C-Suite Network™

Menu
Search
Close this search box.

Category: Sales

Categories
Marketing Personal Development Sales

Now Is Not the Time To Shut Down Your Growth Engine

Now, more than ever, we need to keep our growth engines running. Sales must maintain activity levels. Marketing must keep the digital lights on. This is not the time to slow down or stop.

This past week I’ve talked with many leaders that are facing hard choices. I’ve seen some companies make the first cuts in sales and marketing. I understand there are hard choices to be made in this season. There may be some fat you can trim that should have been done months ago. But overall, I want to challenge business leaders: keep your growth engines running.

Fortunately, it seems like the Small Business Administration is committed to keeping the American economic engine running. Low-interest loans with favorable terms are available for leaders that have the guts to keep moving forward.

We have to keep the growth engines running.

This crisis will pass. When it does, companies that kept their growth engines running will be ready to help. Companies that shut down their engines will scramble to get going again. Many of them will not have the resources to get restarted.

Your Revenue Growth Engine is the sum total of your sales and marketing efforts. Together, these activities drive the lifeblood of your business: revenue.

Three Reasons To Keep Your Growth Engine Running

1. You Don’t Know When The Rebound Will Happen

Have you ever tried to time the stock market? That never works well for anyone. And even if you could time the market and get back in at the bottom, sales doesn’t work like that. In order to be there at the bottom, you have to be there. If you don’t have a sales team, you won’t be there and you’ll miss out on the rebound.

2. It’s Easier To Sustain Momentum Than Start Again From Zero

Your growth engine is more like a freight train than a race car. You can’t just go from a dead stop to 80 miles per hour. Revenue comes from relationships. Relationships are built and sustained over time. If you sideline your sales team, you can’t sustain relationships. If you turn off your digital marketing, you erode trust. Right now, we need to maintain momentum.

You might think you can restart when everyone comes out of their bunkers. The problem is that your revenue engine is like a freight train. It might take more resources to restart from a dead stop than it will to keep the train in motion. If you are able to restart from a dead stop, you might not be able to get in motion as fast as your competitors who kept their engines running.

3. It’s Our Patriotic Duty

Our government leadership has said that they prefer to help businesses keep people employed rather than pay out unemployment. It appears they are willing to help us weather this storm so we can come out strong. Why are they willing to help? If every business shutters their sales team and closed its digital doors, our economy will be in even worse shape, causing even more misery. We need to keep the engine running.

The Mindset of a Farmer

In sales, we talk about hunters and farmers. Hunting is fun because you see immediate results. If you have an opportunity to help someone right now, bag the deal.

Guess what? For the most part, we are farmers in this season.

What do farmers do? They cultivate the soil, plant seeds, and maintain their equipment.

Plant Seeds

Right now we are planting seeds. No farmer would expect a harvest immediately. This comes in time. Any farmer that doesn’t plan seeds right now is living in fantasy land if they think they can harvest a crop in six months. Sales and marketing plant seeds by being present, communicating consistently, and sharing helpful ideas.

Cultivate The Ground

Farmers till the soil. It’s hard, unrewarding work. However, for seeds to grow and bear fruit, this work needs to be done. Sales cultivates relationships by staying in touch with prospects and clients, empathizing, and offering to help. Marketing cultivates the ground by sharing helpful ideas that build trust.

Maintain Your Equipment

Farmers use the winter to maintain their equipment. Tractors are serviced and cleaned. Implements are prepared for the rigors of the next season. Sales need to take this time to sharpen their sales skills. Marketing needs to take this time to maintain an online presence. Harvest will come and the companies that take this season to maintain their equipment will be ready.

What Should We Do?

Here are some ideas to keep your growth engine running.

Sales: Maintain Activity Levels

Sales must remain active. While things were going well, you may have managed yourself or your sales team based on hunting metrics: sales results. During this season of planting and cultivating, you may need to grow, manage, and reward your team based on top-of-funnel activity. You might adjust your comp plan temporarily to reward reps based on calls, social touches, sequences launched, and periodic business reviews.

Train your reps. Invest in your team during the offseason so they can hit the field ready to win.

Marketing: Keep The Digital Lights On

Marketing must keep communicating. When you stop communicating, you cease to engage in the digital world. Right now while we are working from home, we are undeniably in a digital world. For years, marketing experts have been urging us to build and maintain a vibrant online presence because our buyers are digitally-enabled and socially-empowered. How true is this now?

Does your message need to change in the short term? Yes. (Some ideas here: Outcomes Clients Want During a Crisis: How To Shift Your Sales and Marketing Message In the Short Term.) But you must keep communicating and stay digitally engaged.

This season for marketing to plant, cultivate, and maintain the equipment. Keep communicating by sharing ideas on your blog and social media. Take this downtime to improve the website and refresh your sales collateral. Have you put off investment in marketing automation and sales enablement? Now is a good time to get this infrastructure in place.

Keep Your Growth Engine Running

Some companies will stop their engines right now. Salespeople will be laid off. Marketing will come to a grinding halt. This will be done in an attempt to survive and preserve salaries for core employees. Here’s the challenge with this mindset: if you don’t have a growth engine you won’t have a company.

I implore you: find a way to keep your growth engine running. I realize hard choices need to be made in this season. However, the companies that shut down their growth engine will have a really hard time in the aftermath.

Companies that dig in, plant seeds, cultivate the ground, and maintain their equipment will be there to reap the harvest.

Categories
Body Language Entrepreneurship Management Negotiations Sales Skills Women In Business

“How To Negotiate In The Frightening Times Of Reckoning” – Negotiation Tip of the Week

“The only thing that trumps fear is a conscious mind controlling it.” -Greg Williams, The Master Negotiator & Body Language Expert (Click to Tweet)

Click to get the book!

“How To Negotiate In The Frightening Times Of Reckoning”

 

I didn’t need all this stuff. Then why did you buy it? Just in case I need it. They’re shutting down everything. And right now, I, along with a lot of people, are afraid of what’s coming. Heck, you’re scared of what’s happening? It’s already here!

With a worldwide pandemic upon us, some will perish, some will become mentally crippled, and some will thrive. The most predominant factor that will dictate the categories people fall into will be how well they negotiate in these and the coming times.

The following are a few insights to consider to increase the probability of getting through the Coronavirus pandemic.

