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Best Practices Entrepreneurship Human Resources Management Marketing Negotiations Sales Skills Women In Business

Do You Know What Really Makes You Happy?

“Happiness is your state of mind that only exists when you think it does.” -Greg Williams, The Master Negotiator & Body Language Expert

One day you’re up. The next day you’re down, and so the yo-yo goes. Maybe the ups and downs are not daily, but it occurs to a degree in everyone’s life. Do you know the frequency of your ups and downs? Do you know what really makes you happy?

There’s a reason you should take account of your happiness quotient. It’s the doorway to accomplishing greater achievements. It’s also the doorway that leads to the perception of you leading a better life.

Consider the following insights to note your degree of happiness, what sparks it, and what might cause it to decline.

Self-Psychology:

Know the triggers that lead to happiness and unhappiness. Those two boundaries will be your guardrails that trip your inner silent alarm. Even if you encounter an abundance of happiness, sensitize yourself to how it occurred. You can use those stimuli to acquire greater happiness. That will serve as a motivator to spur you to higher heights. The point is, know what motivates you to stride forward faster and you’ll be more aware of how to do so.

Happiness:

Everyone has a slightly different definition of happiness. To understand the impact that happiness has on you, define what it means to you. Not doing so subjects you to the whims of life’s occurrences. You’ll relinquish control to those dictates and they, not you, will determine when you’re happy and when you’re not.

Unhappiness:

In my writings, presentations, and trainings, I’ve suggested to people worldwide that they note what makes them unhappy. Some have responded by saying, “why would I focus on negativity – that’ll only serve to make me unhappier”. Think about that for a moment. If you didn’t know what a hot stove felt like, you’d be more likely to touch it and get burned. How many times would you want that to occur? The point is, yin and yang are the boundaries of happiness. And unhappiness is the yin in that equation. The more you’re aware of what makes you unhappy, the more clarity you’ll have about how to avoid it.

Friends:

There are some things that we’re more passionate about than others; longtime friends can fall into that category. While some longtime friends can provide a form of happiness, you should be aware of the impact they have on other aspects of your life. In some cases, their views and opinions may no longer support the goals you’re seeking to achieve. If that’s the case, know the value that they add to your happiness quotient. You don’t have to discard them, just appreciate them for the value they add to your life from a different perspective.

What does this have to do with negotiations?

The degree of happiness you experience when negotiating will impact your degree of engagement. Happiness is an unseen ally that’ll allow you to think more clearly from which greater ideas will flow. It will also serve as the tool that unlocks your ability to make better offers and counteroffers.

The more you’re aware of what ignites your degrees of happiness when you’re negotiating and how to temper unhappiness, the better you’ll be when negotiating … and everything will be right with the world.

Remember, you’re always negotiating! 

After reading this article, what are you thinking? I’d really like to know. Reach me at Greg@TheMasterNegotiator.com

To receive Greg’s free “Negotiation Tip of the Week” and the “Sunday Negotiation Insight” click here http://www.themasternegotiator.com/greg-williams/

#Happy#Success #Emotion #Business #Progress #SmallBusiness #Negotiation #NegotiatingWithABully #Power #Perception #emotionalcontrol #relationships #HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions

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Best Practices Entrepreneurship Human Resources Investing Management Marketing Negotiations Sales Women In Business

Can You Negotiate in a Life and Death Challenge?

“Perception determines how you’ll engage in an endeavor. Thus, you should always assess your perception before doing so.” -Greg Williams, The Master Negotiator & Body Language Expert

There you are. Everything is on the line. You’re negotiating in a life and death challenge. What might you do and how might you negotiate differently giving the life and death challenge that confronts you? Would the answer depend on whose life you were negotiating for?

Okay, let’s turn the temperature down a little. Suppose it was your job or a contract that you were negotiating for instead of someone’s life. Would that alter the negotiation tactics and strategies you’d employ?

There are central components that flow through every negotiation. The only thing that changes is their order based on the severity of the negotiation.

The following are components that will occur in every negotiation you’ll encounter. Master them and you’ll have a greater chance of mastering successful negotiation outcomes.

Mindset: Your mindset is your greatest ally or foe.

  • Always be aware of the mindset you possess when negotiating. Your mindset will determine the degree that you think logically or illogically.
  • Your mindset will change based on the challenges you perceive and how you address them. That will impact the interactions you have with the other negotiator.
  • Be aware of what causes you to see yourself differently. Therein will lie embedded clues about why your mind shifts. 

Bonding: I understand you. We’re alike.

  • People like people that are like themselves. And, they want to be heard and appreciated.
  • Bonding helps people to perceive you as being like them.
  • The time to ask for concessions in a negotiation is when you’ve bonded sufficiently. It’s an important factor that increases the odds of getting what you want.

Positioning/Controlling the negotiation: Look how far we’ve come. I see a positive outcome on the horizon.

