Negotiation Word Power - Part Two
Negotiation Word Power - Part Two
Occasionally, you’ll be aware of areas of potential difficulty in any sale or negotiation. In such cases, and depending on the likely behaviour of the other party, you might want to issue a pre-emptive strike – getting the problem out in the open and dealt with - before they make a big thing of it. Again, certain words or phrases can help. Examples:
• “I’m sure this won’t be a problem, but I want to make sure you know that…”
• “This doesn’t bother you, I’m sure”
• “There’s no big deal about this, but…”
And, you aim to make this as throw-away a line as you can. It won’t always work – but it can be one way out of some “awkward” moments
The one and ONLY!
Here’s a great word for you – “only”. This one word can help you through awkward situations during sales or negotiations. Here’s how you can use it to your benefit:
# To reduce the impact of a price. That’s why ads and price cards always tell you that the cost is “only XX”. So, the key is to never offer a price without using this key word
# To simplify what might appear complex. Think of ads telling you that, to gain a loan or order a product, all you have to do is make one phone call. When selling ads, or negotiating a deal, the other party might feel they are being asked to undertake complex tasks (e.g. creating an ad when they are not experienced in doing so). So, use words like “only” to show the other party how little they have to worry about i.e. “Your only task will be to decide the key products to be promoted. Then, we’ll handle the rest!”
# To let the other party see what “they alone” will gain. It’s much better to feel that you are special, that you’re receiving a truly preferential deal etc. Therefore, the word “only” can be used here to show this e.g. “It’s an offer that applies only to this agreement” – “This is the only time we might agree to this”. You are giving the other party to the deal “boasting” points to use, if they want, within their own organisation to show how well they’ve performed!
Use the present tense to discuss the “now”
A valuable part of a sales or negotiation situation can be to look to the future; often painting an attractive picture of the gains than can be enjoyed by the other party taking the action you want them to
Equally, you can tap in on past experiences to show how this future can be achieved
But, it’s also useful to keep people in the present – as this is the point where action takes place. If you simply talk about the future, it’s easy for the other person to put off their decision i.e. “Well, that’s next month, so I don’t have to decide right away”. So, look to use the present tense to encourage action and commitment. Examples:
• “Help me to understand what needs to happen today”
• “Tell me about the situation as it now is”
• “What media are you using at this moment?”
• “Who else are you talking to now?”
• “What immediate effect would doing this have on your business?”
• “Why is this currently of great importance to your business?”
• “What frustrates you most about the current situation?”
As ever, you can provide more of your own for specific situation you’re dealing with
Presenting options and alternatives
Often, when discussing negotiations, or looking at providing sales solutions; you will want to present options and alternatives to the other party. You may be wanting them to look at something in a new way, or consider a course of action they haven’t taken in the past. Again, using a range of specific phrases can help. Possibilities include:
• “Consider what the outcome might be if XXXX happened”
• “Have you assessed the opportunities that can be gained by…?”
• “What could happen if you allowed us to…?”
• “Imagine the possibilities if…”
• “How could we convince your bosses to expand the…?”
• “Let’s look at the scenario if we agreed to…”
Final words…
The examples shown on these two pages will help you choose your language with care in a wide range of sales or negotiation (or any other communication) situations. There will be more tips in future Bulletins
Negotiation Word Power Part Two - To learn more about this author, visit Gordon Veniard's Website.
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Reducing the impact
Occasionally, you’ll be aware of areas of potential difficulty in any sale or negotiation. In such cases, and depending on the likely behaviour of the other party, you might want to issue a pre-emptive strike – getting the problem out in the open and dealt with - before they make a big thing of it. Again, certain words or phrases can help. Examples:
• “I’m sure this won’t be a problem, but I want to make sure you know that…”
• “This doesn’t bother you, I’m sure”
• “There’s no big deal about this, but…”
And, you aim to make this as throw-away a line as you can. It won’t always work – but it can be one way out of some “awkward” moments
The one and ONLY!