Mindset

People are seeking calm and reassurance. If you’ve been reading my articles on body language, you know that the body always tries to stay in a state of comfort – it wants to feel safe and calm. And when it’s out of that state, it exhibits signals indicating that something’s wrong – that’s how you can decipher someone’s thoughts (i.e., by the body language signals they cast).

During this and any pandemic, people become scared. They’re afraid of the prevalent uncertainty that surrounds them. And thus, they don’t know what meaningful actions to take. So, they follow the herd, which in many cases doesn’t know where it’s headed. And that’s the void that you can step into. Show people, teach people, calm people, by giving them a sense of purpose and direction. Shine a new path of hope and safety for them to embark. They’ll trust you more when you negotiate with them.

Negotiation Strategies

Offers

In the coming months and years, some people will become less discerning about maximizing their gains versus losing an opportunity – because there will be a surplus of some big-ticket items (e.g., cars, etc.). When possible, negotiate with individuals that must move items quickly; less those items lose more value. And be mindful of the speed you use to make and accept offers, which will depend on whether you’re buying or selling. If you’re the seller and you have leverage, push to close the sale quickly. If you’re the buyer, let the seller sweat – move slower.

Cash

Having cash-in-hand will induce some people to lower their prices. To enhance that image, display the money when you’re at a close point of agreement. And then ask, as you show the cash, how about I give you ‘x’ right now (display the exact amount you intend to offer), as you extend the money to the person. Let it linger there for a moment to see if he accepts it. If he doesn’t take it after a few seconds, slowly begin to withdraw it and observe his body language. Note if he becomes nervous – that’ll be a sign that he’s grappling with indecision. You will have done two things with your offer and gesture. One, you’ll show him how close he is to getting something where he might not get anything. Two, your slow movement of withdrawing the money serves as a takeaway, a loss of something someone is about to incur. Psychologically, people will fight harder to keep from losing something than they will to acquire it. So, you have that factor in your favor too.

Takeaway

As indicated a moment ago. When someone senses loss, and it’s something they want, they become motivated to keep or acquire it. Once again, that’s the power of the takeaway. It implies that someone is about to lose something they want.

While this is a powerful tool in a negotiation, be mindful of not overusing it. Because, if you use it too frequently and still allow the other person to obtain what he wants, you’ll be teaching him to dismiss your takeaway. You will have devalued it. Thus, be aware of how and when you use it.

You, Thought Leader

Thought leadership is another form of negotiation. Because people follow the thought leaders that they trust. And they do so more in frightening times of reckoning.

On the back label of the products we consume, there are several factors listed for information purposes. There are nutritional facts, ingredients, and a ‘best by’ or expiration date. That information displays a sense of the product’s life cycle, and the continuum it’s on, along with its nutritional viability. It’s a way to set the expectation in someone’s mind for how long the product is usable. And that’s what you can do as a thought leader – reassure people that there’s no expiration on their health and financial future if they adopt specific procedures. To do that, you must be aware of reliable and current information that those who follow you can use. And that will enhance the perception of those with whom you negotiate.

Reflection

The thoughts on mindset, negotiation strategies, and thought leadership, are ways in which you can negotiate in frightening times and enhance the perception of your leadership abilities. To do so successfully, you must become well attuned to factual circumstances occurring around you. And, you must be aware of what those that follow you need and want – and don’t confuse those two. There’s a perspective difference in what people want versus what they need. If they truly need it but don’t want it, you may have a more difficult time getting them to accept it. That’s where your negotiation skills will become tested. In a best-case scenario, they’ll need and want your offering.

When we come through this pandemic, one day we’ll look back on it and think these times were not that bad. Time will be the healer of the pandemic image. Thus, no matter how bad a situation is when you’re going through it, those times always appear to be perilous. So, fret not. Instead, possess a healthy mindset that will insulate you from seeing unreasonable scary things ahead, and increase your negotiation skills (which will enhance your leadership abilities). By doing so, you’ll become better positioned to see it through (i.e., the pandemic). And everything will be right with the world.

 

 

Remember, you’re always negotiating!

 

Listen to Greg’s podcast at https://anchor.fm/themasternegotiator

 

After reading this article, what are you thinking? I’d 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 https://www.themasternegotiator.com/greg-williams/

 

#TheMasterNegotiator #GregWilliams #negotiation #Coronavirus #Recession #NegotiationSkills #Stress #Secrets #bodylanguage #csuitenetwork #thoughtcouncil #readingbodylanguage #Control #Conversations #NegotiationStrategies #NegotiationProcess #NegotiationSkillsTraining #NegotiationExamples #NegotiationTypes #ReadingBodyLanguage #BodyLanguage #Nonverbal #Negotiate #Business #SmallBusiness #Negotiation #Negotiator #NegotiatingWithABully #Power #Perception #emotionalcontrol #relationships #BodyLanguageExpert #HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions #GregWilliams #success #negotiation examples #Negotiation strategies #negotiation process #negotiation skills training #negotiation types #negotiation psychology #Howtowinmore #self-improvement #howtodealwithdifficultpeople #Self-development #Howtocontrolanegotiation #howtobesuccessful #HowToImproveyourself

 

Categories
Entrepreneurship Human Resources Management Negotiations Sales Skills Women In Business

“Coronavirus–Recession – How To Negotiate In A Dangerous World” – Negotiation Tip of the Week

“When perilous times are pending, be decisive in your actions. Because those actions will determine your future.” -Greg Williams, The Master Negotiator & Body Language Expert (Click to Tweet)        Click to get the book!

 

“Coronavirus–Recession – How To Negotiate In A Dangerous World”

 

One blindsided us – the Coronavirus. The other shouldn’t – the recession that’s coming. Regardless, that’s a one-two gut punch that will drop a lot of unprepared people. Yes! We are moving into a dangerous new world. What are you doing to prepare for what’s to come? There are ways you can mitigate risks. If you ask how – the answer is – by increasing your negotiation skills. And don’t you dare smirk at that!

With people’s worldwide mobility threatened, due to the Coronavirus, and a recession looming on the horizon, now is the time to become aggressive about increasing your negotiation abilities. That’s not frivolity. That’s a fact!

People around the world will have to become accustomed to a new normal, one that’s fraught with restrictions. It will contain a realignment of values, norms, and acceptance of beliefs. And those restrictions will become the hidden sources of advancement for those whose negotiation skills can meet those future challenges.

