to give back but;
The kind of people you want to be working with will.
How Would You Rate Your Negotiation Skills?
You might want to consider our Negotiate Like A Pro download.
Here’s what you’ll gain by downloading it;
- 7 Ways To Create Deals Where There’s A Lower Probability Of Having To Negotiate
- 5 Tactics That Are Likely To Be Used Against You (And Countermeasures For You To Regain Control)
- How To Understand (and Leverage) Behavioral Styles
- One Subtle Tactic That Gives You Leverage
- How To Create A Collaborative Negotiation
- What To Do When You Hit An Impasse
- How To Walk Away Without Killing Your Chances To Do Business In The Future
When?
Download it immediately.
What do you get?
(1) 90 Minute Download With A Ton Of Actionable Tips
Worksheets
How Much?
$99
Click HERE to get it today!