  • Prior to starting the negotiation establish what will be discussed. That will determine the flow of the negotiation.
  • Set the agenda to discuss the items of greatest importance first. The other negotiator will have his priorities. So, be prepared to trade points to ensure you control the negotiation’s flow.
  • Determine which strategies and tactics are most appropriate for the type of negotiation you’ll engage in.

Reframing: That’s not what I meant.

  • Know when to reframe an offer. Sometimes people perceive offers differently from what was intended. If you sense that, reframe the offer. That will allow it to be viewed from a different perspective, which could make it more appealing.
  • To reframe an offer to make it more appealing, position it as a benefit to the other negotiator.

Pace: Change of pace alters a negotiation’s flow.

  • Bypass points of contention when you want to avoid them (e.g. Let’s come back to that later).
  • Negotiate slower or faster to increase or relieve anxiety or pressure when it’s to your advantage to do so.
  • Changing your pace of speech when making offers will impact their perception. If more time is required to have the importance of an offer appreciated, consider speaking slower. That will subliminally convey its importance.

Hope: The outcome doesn’t have to be bleak.

  • Brandish hope as an ally. Doing so will keep people engaged in the negotiation.
  • Take hope away when the other negotiator strays in the wrong direction. Your intent is to let him know that he’s engaged in a losing proposition.

Every negotiation you’ll be in will not be life and death. But the components above will be in every negotiation you’re in. Using them adeptly will enhance your probability of having a successful negotiation outcome … and everything will be right with the world.

Remember, you’re always negotiating!

After reading this article, what are you thinking? I’d really like to know. Reach me at Greg@TheMasterNegotiator.com

To receive Greg’s free “Negotiation Tip of the Week” and the “Sunday Negotiation Insight” click here http://www.TheMasterNegotiator.com/greg-williams/

#Life #death #challenge #Negotiate #Negotiations #bodylanguage #Negotiator #Business #Management #SmallBusiness #Money #Negotiating #combat #negotiatingwithabully #bully #bullies #bullying #PersonalDevelopment #HandlingObjections #HowToNegotiateBetter #CSuite #TheMasterNegotiator #psychology #NegotiationPsychology

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Best Practices Economics Entrepreneurship Leadership Marketing Sales Skills Technology

Trends for Every Salesperson

Every profession goes through changes, especially sales. A certain sales technique may have worked in the past, but that doesn’t mean it’ll work today. To be a top-performing salesperson today and in the future, you must continuously adapt to both market and social conditions.

There are several new business trends taking place—all of which affect salespeople in every industry. Understand what the trends are and how to maximize them so you can maintain a successful sales career.

Your Past Success Will Hold You Back

People who are in sales long-term tend to be successful. However, success is your worst enemy. Being at the top and doing well means you’re just trying to keep up and meet demand. You’re not looking at future opportunities because you’re busy reaping the rewards of current ones. The old saying “If it isn’t broke, don’t fix it” should be reworked today to state, “If it works, it’s obsolete.” If you just bought the latest device, odds are that the newer, better version is already in existence and about to be released to the public. We must evolve to stay ahead of rapid obsolescence in business.

Technology-Driven Change Will Dramatically Accelerate

While it’s human nature to protect the status quo, you have to understand that technology is changing the future, customers’ behavior, and your company’s reality. If you don’t change, you’ll be out of a job. As a salesperson, you need to embrace change wholeheartedly rather than resist and hold tight to the past. Spend some time thinking about where these impactful changes are headed. Change causes uncertainty in customers’ minds, so you bring certainty to them when you display confidence in change.

Time is increasing in value

Time is becoming more important to people because we have an aging demographic of Baby Boomers in the United States. Time gets more valuable as you get older because you have less of it. The world is more complex, with much more for people to do with their time. With so much going on, everyone is increasingly strapped for time. As a salesperson, make your customers feel that talking to you is actually saving them time. The list of time wasters is virtually endless, and these hurt your sales and profits. Prove that you’re a time saver and people will choose you over the competition.

We’ve Shifted From the Information Age to the Communication Age

Many salespeople rely on static marketing tools like company websites, flyers, and sales letters. These methods are a one-way interface. The better way is to have your sales messages be dynamic. For example, you could have a contest that encourages people to go to your site and enter. Instead of just telling people to buy your snack product, you can encourage customers to go online and vote for the next new flavor, getting them involved. The key is to generate communication, engagement, and involvement through your sales and marketing efforts. Don’t just hand out information; you want to listen, speak, and create dialogue to capture your prospects’ interest.

Solutions To Present Problems Are Becoming Obsolete Faster

Almost every salesperson has been told to be proactive by taking positive action. Unfortunately, you must wait and see to know if a certain action is positive. Instead, be pre-active to future known events. You need to look at your customer segment and identify what types of events you are certain they will experience, and focus your actions on what will be happening rather than on what is happening. Being pre-active also means that you change the way people think. When you put out a new product, it takes a while to catch on because you’re not actively changing the way people think about how the product can be used. Constantly educate your customers on the value you and your products or services offer.