The following are thoughts to consider and a few beginning ways that you can use to increase your negotiation skills.

 

Positioning

She didn’t realize it. But she’d just done severe damage to her negotiation outcome. And that was due to how she’d positioned herself – the way others saw her.

The way you position yourself before you enter into a negotiation is another component that indicates how successful your negotiation efforts and results will be. With the pending realignment of world values and perspectives, you know what’s coming – a downturn in economic opportunities. So how will you position yourself to take advantage of what will be a new normal? How do you wish those that you’ll interact with to view you? That’s a decision that you have to make based on the goals you’d like to achieve. You have a runway of time to begin formulating that perception. Use time wisely to create the image that’ll serve you best going forward!

 

Questions

Questions are the gateway to deeper enlightenment. Thus, the questions you ask determine the degree you’ll become enlightened. Asking the right question(s) has several components to them. They cause the questionee to become reflective (i.e., go into thought-mode), excite that individual with an implied benefit to acquire something he seeks, or suggest a ‘better outcome’ if that person adheres to your suggestion(s). And those components don’t have to exist in the same question. They can be interspersed with one another or used in a standalone form.

Then, there are different forms of questions that you can use to uncover secrets and other concealments. You’d use them to gain more significant insights about the information that you can use to advantage your position.

 

Assumptive/Implied questions – Assumptive questions give the impression that you know more than you’re disclosing. You use them to nudge someone into giving you more information. If you’re bargaining with someone over price, you might ask, how much did you lower the cost when you dealt with ‘x’? The assumption implied is, you’re aware that the seller lowered the price in the past. Even if he said he didn’t reduce it, you’ve gained additional information. From there, it might behoove you to test him further to validate his claim.

 

Regurgitated questions – Use this type of inquiry when seeking to verify the truth. To do that, when you recite someone’s responses, alter them. As an example, if a person responded to a previous question by stating he was in a red car on the night in question, later in the conversation, you could ask him about the blue car that he mentioned. And then, either keep speaking or pause momentarily –  what you do at that point would be based on the degree you already thought his statement was suspect.

You intentionally mention the wrong color of the car to see if he corrects your misrepresentation of what he’d stated (i.e., red car instead of a blue car). If he doesn’t correct you, based on what else you may have noted that you’ve questioned, you would have garnered information about the believability of his declarations.

 

Response to questions – You should also be aware of how people respond to your questions. As an example, if I ask you what time did you do that, and your response is, it was late, you responded, but you’ve not answered my question. You might not have known what time it was, or you may have been attempting to avoid answering an inquiry that you didn’t want to disclose. Be alert when this occurs. And explore further if you sense there’s more to uncover.

 

What To Do Now

Practice your negotiation abilities. Do that by asking for small increments in any activity you negotiate. As an example, if you’re in a store that you’re almost positive would not give you a discount, ask for one anyway. Even if you don’t achieve it, you’ll gain insights from the lessons learned (i.e., did you ask the right person, what was the initial response you received, how did you respond, was the situation right for that time, etc.). You can take that feedback to hone your negotiating abilities moving forward. And practicing is just a tiny nuance to enhancing those skills. For further enhancements, read, listen to negotiation podcasts, and observe others as they’re negotiating. Take note of the tactics they use, with whom they use them, and the outcomes they receive. There’ll be a wealth of knowledge contained in that activity.

 

Reflection

Authorities are already restricting the movements of their citizens in parts of the world due to the Coronavirus. They’re telling their citizenry to stock up on provisions and limit outdoor activities. That’s the beginning of the challenging times to come. Next will be the recession.

The clock has stopped ticking. And the proverbial bomb has gone off. Make sure you insulate yourself from the recession fallout that’ll follow. Do that by enriching your negotiation skills. And for you, everything will be right with the world.

 

Remember, you’re always negotiating!

 

Listen to Greg’s podcast at https://anchor.fm/themasternegotiator

 

After reading this article, what are you thinking? I’d 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 https://www.themasternegotiator.com/greg-williams/

 

 

# Coronavirus #Recession #World #NegotiationSkills #csuitenetwork #thoughtcouncil #Bodylanguage #readingbodylanguage #Negotiation #Control #Conversations #NegotiationStrategies #NegotiationProcess #NegotiationSkillsTraining #NegotiationExamples #NegotiationTypes #ReadingBodyLanguage #BodyLanguage #Nonverbal #Negotiate #Business #SmallBusiness #Negotiation #Negotiator #NegotiatingWithABully #Power #Perception #emotionalcontrol #relationships #BodyLanguageExpert #HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions #GregWilliams #success #negotiation examples #Negotiation strategies #negotiation process #negotiation skills training #negotiation types #negotiation psychology #Howtowinmore #self-improvement #howtodealwithdifficultpeople #Self-development #Howtocontrolanegotiation #howtobesuccessful #HowToImproveyourself

 

Categories
Best Practices Body Language Entrepreneurship Human Resources Management Negotiations Sales Skills Women In Business

“This Is How To Unlock Secrets Hidden By Stress” – Negotiation Insight

“Secrets hidden by stress reveal themselves, once you unveil the stress behind which secrets hide.” -Greg Williams, The Master Negotiator & Body Language Expert (Click to Tweet)

Click to get the book!

 

“This Is How To Unlock Secrets Hidden By Stress”

 

People become stressed for any number of reasons. It can occur due to their fear of upcoming interactions with others, especially with the Coronavirus pandemic plaguing people around the globe. And they can experience stress due to their attempts to conceal secrets or lies.

The point is, when you’re in the presence of someone displaying signs of stress, first, you should know what to observe. Then, you should be able to detect their source of stress. The reason being, the better you can understand someone’s source of motivation, the better you can understand what’s motivating their actions.

The following are body language signs highlighting the source that denote actions stemming from stress, and how you can use that information to uncover hidden secrets.

 

Stress From Current Environments

Some people experience stress in some environments due to their lack of assuredness about their placement. And that stems from how they compare themselves to others. If this person is concealing a secret, make him feel at ease before attempting to coerce it out of him. To do otherwise may cause him to bury his secret deeper.

 

Stammering/Forgetfulness

Another sign that stress induces is stammering and forgetfulness. Thus, when you encounter someone displaying these symptoms, recognize that they could be expressing discomfort.

