As news quickly traveled about one meeting, the question on my mind was, do you welcome negotiation? Instead of working together to solve a problem, Board Members were seen screaming at one another. The goal of a unanimous decision was not a priority. Instead, self-importance overtook common sense.
The obvious was stated. I said the people in charge need negotiation training. But the response to my statement was equally bad. “No one knows anything about negotiating, nor do we care.”
Two items were very wrong with this remark. First, it indicates no one wants to take action to learn. Second, the blanket statement is meant to cover up the obstacle standing before them.
Anyone associated with sales or entrepreneurship quickly recognizes the elements of successful negotiation. Becoming comfortable with negotiation is essential for business success.
Negotiation is to include:
- Listening to ideas
- Listing everyone’s thought
- Prioritizing the suggestions
- Processes for incorporating the ideas
- Asking for additional insights
- Finalizing the prioritized list
- Gaining agreement on how to proceed
Egotistical people believe the ideas of others do not matter. Accordingly, negotiation goes by the wayside. Those who are willing to take the time to listen and ask further questions are more likely to find a better solution.
The better approach is to ask specific questions upfront. Once the answers are understood, we can better communicate our ideas.
The questions to include are:
1 “Why?
2 What do you think?
3 Have you ever considered this suggestion?”
By asking the suggested questions upfront, you are paving the way for a friendly conversation. The insights you gain lead you to welcome negotiation. When prospective clients see us comfortable with negotiation, they will take our input seriously.
We avoid shouting matches, as described above. The low-key effort encourages others to work with us. The relationship-building effort influences doing business together. Over time, client loyalty and referrals build on an even keel.
The desire to be successful and noted in your field will never occur unless you are committed to learning. Most people do not welcome negotiation. The topic scares most everyone. Typically, we hear that strong-arming another is the main ingredient. However, nothing is further from the truth.
Welcome Negotiation
Consider how you enter a meeting. When you walk into a meeting, ask people how their week is going. Asking, ‘what’s new?’will provide a friendly response. In an office, look for awards and pictures of family or hobbies. Make a kind remark about the one photo catching your attention.
Likewise, when entering a community room, respect goes a long way. Say hello to each member about to participate in the meeting. Go around the room, asking for input on how each person views the dilemma. Record the answers. Prioritize statements according to the level of enthusiastic agreement. Working on behalf of all produces far better results than screaming at one another.
A public speaking class can teach how to communicate so that others carefully listen. The underlying theme is to speak to the other person’s interests. Next, connect the dots to your perspective. Finally, ask for input on the best way to proceed. Do your best to incorporate one suggestion from each person in attendance. You will gain their attention and trust.
“Be personable, listen, and chart ideas to be comfortable and welcome negotiation.”
The motivation to help people resolve issues turns the spotlight on you. People admire a leader seeking to bring everyone together. At the same time, you build a unique brand for yourself and your business.
Sales Tips: Do You Welcome Negotiation?
- Hear out all aspects of a dilemma.
- Ask questions to clarify what you heard.
- List all the ramifications associated with the issue.
- Have each participant add their perspective.
- Together, prioritize the list of the problems according to the importance
- Collaborate on ideas for a solution(s)
- Prioritize the suggestions
- Create a working plan to begin addressing each issue
- Host regular check-up meetings to track results
- Celebrate Success!
These insights are provided to help you achieve The Smooth Sale!