The Value You Bring Today is Forgotten Faster

Sell the future benefit of what you do. Most salespeople sell the current benefits to customers who already know what they are. Your goal as a salesperson should be to establish a long-term, problem-solving relationship with customers, not a short-term transaction. Your most profitable customer is a repeat customer, so help them realize the long-term benefit of your partnership. Show them how the products and services you offer will evolve with their needs by selling the evolution of your products and services. Sit down with your fellow salespeople to create a list of future benefits that you have for your customers, and then get an idea of where the product and service developers are heading to think of future benefits preemptively.

Sales Success for the Future

The more you understand and adapt to today’s current business trends, the better your sales will be—today and in the future.

Are you anticipating future trends in your sales career? If you want to learn more about the changes that are ahead and how to turn them into an advantage by becoming anticipatory, pick up a copy of my latest book, The Anticipatory Organization.

Pick up your copy today at www.TheAOBook.com

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Best Practices Body Language Entrepreneurship Investing Management Marketing Negotiations Sales Skills Women In Business

Do You Know When You Are On A Strong Peak?

 “Never view yourself as having peaked in life. There’ll always be other peaks to take you to higher points.” -Greg Williams, The Master Negotiator & Body Language Expert

Athletes know it, do you? Do You know when you are on a strong peak? A strong peak is different than a molehill. It’s when you are really at your best. It’s also important to distinguish when you’re at that point because to get there again, you must know how you achieved it.

Throughout our life, we peak and then we rest. During times of rest other occurrences beckon for our attention. Sometimes, instead of answering the call, we revel in our accomplishments and rightfully so. That’s not a bad thing. Because, during our respite, we re-energize ourselves, which prepares us for the conquering of our next summit.

It’s very important to note how we engage in the ups and downs that occur in our life. There are lessons of growth contained in those situations. One thing to remember is, when you’re down, you must get up. There’s always another peak waiting for you to conquer. When you’re up, know that it’s temporary. There will be higher peaks to reach.

The more you can use your mind to continuously strive to go higher in life, the higher you’ll go. Even when there appears to be a limit on your upward mobility, view it as being temporary. Until you die, you’ll always have the power to climb higher. Be you infirm, afflicted, or ridden by the doubt of self-disappointment, if you wish it to be and work hard enough to bring it to fruition, you can always climb to a higher point. Leap if you must from one peak to the other, that’s okay too. You’ll be seeking what awaits you at a higher level. Thus, dread not when you’re not at your strongest. Fear not when you’re encompassed by weakness. When you’re down, if you don’t give up, you’ll be able to climb up, up to higher heights … and everything will be right with the world.

What does this have to do with negotiations?

You’ll go through many mental peaks and valleys in a negotiation. When you sense you’re at a peak, note the offers, counteroffers, and strategies that served as your deliverer.

In every negotiation, you should be aware of where you and the other negotiator are mentally. Body language and other nonverbal signals will allow you to glean some insights (e.g. lack of sharpness, the way offers are viewed per what’s said, pondering too long, etc.). The point is, if you’re not alert, that might be an indicator that you’re not at a strong peak in the negotiation. Take heed of such positions. You’re more likely to make mistakes; the same is true of the other negotiator. There’s the opportunity for you to climb to a higher peak if the latter is true. But you’ll miss it if you don’t recognize the opportunity for the value it contains (i.e. knowing when you’re on a strong peak). Pay attention to such opportunities and greater rewards will await you at higher peaks.

Remember, you’re always negotiating!

After reading this article, what are you thinking? I’d really like to know. Reach me at Greg@TheMasterNegotiator.com

To receive Greg’s free “Negotiation Tip of the Week” and the “Sunday Negotiation Insight” click here http://www.themasternegotiator.com/greg-williams/

#Peak #Success #Emotion #Business #Progress #SmallBusiness #Negotiation #NegotiatingWithABully #Power #Perception #emotionalcontrol #relationships #HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions

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Best Practices Entrepreneurship Investing Management Marketing Negotiations Sales Skills Women In Business

Avoid Bias Mistakes – How to Negotiate Better

“Biases are motivators that move us to action. Be aware of those that serve you and those that don’t.” -Greg Williams, The Master Negotiator & Body Language Expert

Negotiator #1 – “I knew they’d back out of the deal. All of them negotiate like that.”

Negotiator #2 – “As I was negotiating with those guys, I knew I’d have to back out of the deal. They never negotiate fairly.”

In the above situation, neither negotiator was aware of their bias. The absence of that mindfulness brought unrecognized pressures on the negotiation. Each negotiator made mistakes because of it. It was also the reason the negotiation fell apart. Are you aware of your biases when you negotiate?

To negotiate better, note when you might possess the following bias mindset.