Here’s a great word for you – “only”. This one word can help you through awkward situations during sales or negotiations. Here’s how you can use it to your benefit:
# To reduce the impact of a price. That’s why ads and price cards always tell you that the cost is “only XX”. So, the key is to never offer a price without using this key word
# To simplify what might appear complex. Think of ads telling you that, to gain a loan or order a product, all you have to do is make one phone call. When selling ads, or negotiating a deal, the other party might feel they are being asked to undertake complex tasks (e.g. creating an ad when they are not experienced in doing so). So, use words like “only” to show the other party how little they have to worry about i.e. “Your only task will be to decide the key products to be promoted. Then, we’ll handle the rest!”
# To let the other party see what “they alone” will gain. It’s much better to feel that you are special, that you’re receiving a truly preferential deal etc. Therefore, the word “only” can be used here to show this e.g. “It’s an offer that applies only to this agreement” – “This is the only time we might agree to this”. You are giving the other party to the deal “boasting” points to use, if they want, within their own organisation to show how well they’ve performed!
Use the present tense to discuss the “now”
A valuable part of a sales or negotiation situation can be to look to the future; often painting an attractive picture of the gains than can be enjoyed by the other party taking the action you want them to
Equally, you can tap in on past experiences to show how this future can be achieved
But, it’s also useful to keep people in the present – as this is the point where action takes place. If you simply talk about the future, it’s easy for the other person to put off their decision i.e. “Well, that’s next month, so I don’t have to decide right away”. So, look to use the present tense to encourage action and commitment. Examples:
• “Help me to understand what needs to happen today”
• “Tell me about the situation as it now is”
• “What media are you using at this moment?”
• “Who else are you talking to now?”
• “What immediate effect would doing this have on your business?”
• “Why is this currently of great importance to your business?”
• “What frustrates you most about the current situation?”
As ever, you can provide more of your own for specific situation you’re dealing with
Presenting options and alternatives
Often, when discussing negotiations, or looking at providing sales solutions; you will want to present options and alternatives to the other party. You may be wanting them to look at something in a new way, or consider a course of action they haven’t taken in the past. Again, using a range of specific phrases can help. Possibilities include:
• “Consider what the outcome might be if XXXX happened”
• “Have you assessed the opportunities that can be gained by…?”
• “What could happen if you allowed us to…?”
• “Imagine the possibilities if…”
• “How could we convince your bosses to expand the…?”
• “Let’s look at the scenario if we agreed to…”
Final words…
The examples shown on these two pages will help you choose your language with care in a wide range of sales or negotiation (or any other communication) situations. There will be more tips in future Bulletins
Negotiation Word Power Part Two - To learn more about this author, visit Gordon Veniard's Website.
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John PowerJohn Power, founder of Biltmore Franchise Consulting, has extensive experience developing and marketing franchises and business opportunities. He has been in and around franchising for over twenty years. From 1980 through 1990 he conceptualized, organized, and developed the American Video Association. He grew AVA to 2,000 national members, before selling the company it 1990. It was later merged into another home video marketing company. From 2000 to 2005 he worked as a contract marketing and human resources consultant to several local and national companies. In 2005 Mr. Power began working as a franchise development consultant on a full-time basis. Since that time he has helped more than three dozen companies initiate and develop their franchising program. He notes that there are many companies interested in developing a franchise program, and who need his specialized assistance. Mr. Power is a “hands-on” franchise consultant. He said, “I am the ‘nuts and bolts’ person who tends to the details for my clients.” Mr. Power holds a B.S. degree with a major in Marketing. See: www.biltmorefranchise.com You may contact Mr. Power at: jpower@biltmorefranchise.co - Visit John Power's Website |
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Kim CastleWith nearly two decades in the advertising and design business, with clients like Domino's Pizza, General Motors, Direct TV, Pedigree, Wolfgang Puck, Higher Octave Music, Hollywood Celebrity Products, Disney, and Paramount, as well as thousands of entrepreneurs around the world define, structure, communicate, and position their business for greater profits, BrandU(R) co-creators Kim Castle and W. Vito Montone discovered that entrepreneurs could experience the same power that big brands command for a fraction of the cost with the world's only process-based results-drive Integral approach to business creation. BrandU(R) is helping entrepreneurs grow with the power of extreme clarity from idea...to brand...to market(TM) and helping one million entrepreneurs become successful and whole so that they can make a difference in the world. Are you one of them? If you want to experience clarity all the way to the bank(TM), get started now at http://www.brandu.com. - Visit Kim Castle's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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