Based on when the stammering or forgetfulness occurs, it may announce your relative closeness to hidden information. And the forgetfulness may also be the crutch they use as the excuse to keep from disclosing that information. If you sense that, and it’s crucial, probe to uncover what’s attempting to remain concealed. As you do, observe what becomes of the stammering. The more it occurs, the closer you’ll be to discovering what’s hidden.

 

Adam’s Apple/Swallowing

You can glean insights from observing someone’s Adam’s apple. As they speak, when stressed, they’ll tend to swallow more than previously. If stress is the cause, their swallowing action will be due to an effort to hydrate the throat.

Attempt to calm the individual by backing away from the subject that’s causing discomfort. And note the movement of their Adam’s apple once they reach a state of calm. If it noticeably dissipates, that will be an indication of what caused their stress. If it behooves your efforts to obtain the truth, ratchet up the tension by delving back into the story that caused the anxiety. You can engage in that yin and yang until you’re satisfied that you’ve obtained all of the truth.

 

Taking A Seat

Do you observe how someone sits in a chair? Do they plop into it, ease into it while gripping the arms of the chair (if there are arms)? If so, how much weight are they releasing when they sit? And how much pressure are they applying while gripping the arms of the chair? Those actions indicate how they feel at that moment.

Someone experiencing a higher degree of stress than usual may plop into a chair or grip its’ arms tightly. The person that’s stating that action is attempting to rid themselves of the load they’re carrying. That load may be mental due to stress. If you note those signs, act to uncover what may lurk beneath them.

 

Lip Chewing/Licking

Another possible sign of stress occurs when someone constantly licks their lips. This action stems from a lack of moisture in the mouth, which causes the lip-licking to occur. It can be one of the most accessible signs to detect because it’s literally right in front of you.

 

Holding/Rubbing Wrist

Supporting one’s wrist or rubbing it is another indicator that stress is prevalent. That action denotes an attempt to release the pressure that may stem from other parts of one’s body. Thus, it serves as a release valve.

If you observe this gesture, ask if everything is okay. And note how the person responds. If they question why you’re asking, they’re seeking input before giving information. That could be an indicator of their attempt to conceal information. If they state a reason for their action, they’re less guarded, but they may still be harboring something.

 

Averting Eyes

When you were younger and saw a scary movie, you averted your eyes to prevent seeing what alarmed you. That’s a natural instinctive reaction. Thus, when someone averts their eyes, they’re sending a signal indicating they don’t wish to engage at that moment. The degree of aversion depends on the culture and other social factors relevant to one’s geographical location.

By noting when someone averts their eyes, you can gain insight into what they may not wish to discuss. And, by signaling that such matters are topics they’d like to stay away from, they’re drawing attention to the fact that there may be something for you to probe. Assess if you should.

 

Uncovering Lies

You can use a combination of the insights mentioned to assist in uncovering lies. Observing the rate of swallowing, when someone averts their eyes, the degree they stammer, and how they sit in a chair, can be clues signaling you to pursue your current direction. It can also indicate that it’s time to change tactics.

The body wants to stay in a state of comfort. Thus, when someone’s body lacks tranquility, it emits signals indicating its efforts to return to a state of calm. Therefore, when someone lies, they display gestures that call attention to their efforts to prevent the truth from coming forward. Once you sense you’re on the trail of a lie, decide if it’s worth pursuing. But always take note of how the person reacted when they sensed that you were on to their untruthfulness.

 

Reflection

To understand someone’s body language, you must understand their baseline behavior. The way to gather that insight is to observe how they behave when they’re not in a state of stress. Based on that behavior, you’ll have something to compare their current actions.

Absent baseline information, compare ongoing interactions to what’s typical for the environment. Only then will you be able to accurately determine what causes them to act and react in the manner they do. And keep in mind that most people respond differently to feeling awkward than they do when they’re trying to conceal secrets. When the latter is crucial for you to uncover, be more observant of those signals.

To protect yourself better, be more observant of the signals others emit when they’re in your presence. In some cases, the clues they give off should set off alarms. In other situations, such messages may be an outreach for assistance. In either case, the more aware you are of them, the higher the sense of direction you’ll have. And everything will be right with the world.

 

Remember, you’re always negotiating!

 

Listen to Greg’s podcast at https://anchor.fm/themasternegotiator

 

After reading this article, what are you thinking? I’d 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 https://www.themasternegotiator.com/greg-williams/

 

 

# Coronavirus #Recession #NegotiationSkills #Stress #Secrets #NegotiationSkills #csuitenetwork #thoughtcouncil #Bodylanguage #readingbodylanguage #Negotiation #Control #Conversations #NegotiationStrategies #NegotiationProcess #NegotiationSkillsTraining #NegotiationExamples #NegotiationTypes #ReadingBodyLanguage #BodyLanguage #Nonverbal #Negotiate #Business #SmallBusiness #Negotiation #Negotiator #NegotiatingWithABully #Power #Perception #emotionalcontrol #relationships #BodyLanguageExpert #HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions #GregWilliams #success #negotiation examples #Negotiation strategies #negotiation process #negotiation skills training #negotiation types #negotiation psychology #Howtowinmore #self-improvement #howtodealwithdifficultpeople #Self-development #Howtocontrolanegotiation #howtobesuccessful #HowToImproveyourself

 

Categories
Management Marketing Personal Development Sales

How to Effectively Hire Outside Sales Representatives

If your organization can get past the startup phase, where you’re practically running on credit cards, investor funds, or savings, you’ll reach the buildup stage. You can finally have a sigh of relief–you have a few big customers paying your bills. You aren’t in the red anymore!

Not so fast, though–don’t celebrate just yet. You’ll soon realize that those big customers who pay your bills have you over a barrel. They have the ability to dictate prices and threaten to discontinue your goods, which would put you out of business! You’re completely at their mercy. So, to mitigate your risk, you decide to expand your territory and attract new customers. This critical stage is where many businesses fail. But the cost of goods isn’t what’s killing them–it’s the cost of sales! All these new costs reveal themselves as you start servicing your new sales. One of these costs is that of outside sales reps. As your business expands, you learn that being everywhere is impossible. So you start delegating the sales and service processes to a new employee in a new territory. How did you find this person? Who are they? And most importantly–what is it that they do? Being clear about their responsibilities is important, but developing a performance-based compensation plan is crucial.