Cognitive:

These are biases that you’re aware of. They can easily slip your mind when you negotiate. It’s like breathing, automatic. The potential danger arises when you negotiate in an automatic mode and having this bias unknowingly directing your actions. To address it, be aware of what you’re aware of. Don’t shrug off a thought too lightly because you think you’ve addressed it. The more aware you are of how you feel, the better you’ll be at identifying why you feel a certain way.

Unconscious:

To be unconscious of anything is to be unaware of it. In a negotiation, when you’re unaware of a driving force, unconscious biases may be the source. To combat this possibility, note the source of your emotional sensations. Identify if you’re fearful, elated, expectant, or cautious. Then, note if it stems from a visual, kinesthetic, or auditory source. Doing that will sensitize your emotions to your state of mind. That will alert you to the realities of what’s motivating your action.

Culture:

It can be risky to lump everyone from the same culture into the same category. People are individuals with their own perspective of reality. The more you view someone as an individual, the greater the chance to see that person for the unique qualities they possess. Negotiating with them on that bases will enhance the opportunity to connect with them at their level. That will lead to better understandings about why they negotiate in a particular manner, while you help them obtain what they seek from the negotiation.

Bullying:

Some people bully others and some are just tough. Based on what you’ve experienced in life, you may deem someone a bully when negotiating. The person may just be a tough negotiator. There’s a difference in those personality types. Be very cautious about how you brand someone when negotiating. Because, the way you brand them will affect the way you view them, their actions, and the way you negotiate with them.

Confirmation:

We see what we expect to see. That affects our perception. Realize that your perception of reality won’t always be right. That should cause you to pause when you think, “I know he’s like ‘x’. Everyone in his group is just like that.” When making broad assumptions, be aware that anything which seemingly supports your beliefs may serve as confirmation about those beliefs. The truth may lie further from reality than you think. Don’t conflate like-appearing assumptions that should be thought separators.

The more you’re aware of the biases you carry into a negotiation, the less mental baggage you’ll have. Being aware of that fact and heightening it in the negotiation should lead you to greater negotiation outcomes … and everything will be right with the world.

Remember, you’re always negotiating! 

After reading this article, what are you thinking? I’d really like to know. Reach me at Greg@TheMasterNegotiator.com

To receive Greg’s free “Negotiation Tip of the Week” and the “Sunday Negotiation Insight” click here http://www.TheMasterNegotiator.com/greg-williams/

#Bias #Mistakes #Avoid #Negotiations #bodylanguage #Negotiator #Business #Management #SmallBusiness #Money #Negotiating #combat #negotiatingwithabully #bully #bullies #bullying #PersonalDevelopment #HandlingObjections #HowToNegotiateBetter #CSuite #TheMasterNegotiator #psychology #NegotiationPsychology

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Body Language Human Resources Management Marketing Negotiations Sales Skills Women In Business

Do You Hear What I’m Thinking?

“Delivered succinctly, your thoughts are accurately conveyed. Delivered unsuccinctly, and your message can get lost in a morass of confusion”. -Greg Williams, The Master Negotiator & Body Language Expert

How many times do you catch yourself not saying exactly what you’re thinking? You say one thing and the meaning becomes altered by what you emit. Okay, did you catch that? The intent was to state, … by what you omit. Such nuances can leave the receiver of your message confused about its intent. We omit complete thoughts at times because we’re not focused on what we say or write.

The following are two points to consider before communicating with others. They’ll help you communicate more effectively.

Know your environments.

Some people get tongue-tied due to their environment. They experience self-pressure because they want to perform better. That’s usually due to how they think they’ll be perceived versus how they wish it to be. Recognize that something is occurring that makes you feel unsafe in those environments. It may stem from the people in it or the environment itself (i.e. glitzy, downtrodden, etc.).

Prior to your entry, identify how you want to convey your thoughts, what might prevent you from doing so, and what you’ll do to become unstuck if that occurs. Having plans in place to move from one mental environment to another will allow you the mental dexterity to place your mind at ease and focus on the message you want to deliver.

Know your mental peaks.

Everyone has times in the day when they’re more mentally alert. Do you know yours? More importantly, do you know what times are best for the important communications that you’ll have?

When you’re at the ‘top of your game’ note how you got there. Is it something someone says that ignites it? Was it the exercise regimen you engaged in. Was it due to a lack of fatigue? Knowing the answers to these questions and others will allow you to identify when you’ll most likely be at your mental peak. When possible, choose those times to engage in more important communications.

When you communicate, whether in writing or verbal, there’ll be times when you don’t communicate succinctly. The better you become at identifying those times, the more alert you’ll be about their occurrence. That mindfulness should allow you to prepare better for the encounter, which should allow you to communicate better … and everything will be right with the world.

What does this have to do with negotiations? 

Every negotiation involves communications. It’s in the form of what you say and how you say it. Thus, as offers and counteroffers are exchanged, the words used to convey their sentiment impacts the perception of the offer. Therefore, if you don’t represent your thoughts appropriately, you’ll decrease the chance of communicating effectively. That can lead to a hellish negotiation.

In every negotiation, plan what you’ll say and the body language you’ll use when imparting your message (e.g. moving closer when offers are appealing – away when they’re not, hand supporting chin to reflect contemplation, hands pushing away to signal disdain for the offer, etc.). The more aligned your body language is with your message, the more your message will appear believable. Even if your full thought isn’t conveyed, the body language that accompanies it will add an extra dimension to the message.

Remember, you’re always negotiating! 

After reading this article, what are you thinking? I’d really like to know. Reach me at Greg@TheMasterNegotiator.com

 To receive Greg’s free “Negotiation Tip of the Week” and the “Sunday Negotiation Insight” click here http://www.themasternegotiator.com/greg-williams/

#Communication #Success #Emotion #Business #Progress #SmallBusiness #Negotiation #NegotiatingWithABully #Power #Perception #emotionalcontrol #relationships #HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions

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Best Practices Entrepreneurship Human Resources Management Marketing Negotiations Sales Skills Women In Business

Negotiate More Effectively by Knowing How to Act Better

“Everything in life is an act. And you’re the actor on the stage of your life.” -Greg Williams, The Master Negotiator & Body Language Expert

Do you plan how you’ll #act when you #negotiate? What #role do you decide you’ll play? Knowing the right role to display will allow you to negotiate better. You can’t predict every circumstance you’ll encounter in a negotiation. But the better prepared you are, the better your act will be.

Your act:

Everyone plays a role when negotiating. And, your role should align with how you wish the other negotiator to perceive you; that’s your act. You should not view it as bad or inauthentic; it’s an act. If it’s misaligned, you run the risk of weakening your position. As an example, you shouldn’t become a bully if you’ve been playing the role of someone that’s helpful. That would be a misalignment.

Consider the following and keep in mind that you can morph from one act to another. Just be sure there’s an easily perceived reason for doing so.

Nonchalant

You can adopt this act to project a ‘no-care’ attitude (i.e. if it happens, fine – if it doesn’t, fine). You might employ this demeanor when you wish to confuse the other negotiator about your real interest in what he’s offering. Make sure not to become unmasked by being too deep into the role. Because a fleeting offer may disappear before you can shift acts.

Defiant

“I won’t accept that offer under any circumstances!” Be cautious when adopting this act. It can leave you in a position that’s difficult to retreat from. While this can be a good tactic, if it’s overused and you must concede, you’ll be weaker throughout the rest of the negotiation.

To combat the perception of being in a weaker position, consider feigning momentary hopelessness. It’ll lend credence to your act. But you must attempt to regain your defiant act, be it from a less entrenched position, to regain your position. You’ll only be able to use the hopelessness ploy once, twice if you’re overly convincing. So, be mindful of how and when you employ it. If you do so too early in the negotiation, you’ll lessen its effect later. If you do it too late, you’ll bring additional scrutiny upon your act.

Helpful

Most people like helping people. It’s a characteristic that’s pleasing. It’s also a characteristic that some people despise. Thus, you must know when to be a helpful actor and when to drop the act.

Dominant negotiators, the bullying type, tend not to want help. They already know what’s good for the negotiation. From their perspective, your insights will only hinder the process.

Invoke the helpful act with collaborative negotiator types. They seek input to promote win-win negotiation outcomes. To better effect this act, consider when you’ll lead and when you’ll follow. To follow, ask the other negotiator for her opinion. Then, build on it. To lead, present a non-threatening offer and ask your collaborator what she thinks of it. Build on what she says.

Dominant

Most people don’t like to be dominated; it places too many restrictions on them. Nevertheless, acting dominantly versus someone that’s savvy and in control can have its benefits. The difference lies in whether you’re perceived as being overbearing, strong-willed, or just knowledgeable. To effect this act, attune yourself to the other negotiator’s perception. There can be hidden value in this role. Knowing how to uncover that value makes it more valuable.

The stage you’re in, in the negotiation, should direct how you act. Like a good director, if you time your actions appropriately, your actions will be more believable. That will lead to more winning negotiation outcomes … and everything will be right with the world.

Remember, you’re always negotiating!

After reading this article, what are you thinking? I’d really like to know. Reach me at Greg@TheMasterNegotiator.com

To receive Greg’s free “Negotiation Tip of the Week” and the “Sunday Negotiation Insight” click here http://www.TheMasterNegotiator.com/greg-williams/

#Act #Negotiations #bodylanguage #Negotiator #Business #Management #SmallBusiness #Money #Negotiating #combat #negotiatingwithabully #bully #bullies #bullying #PersonalDevelopment #HandlingObjections #HowToNegotiateBetter #CSuite #TheMasterNegotiator #psychology #NegotiationPsychology

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Best Practices Entrepreneurship Industries Leadership Marketing Sales Skills

7 Failures of Business Growth

If you want to stand out in today’s marketplace, you must work smarter, not harder. This is easier said than done, however, as despite their best intentions, companies get snarled in the glaring failures that derail business growth and stagnate profits.