Let’s dive into these three essential questions in reverse:

What’s the “real” job?

 First, let’s go over the difference between what you might think the job is, and what it must fulfill in order to be effective. And what does effective mean? It’s a combination of growth, sales, and profitability. Of course, if your reps don’t make and maintain sales in dollars or units, you lose. If you resort to selling the same thing year after year, you lose. You aren’t growing. If your new representative sells your products for too little or spends too much on promotional materials, you do not profit–you lose.

In Barefoot’s case, we learned a couple of painful lessons while expanding into new territories. Keeping sales going was much more difficult than getting them in the first place! The handholding and actual nitty-gritty work we thought were under control by the retailer and distributor–all fell on us. We just had no idea starting out. We incorrectly thought that other companies we sold to would have the financial incentive to advertise and maintain our products–we thought it was making them money. We never once thought about the actual work that made a difference in our brand’s success.

When people ask, “What’s the one thing that was responsible for your success?” (as if there were just one thing!), we give them an answer they don’t really want to hear. Our success directly resulted from hands-on merchandising at the retail level–period! But what if we had gotten a sales rep on board who presented themselves as a brand ambassador? You know the deal–talking to people, taking them out to lunch, doing some training? We made that mistake many more times than once!

We finally realized the actual work that had to be done, the job that nobody but us and our company would do. We then had a much different idea about what we needed. We finally knew what we were looking for! We needed somebody who would pick up the slack and do all the dirty work where other people had failed. We were in need of a sales rep who was eager not only to ask for the order, but to also make sure it was priced right, delivered on time, and on the shelf. In other words, more of a cop than a merchandiser!

How can you find them?

 Running advertisements seemed like a no-brainer, but that only brought unemployed or unemployable folks to us. Ads may get you a gem once in a while, but you’ll need to sift through tons and tons of applications. In order to find our best people, we went right to our new territory’s prospective buyers. We asked them who their favorite sales reps were, and why. We went to the retail level and asked clerks who their favorite outside reps are, and again, why. This was quite an educational moment in itself, but it also brought us a few qualified candidates.

We discovered that there were only a few people who qualified for the real job at hand. We then had to decide how to get them on our team. They needed to see our offer as their next career stepping stone, in terms of both responsibility and income. We needed to convince them that they’d be recognized for building our brand, and would find success in their territory. Of course, our due diligence was required, along with lots of training and a trial period, but at least we were finding people that the buyers already like!

How should you pay them?

 Yes, the million-dollar question–literally! Outside sales reps will want a guaranteed base salary, whether or not they get commission. So, you’re out a base salary and expenses whether or not they make a sale–even if they lose a sale! Ouch. How much will that cost you, and how much can you afford out-of-pocket? For example, can you afford to start a bunch of territories at the same time? Most companies can’t, so they trade equity or borrow to fund the expansion. And therein lies a huge risk.

We needed to start with just one territory at a time. Before we could afford another new territory, it had to pay for itself. We cash-flowed our own growth. But, because of the relatively slow growth, our mistakes were manageable and contained. They led us to improve in our following territories.

A guaranteed base salary is established by the market territory already. You have to learn more about what that is. But–be careful! Your new rep might not feel an incentive if you pay too much of a guarantee. But if it’s too low, you might not be able to get them on board in the first place.

A rep’s bonus-based income and commission must address growth, sales, and profitability–yes, all three. It’s tricky to balance them all. We recommend keeping your reps on board with one comp plan for no more than one year. During that year, you’ll learn what might be wrong with your “best laid” plans and you can work on a fix for the following year. Work with your new representative and agree on your compensation plan’s performance metrics. Profitability and sales are relatively simple to measure and agree on. But growth is a whole different animal.

We referred to growth as increasing sales year after year. What were your sales at this same time last year? Were there any anomalies last year? We took a three-month average of the same month last year, the previous month to that, and the month after the same month last year and agreed to refer to that number as the same month last year. Use that as a relative baseline to measure your growth. This worked for us. The more sales our rep made over that baseline measure, the more each sale was worth. For example, if a rep sold 10 over baseline, they received an extra $1, or $10 total. And 20 over baseline got them $2 each, or $40 total. 30 sales over, and they got $3 each, or $90.

This plan provided an incentive to grow the brand significantly over that same month the previous year. Of course, we had to add some details and tweaks into the plan as it evolved, but you get the idea.

We learned that, when you pay your reps fairly, the non-producers can’t afford to stay on the team, and the producers can’t afford to go!

The bottom line? Understand the real work and incentivize performance!

For more, read on: http://c-suitenetworkadvisors.com/advisor/michael-houlihan-and-bonnie-harvey/

Categories
Entrepreneurship Management Negotiations Sales Skills Women In Business

“This Is The Best Negotiation Lesson From The Coronavirus” – Negotiation Insight

“A virus needs a host to survive. To protect yourself, avoid environments where they thrive.” – Greg Williams, The Master Negotiator & Body Language Expert.

 

“This Is The Best Negotiation Lesson From The Coronavirus”

 

Every day, we learn lessons from which we seek to improve our life. We learn whom to trust, how much to trust them, and when to invoke disbelief. To that end, the worldwide outbreak and spread of the Coronavirus is fraught with negotiation lessons about trust, influence, and self-preservation.

The following are a few lessons to glean from how authorities and individuals are handling this situation, or do you think of it as a crisis? The mindset you possess will always dictate your actions.  Regardless, you’ll learn something from the following, which you can use to enhance your life and negotiation outcomes.

 

Authorities

In any environment, people think of themselves first. They may not do so with the intent to put themselves ahead of others, but self-preservation is always a source of motivation. Thus, before blindly following the dictates of an authority figure, question why they’re expending the information and actions they’re seeking from you. The same is true in a negotiation. Always question the purpose behind the activity someone invokes. Yes, their efforts may be born out of altruism, but even if that’s true, the payoff for that person is the good feeling they receive from being generous. That’s not to say that you should not be accepting of their generosity. It’s to say, maintain a heightened sense of awareness per where their actions may be leading you. Like them, you also have self-preservation at your core for your wellbeing.

 

Risk Analysis

Like most people, before you partake in an endeavor that bears a sense of risk, you evaluate the risk. The more pronounced the opportunity for harm, the more prominent your assessment should be.