In order for you to avoid these failures, you have to be aware of the most common ones and the strategies for combating them. The following will help you turn failure into success.

1. FAILURE TO ANTICIPATE
Most companies react to change as it occurs. You must anticipate and plan for future changes. You can anticipate a great deal in your industry. For example, are automobiles of the future mostly going to be electric instead of gas? Many think so. Could automobiles hover like drones instead of drive on four wheels? Of course!

Instead of being a crisis manager and reacting to change, anticipate changes so you can drive growth from the inside out. Spend one hour a week focusing on predictable opportunities to strategize and become more of an opportunity management organization.

2. FAILURE TO COMMUNICATE
There is a difference between informing and communicating. Informing is one-way and static,  and seldom leads to action. Communicating is two-way and dynamic, and usually leads to action. We have these fantastic Communication Age tools but use them in an Information Age way. If you can’t communicate internally with your staff, how can you communicate externally to customers and shareholders? When you focus on maximizing two-way communication, you can create a Communication Age organization and accelerate positive change.

3. FAILURE TO COLLABORATE
The majority of people tend to cooperate, which is a lower-level function different from collaboration. Even though we often use the word “collaborate,” we frequently really just mean “cooperate.” Cooperation means, “I won’t get in your way if you won’t get in mine.” Such an approach produces results but certainly not outstanding results, because it’s based on a scarcity mentality.

Collaboration is instead based on abundance and gets competitors to work with you rather than against you. It occurs when we put our heads together and ask ourselves, “How can we create a bigger pie for everyone?”

4. FAILURE TO INNOVATE
When asked what their last big innovation was, most companies have to go back five or ten years to cite something meaningful, as the majority of companies innovate once, form a company around the innovation, and then let it ride. They stop innovating and instead spend a great deal of effort asking themselves how they can become more efficient by doing more with less, reducing overhead, and using technology better. You must ask yourself how you can use technology and staff to create new products and services to increase sales all around. Innovation fuels profitability and efficiency.

5. FAILURE TO PRE-SOLVE PROBLEMS
Always remember that a problem isn’t an opportunity in disguise; it is a problem! A problem is only an opportunity before it occurs, and most problems we experience are predictable. If you ask customers what they want and then give it to them, you’re missing the real opportunity. Instead, you need to think at a level higher and ask yourself and your customers, “What problems are we about to have?” Develop new solutions based on those answers and base your product development on your customer’s future problems.

6. FAILURE TO DE-COMMODITIZE
Unfortunately, most companies come up with something new and make it their main product. Other companies copy the product, and then market saturation occurs. Try de-commoditizing your offering by taking your product and putting a service wrapper around it. For example, in the electricity industry, the utility provider cannot increase prices without permission from ratepayers. One electric company bypassed this limitation by creating what it calls “digital electricity.” They sold customers a product that, for a higher cost, prevented any fluctuation of voltage from occurring. Many big companies signed up for this more expensive service, and in the near future, homeowners with streaming devices will have a similar interest. This electric utility took a product and wrapped a service around it in order to de-commoditize.

7. FAILURE TO DIFFERENTIATE
Too many companies become just like everyone else. True strategic planning needs to be more than numbers based; it needs to focus on how you can differentiate your company and products from those of the competition. You differentiate by avoiding all the failure modes we’ve discussed that prevent business growth. You anticipate, communicate, collaborate, innovate, pre-problem solve, and de-commoditize. Become what your competition isn’t in order to differentiate.

BUSINESS SUCCESS IS ON YOUR HORIZON

When you know the failures to avoid and the strategies for combating them, you’ll be well on your way to learning from these failures, rethinking the way business is done, and creating an organization that continues to grow despite external factors.

NEXT STEP: Pick up your copy of The Anticipatory Organization to discover proven strategies to accelerate innovation and shape the future–before someone else does it for you!

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Marketing Personal Development

5 Questions To Qualify Photographers Beyond Their Portfolio And Price Tag

One of the biggest misconceptions about choosing the photographer that’s best for your needs is that you base that decision solely on the photographers price tag and portfolio.

In one sense, this line of thinking makes sense considering the level of work that you want from a photographer must aptly represent the style and presentation you’re looking to get from your image content, while living comfortably within your budget.

But, be warned.

If you do that, you’re setting yourself up to potentially waste your investment of time and money.

How come?

A successful and valuable portrait session is not solely dictated by the skill of the photographer behind the camera and how comfortable you are with paying for this skill.

Yes, these are absolutely important factors to consider, but, the work that they’ve created in the past does not mean they’ll necessarily be able to produce the same results by working with you.

There are many more variables to consider when hiring a photographer that’s right for you.

First, is there a natural rapport and connection between you two? Second, are they ready to help define and support your objectives and goals that you have for your portrait session?

In order to answer these questions, you must do some digging when you have these potential photographers on the phone by asking them the right questions that will clearly illustrate whether or not they are a good fit to work with you.

When you feel energized and confident after getting off the phone with them because you now have a clear understanding of who they are, how they work AND how good they are in producing magazine-quality portraits that present you as the expert you are, you’ll be in a much better place to make your decision.

After all, you don’t just want to hire a button pusher with a fancy camera – it’s essential to work with a collaborator in your success – and that’s what you really need in order to get the image content that’s required for your website, social posts, blog articles, speaker submissions, ads, and everything else associated with marketing your business online and in print.

With that in mind, what are the questions that you need to ask?

I’m glad you inquired, 🙂

Let’s go through some important ones…

How do you make your clients comfortable in front of the camera?

This is huge.

Why?

When you fake it in front of the camera, it will show all over your face.

You want to work with a photographer who has the type of personality that will inspire you to drop your guard, get you out of your head thinking about every perceived blemish on your appearance and into the moment so that your body language and expressions on your face are natural to who you are.

When you’re on the phone with this potential photographer, pay close attention to how they answer this question, and think to yourself whether or not this person will inspire comfort and confidence out of you. Is their voice soothing? Does the tone they use resonate with me? Do they make me laugh? Will I be comfortable being open and honest with him/her during the session?

It doesn’t matter how amazing the photographer’s portfolio is – if you don’t feel comfortable with this person in the same room with you – you’ll never get the photos that your business requires.

How do you direct during a session? Are you quiet or very talkative? Technically driven? How do you do your thing?

This question is along the same lines as the one above, although it allows you to get in the weeds a little bit more with respect to their process, giving you the opportunity to see if their directing style meshes well with your sensibilities.

Do you prefer someone to talk non-stop throughout the session in order for you to stay focused on the present moment? Or, are you super confident in front of the camera, have done this a million times and need minimal direction in order to produce the types of portraits you need to promote yourself?

That needs to be answered by you and you alone.

Once you know what you need in order to maximize the results of the session, ask the photographer how he/she works, and you’ll know immediately whether or not this particular photographer is a good fit for you.

Have you worked with a (your specialization) in the past? How did it go?

One of the primary issues with image content within the speaker, author, coach and high-level entrepreneur communities is that the portraits they post are not quite what they need to truly resonate with their audiences.

Yes, there’s a lot of beautiful work out there, and these thought leaders look as spectacular in their photos as they do when they’re on stage presenting, but, there’s something missing…

…it’s not enough to simply look your best in your images – that’s just a stud in the foundation.

You also need your image content to visually punctuate the sentiments and emotion of every story that you share with your audience in order to truly gain their attention and advocacy.

Remember – the primary goal of leveraging image content is to build connection and rapport with your audience

As a result, you need images that not only flatter and accentuate your appearance, but they also need to clearly illustrate who you are, who you serve, and why you do what you do.  

How do you achieve this?

Don’t just stare into the camera and look pretty!

Create lifestyle portraits that show your audience how you work, how you work with clients (virtually, in person, etc), and how do you brainstorm your thought leadership.

(Side note – it’s also important to present powerful images of you speaking from the stage, but, that’s a separate component that I’ll elaborate on in future articles.)

These types of portraits de-mystify your process, breaks down the fourth wall and allows for your audience to envision what working with you looks like, which goes a long way to establishing trust.

When you pose this question to a potential photographer, it will generate an answer that will let you know whether or not this photographer understands what you need or is just focused on making you look good in front of the camera. 

And believe me, I don’t know one photographer that doesn’t want their clients to look good, 🙂

Do you provide a pre-session strategy call, and if so, what do we go over specifically?

If the answer is no, then this is your cue to politely end the call.

Why?

If you work with a photographer who opts to “wing it,” then they are not going to get you what you need. They are not truly collaborating in your success. How are they supposed to know what you need? Telepathy? Magic?

You’re an established pro and it’s essential that you receive that same level of professionalism and investment from your photographer in order to produce the images are required for your business.

Good photographers who provide excellent results want to know the finer points of what makes you unique and special, and that doesn’t happen without a lengthy conversation.

For example, when I was starting out my photography business, I conducted private portrait session without a call, and the results varied wildly to say the least.

Now, I interview my clients with a slew of questions meant to bring light to their short-term and long range business goals, what offers they plan on enacting within the next year, what books inspire their thought leadership, their tools of their trades, what types of outfits they wear when working alone or are with clients, questions about their personal hobbies and interests, among many other related topics of interest.

These unique tidbits translate directly into image content that we will capture during their sessions, making it a more personalized and optimized experience.

It’s not a nice to have – it’s a prerequisite.

“Talk to me about the image selection process – will you help me, am I at it alone or is it a combination of the two?”