With the Coronavirus, as is the case in a negotiation, when thinking of the precautions you should exercise (i.e., fly here, attend that conference, go to an entertainment event, etc.), be alert to the motives of those attempting to sway you in one direction versus another. Once again, ask what they’re trying to achieve based on them maintaining whatever power or prestige they may have in the environment that they’re putting forth to sway you. You might also consider whether you’re being used as a pawn to persuade others to join someone’s perspective. Again, as in negotiations, leverage is gathered when a majority or influences suggest that others engage in an action. While considering all of those factors, think about your wellbeing.

Therefore, if you don’t feel safe adopting a particular act, don’t accept it as becoming your reality. And don’t fear the degradation that may come from others to shame you into changing your perspective. Let your self-interest by the light that guides you on your path. After all, if harm does befall you, others may apologize and tell you how sorry they are, but if you pay a debilitation price for an encumbrance, that’ll be little solace to make you whole.

 

Haste

Another cause of faulty decision-making is haste. While time may be of the essence in some situations, never be in such a rush that you lose something important due to your haste.

With the Coronavirus, some people, through misinformation and being egocentric, considered themselves impervious to the virus. Thus, they did not act appropriately to protect themselves. They figured that they were immune because things like that happened ‘over there,’ not here. An attitude such as that can be your downfall in a negotiation, or any activity, in which risk should demand more consideration. Be judicious when making decisions that can impact your life. Because you only get one chance at life. And once it’s gone, so are your abilities to alter it.

 

Taking Back Power

Power ebbs and flows. That means someone is dominant to the degree that others allow that person to possess power over them. And once you withdraw your consent, that person becomes powerless.

Thus, the more the masses of power extend their power to someone else, that person’s authority is enhanced. That’s an important fact to note. Because some individuals get caught in a sea of movement – they’re rudderless, which means they’re in a flow due to their proximity to like-minded people.

Remember, in a mass outbreak that threatens your wellbeing, don’t go along simply because you’re in the sea of movement. You came in the world alone, even if you have a twin sibling, there was a duration of time between your entrances.

So, if you want to maintain the power that’s yours, be mindful of when you relinquish it, and to whom you give it. Be ready to take it back if your analysis stipulates you should do so. And, while doing so, don’t exercise your actions out of haste, but don’t delay them by procrastinating. Strike a balance between the two. And be quick to make readjustments as you gather new insights and information about the plight that confronts you. As others are only as powerful as you allow them to be, you’re only as powerful as those to whom you give your power. Know when to take it back.

 

Reflection

Very seldom will you have to make life or death decisions. And if you do, hopefully, you’ll engage in that decision with a lot of forethought as you seek to gain far-sightedness. In that quest, be introspective by examining the core of your being, who you are, and who you wish to become. Do that while also being retrospective, looking deep into your past decisions, how you made them, and their outcomes. That exercise should help you firm-up your decision-making process.

Be mindful that people see what they want to believe. Since it’s your decision, that will affect your life, be clear about the interpretation of your vision. And everything will be right with the world.

 

Remember, you’re always negotiating!

 

Listen to Greg’s podcast at https://anchor.fm/themasternegotiator

 

After reading this article, what are you thinking? I’d 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 https://www.themasternegotiator.com/greg-williams/

 

 

#Coronavirus #Lesson #csuitenetwork #thoughtcouncil #Bodylanguage #readingbodylanguage #Negotiation #Control #Conversations #NegotiationStrategies #NegotiationProcess #NegotiationSkillsTraining #NegotiationExamples #NegotiationTypes #ReadingBodyLanguage #BodyLanguage #Nonverbal #Negotiate #Business #SmallBusiness #Negotiation #Negotiator #NegotiatingWithABully #Power #Perception #emotionalcontrol #relationships #BodyLanguageExpert #HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions #GregWilliams #success #negotiation examples #Negotiation strategies #negotiation process #negotiation skills training #negotiation types #negotiation psychology #Howtowinmore #self-improvement #howtodealwithdifficultpeople #Self-development #Howtocontrolanegotiation #howtobesuccessful #HowToImproveyourself

 

 

Categories
Human Resources Management Negotiations Sales Skills Women In Business

“This Is The Most Horrific Negotiation Dirty Trick Trap” – Negotiation Tip of the Week

“A dirty trick becomes horrific when you’re the one trapped by it.” -Greg Williams, The Master Negotiator & Body Language Expert (Click to Tweet)

“This Is The Most Horrific Negotiation Dirty Trick Trap”

 

When you think of a dirty trick, be it in a negotiation or other environment, what thoughts come to mind? Do the words, misleading, threatening, smearing, or deception conjure up negative images? If so, you’re not alone.

It’s not a mess, but it’ll do until the mess gets here. Those were the sentiments of someone that was going to plant a false story about an individual surreptitiously. The story was not true, but those that would hear it didn’t know that. And, by the time the truth was known, the purpose of the falsehood would have served its purpose.

It was an outright lie! And it was stated to disqualify him so a friend of the committee member could get the contract. This tactic is one of the oldest negotiation tricks and one that’s most effective. A member of a team, a surrogate, a plant, makes a statement about someone that’s not on the committee or task force, knowing their absence means the person can’t defend themselves. Harm befalls the individual the moment the lie is delivered. Because those making the assessment hears the false statement, which causes them to question an aspect of the subject of the myth – and those making the assessment have their mind swayed, altered, manipulated. Credibility about the subject’s character is cast, which is the intent of the comment. You see it in relationships, politics, and business.

In negotiations and other aspects of life, that’s a trick some people use to trap unsuspecting individuals. It’s also an underhanded method of persuasion that some devious people use to alter the perception of those with whom they’re dealing. It’s a sneaky malicious way to accomplish their goals that can leave you in a dangerous vortex of chance.

So, how might you defend yourself when you’re not sure if someone will sully your name or when it might occur? Here are a few thoughts to consider to combat it.

 

Combating Dirty Tricks

 

Projecting Consistent Persona

There’s one way to begin insulating yourself from insidious individuals that attempt to cast you into the abyss as a villain. And that’s to project an image displaying you and your demeanor as possessing a certain kind of character. By consistently projecting the same persona, when others hear negative statements about you, they’ll be more inclined to disbelieve them. And doubt will be cast upon the perpetrator that peddles such falsehoods. You will have gotten a twofer. That would be the protection of your good name and the disdain for someone that would attack you behind your back.

 

Flip The Script

If you suspect someone may attempt to torpedo you before it occurs, you may consider being proactive. Do that by letting your associates know that some people have been spreading malicious statements about you, and others may attempt to do so. Further state that you believe they’re doing that to position you in a bad light. Then, intimate that they may be doing that to enhance their situation at your expense.

With that, you will put folks on alert about negative comments made about you. And you would have positioned the perpetrator’s attempts as nothing more than a sham. So, if you become aware of others using this ploy against you, consider implementing a strategy that lets them know that you’re aware of their mischievousness. And then decide when, where, and how you’ll respond.

 

To The Dirty Trickster

 

The Truth About Lies

Lies tend to be more persuasive in moving someone’s opinion because it bombards the mind more than the truth. And those lies can shift someone’s beliefs in one unintended direction versus another. Because when someone makes a truthful statement, and others accept it as being honest, it does not call-out to someone’s dark side. Thus, a lie appears to be more sinister. It’s akin to hearing a gruesome story and being riveted by it.

While telling lies can be an effective form of persuasion, it can also be the devil’s fork upon which you become impaled. Thus, if you choose to use this form of manipulation, be mindful of the road you walk.

 

Cost Of Your Deeds

If you’re someone that dithers in dirty tricks, consider altering your posture now. Realize that one day, your dirty tricks will trap you. It’s not if, it’s when. And as history has shown time and again, the cost for exposing others to dirty trickery can be a very cumbersome cost to bear. So, before you engage in mischief, think about your future and what you may forgo for your deeds.

 

Reflection

 

People use a multitude of ways to persuade others to think a certain way about someone. They do that through the words they choose to paint the picture of a particular individual. Watch the picture they paint of you.

Whatever strategy you choose to combat those that set traps for you, consider the impact that your response will have. Reflect on who your actions may help or hurt. And remember that you’re always negotiating. Thus, this will not be the last episode you’ll encounter when someone attempts to undermine your efforts by outright lying on you.

Therefore, be sure you measure the response used to address your hidden adversary. You may confront him in the future. So, by delivering a measured response, one that’s not too harsh, but one that’s firm, you begin setting the table for the next round to come. And everything will be right with the world.

 

Remember, you’re always negotiating!

 

Listen to Greg’s podcast at https://anchor.fm/themasternegotiator

 

After reading this article, what are you thinking? I’d 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 https://www.themasternegotiator.com/greg-williams/

 

 

#Trap #Tricks #csuitenetwork #thoughtcouncil #Bodylanguage #readingbodylanguage #Negotiation #Control #Conversations #NegotiationStrategies #NegotiationProcess #NegotiationSkillsTraining #NegotiationExamples #NegotiationTypes #ReadingBodyLanguage #BodyLanguage #Nonverbal #Negotiate #Business #SmallBusiness #Negotiation #Negotiator #NegotiatingWithABully #Power #Perception #emotionalcontrol #relationships #BodyLanguageExpert #HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions #GregWilliams #success #negotiation examples #Negotiation strategies #negotiation process #negotiation skills training #negotiation types #negotiation psychology #Howtowinmore #self-improvement #howtodealwithdifficultpeople #Self-development #Howtocontrolanegotiation #howtobesuccessful #HowToImproveyourself

 

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

“Your Um Is The Killer Of Your Opportunities” – Negotiation Insight

“The quickest killer of your opportunities is not representing who you are in the moment.” -Greg Williams, The Master Negotiator & Body Language expert (Click to Tweet)        Click to get the book!

 

“Your Um Is The Killer Of Your Opportunities”

 

His ums were the killer of his present and future opportunities. Are you doing that to yours?

He passed out his presentation to the 12 participants in the room. He thought this is going to be a make or break opportunity for me. If I do well, my career could take off like a rocket! And then he started.

Um, good morning. Um, thank you for allowing me to present this morning. I know, um, you’re going to find what I have to say to be, um, very interesting. And in a moment, um, I’ll begin. But first, um, I’d like to ask you a question. One attendee leaned towards another and said, when is he going to talk about what we came to hear? And if he says, um, one more time, I’m going to scream!

Not only had the presenter alienated his audience, but he’d also decreased his chances for a successful outcome. His ums, and his delay in getting to the point was a turnoff.

Are your ums and dullness killing your opportunities?

People make snap judgments about you based on how quickly you captivate them, which compresses the way you speak, the words you use, and the pace at which you deliver your words. Thus, the reception of your message, in part, depends on those variables.

So, before you attempt to implement any activity that you want others to embrace, consider the variables that will move them to adopt your position faster, versus what might cause them to hesitate. Your outcome potential will hang in the balance.

 

The pace of speaking

Be it in a negotiation (you’re always negotiating), a personal conversation with friends or a loved one, the speed at which you speak influences the perception of the listener. Thus, if you talk too fast, and the receiver of your message can’t keep up, they may become frustrated inwardly and stop listening to your message. Worse, they may stop listening to you but continue issuing body language and nonverbal signals (i.e., head nodding, grunting, etc.). In that case, they’d give the appearance that they’re attuned to what you’re saying when in reality, they will have tuned you out.

When it comes to delivering your message at some point, stop and ask the other person a question about what they’ve heard and what they understand the intent to be of your message. Do that to discern their understanding and reception of your message. But even more, monitor their emotional displays (i.e., mouth agape, widen eyes, foot movement, etc.) to assess the impact your message is having on them. And you can take note of the expressions of different people in a larger audience to make the same assessment.

The point is, to deliver a concise message, you should consider matching the pace of its delivery to the speed the receiver needs to hear it. That means you should provide it at a pace that allows them to understand and sense it at an emotional level as the result of having received and perceived it. Sometimes that’ll mean talking quickly to induce excitement, or slowing down the tempo to produce a more solemn mode.

 

Filler Words

When you use filler words (i.e., ums, you know, etc.), those words can distract the listener from the message you’re delivering. And that distraction decreases the perception of you as someone knowledgeable about what you’re saying. Note: In a negotiation, if you wish to cast yourself as someone unsure of his position as a ploy, you might use filler words and stammer to enhance the effect of the role you’re playing. If you don’t wish to project that image, eliminate the fillers.

Outcomes

Another point to consider when you’re attempting to sway someone to adopt your position is how you’ll position the result of them doing so. By painting a picture of what the outcome might be if someone does or does not embrace your perspective, you cast their thoughts into the future. That’s a distinction to be made from having them reflect on their past, which is not bad in all cases.