Some clients have expressed to me that in their past portrait sessions, the scariest part was not the session itself, but afterwards, when the photographer would send them a link to a gallery filled to the brim with images and left it up to them to figure out which ones they wanted to purchase.

Um, yeah – that’s overwhelming for many people, and not a lot of fun to work through alone.

With regard to my process, I love sitting down and reviewing every single image I capture with my clients – it’s like Christmas morning and I’m a grandmother watching the joy on their faces as they “unwrap” these portraits one-by-one and see themselves in a way that they’ve never seen before. We talk about how each photo could be best leveraged in their business (social post, website, profile pic, etc), and toss the ones that miss the mark.

My clients appreciate the hand holding, advising and added value to their photo session experience.

Understand what your ideal experience is with respect to selecting images and ask the question to see if the photographer on the phone is prepared to provide you with the help and guidance that you require.

Engaging in a portrait session is an extremely intimate experience, make no mistake about it.

You’re putting yourself under a microscope for several hours, sharing your vulnerabilities with a person photographing them non-stop.

It’s a scary, or, at the very least, time-consuming proposition, but, if you seek to create a memorable and referable online presence, it’s absolutely essential that you get this part right.

By qualifying the people behind the camera before you set one foot in front of the camera, you’re setting yourself up for a wildly successful and beneficial session.

—

John DeMato is a NYC-based lifestyle portrait photographer and content creation expert who serves speakers, authors, coaches and high-level entrepreneurs across the country. He also has a 3x weekly blog that shares a variety of strategies, insights and tactics related to presenting yourself memorably and powerfully through your online presence.

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Best Practices Entrepreneurship Management Marketing Negotiations Sales Skills Women In Business

How to Negotiate Better and Avoid a Liar’s Beating

 “To avoid beatings, avoid their cause.” -Greg Williams, The Master Negotiator & Body Language Expert

When you negotiate with a liar, be cautious. Identify him as fitting into one of three categories, a habitual liar, a loose attendant with facts, or one that honestly misstates information. There’s a distinct difference between those three mindsets. To negotiate better and avoid a liar’s beating, know those differences and how to address them. This article notes the distinctions and gives insights into doing just that.

Habitual Liar

This is the negotiator that will lie for the pleasure of deceiving you. He obtains a ‘high’ when viewing himself as a master trickster. He’s also the most dangerous negotiator type that you can encounter because, at times, he’ll lie just to be lying. Don’t let your guard down with this type of negotiator. If you do, you may pay a high cost for your lesson.

Loose with Facts

The negotiator who uses facts loosely may be someone that seeks to sway you with information. He may do so if he senses your logic is driven by data. In his attempts to sway you, he may quote statistics and/or facts that aren’t as valid as he professes them to be.

If you suspect he’s playing loosely with facts, pull out your mobile device. Ask your favorite Internet site about the validity of his statement. Do that in front of him. You may have to do that a few times. He’ll get the hint that you’re not someone swayed by the tactics he’s employing.

Misstates Information

Something that’s stated as the truth is a lie if it’s not true. And, everyone misstates facts at times. This may occur due to faulty memory. Because of that, your guard doesn’t have to be as high as with the other two types. Nevertheless, you should still note the degree of misstatements he makes. If he projects a demure demeanor while doing so, he may be using that as cover to hide his deceit.

Test the Liar

Regardless of the liar type, test him. As an example, cite an erroneous fact pertaining to the negotiation. Observe what he does with it.

  • The habitual liar may embellish it, or attempt to use it to his advantage quickly; this may occur at any point in the negotiation.
  • The loose fact individual may extend your version while waiting to see where it might lead; he’s not ready to bite on your bait. If he brings it up later, note when he does so. That’ll be an insight into how he plans to use such information.
  • The misstates facts person may not say anything; that could be a clue that he’s not overly enamored with facts or the lies that extend from them. But, if he attempts to use the erroneous information to his advantage, consider moving him into one of the other categories.

If you sense deception, use the web the other negotiator is spinning to capture you, to ensnare him. To do that, if you’re speaking in-person, watch his expressions. Observe the degree his eyebrows rise; to the degree they do so, you will have surprised him. Note what he does next (i.e. stammer, clears his throat, rubs his eye(s)). Those gestures will indicate that he knows you’ve caught him. And he knows that you know it.

In every negotiation, a negotiator will lie to some degree. You should be most concerned with those that continuously lack conformity to the truth. They’re the ones that will attempt to expand the negotiation pie, only to steal it from you in the end. Thus, the more adept you are at recognizing and knowing how to negotiate better to avoid a liar’s beating, the less likely you’ll incur that beating … and everything will be right with the world.

Remember, you’re always negotiating!

After reading this article, what are you thinking? I’d really like to know. Reach me at Greg@TheMasterNegotiator.com 

To receive Greg’s free “Negotiation Tip of the Week” and the “Sunday Negotiation Insight” click here http://www.TheMasterNegotiator.com/greg-williams/

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