By having someone focus on their future, you set the expectation for things to come, while allowing them to influence that occurrence. Thus, if you wanted them to see themselves in a better position in the future, depending on the individual, you might consider painting a future scene that’s bright with happiness, excitement, and worry-free. If you wanted them to see what they might forgo as the result of not adopting your suggestion, you might consider painting a doom and gloom picture. Just be aware that people tend to move away from something quicker than they’ll move towards something. That means they’re more likely to avoid pain before they seek pleasure.

 

Implementation

Once you’ve addressed the variables mentioned, give severe and prolonged consideration to how you’ll implement your plan, strategy, request, etc. In particular, think about the timing of your implementation. Ask yourself, how might it impact or be impacted by other occurrences? Who might be most upset or pleased by your application, and what might key people do to assist or challenge it?

To have the most significant opportunity of a successful implementation, you must consider the variables that will impact its chance to achieve the outcome you’re seeking. Then, you should address the potential negative influencers that might challenge it and addressing the concerns they have in opposition. That will require modifications to your plans. But that’ll still allow you to implement them with less resistance had you not addressed those that were in opposition. And that will enhance your chance of greater success.

Reflection

There will always be variables to address to overcome obstacles that’ll stand between what you want and what you have to do to obtain what you want. The better you are at addressing those variables and aligning the forces you’ll need to aid your efforts, the faster you’ll be at implementing more of your plans, with fewer obstacles, and more allies. And everything will be right with the world.

 

Remember, you’re always negotiating!

 

Listen to Greg’s podcast at https://anchor.fm/themasternegotiator

 

After reading this article, what are you thinking? I’d 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 https://www.themasternegotiator.com/greg-williams/

 

 

#Killer #Opportunities #Ums #FillerWords #csuitenetwork #thoughtcouncil #Bodylanguage #readingbodylanguage #Negotiation #Control #Conversations #NegotiationStrategies #NegotiationProcess #NegotiationSkillsTraining #NegotiationExamples #NegotiationTypes #ReadingBodyLanguage #BodyLanguage #Nonverbal #Negotiate #Business #SmallBusiness #Negotiation #Negotiator #NegotiatingWithABully #Power #Perception #emotionalcontrol #relationships #BodyLanguageExpert #HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions #GregWilliams #success #negotiation examples #Negotiation strategies #negotiation process #negotiation skills training #negotiation types #negotiation psychology #Howtowinmore #self-improvement #howtodealwithdifficultpeople #Self-development #Howtocontrolanegotiation #howtobesuccessful #HowToImproveyourself

 

 

 

 

 

 

 

Categories
Entrepreneurship Human Resources Management Marketing Negotiations Sales Skills Women In Business

“Danger Is The Cost For Crossing A Negotiation Line“ – Negotiation Tip of the Week

“The danger in crossing a line is ending on the wrong side.”

-Greg Williams, The Master Negotiator & Body Language Expert (Click to Tweet)

 

 

(Click to get the book)

 

 

“Danger Is The Cost For Crossing A Negotiation Line“

 

He stated, with a sense of exasperation, “you’re getting very close to the line! If I can’t walk away feeling like I got something out of this deal, both of us will walk away with that feeling.” With that statement, he’d tossed the gauntlet down and drew the line indicating how far the other negotiator had gone. Yes, it could have been his ploy to signal where his disdain laid per the offer made. But it was also his way of heightening the tension in the negotiation.

There’ll be times when you get caught in situations that lead to crises. Some will stem from the fostered efforts of others. That’ll be their attempt to entangle you in the trap of indecisiveness and uncertainty. If you’re fleet of mind, you’ll slip the snare and avoid a potential crisis. And here’s how to do that.

 

Using And Applying Pressure

 

When an accident victim is badly bleeding, first responders use a tourniquet to apply pressure to the wound. That’s an effort to control blood loss. If you use too little or too much force, you risk further harming the victim. And the same is true in a negotiation. You must know when to and when not to apply pressure. There are three ways to do that if you sense someone’s getting close to crossing a line.

 

  1. Time – Most people know you can use time as a form of pressure. But if you wish to use it as a deterrent to indicate someone should not cross a line, you need to have incremental line points. As an example, let’s say you extended an offer with a time deadline. Instead of stating it expires at 11:37 a.m. on Thursday, you might structure your offering to have the best deal expire on the prior Monday. You could have incremental offers between Monday and Thursday too. And at each point, the deal would become worse. In this case, your efforts would become geared to inducing this individual to act sooner than later. Because the longer inaction occurs on his behalf, the higher the cost he’ll bear. And, if he waits until Thursday to accept your offer, he will have crossed several lines, which will be the penalty he incurred for doing so.

 

  1. Scarcity Factor – Another tried-and-true inducement is the scarcity factor – only two left, 14 people are watching this item, etc. You see it in some form of your everyday activities. Its purpose is to get someone to act quickly.

Depending on your position at that point in the negotiation, you can state that you’ll wait for a better offer before doing anything. With that, you’ll be moving the line closer or pushing it off into the distance. Just be aware that there’ll be a cost for readjusting the line.

 

  1. Boogyman/Phantom – Another buyer is waiting for this. So, you’d better get it while it’s still available. This maneuver encompasses both the time and the scarcity factor. And it can be an excellent ploy to use against a less sophisticated negotiator. Before him, you’ve placed the proverbial line. But a more astute negotiator may mark you as being the one that lacks sophistication if you attempt this with him. So, assess the negotiator’s astuteness before you employ this tactic.

 

Demeanor

You must set the right tone in any interaction, less your actions set out for failure. Thus, before you set the line you’ll use to induce activity, you must consider the role and demeanor you’ll use to enhance that effort.

 

Being Too Soft (soft line) – Recall a time when you were making a purchase or selling something, and there was no pressure or rush to complete the transaction. How did you feel? If you were the seller, you might have experienced some form of angst if you wanted to complete the deal quickly. If you were the buyer and you sought to acquire the item fast, and could not do so expeditiously, you may have had the same sensation. The point is, sometimes taking a soft approach is not the right approach to use. With some people, the more time you give them to complete a transaction, the more time they’ll take, which may lead to them not adopting an action at all.

 

Pushing Too Hard (hardline) – Darn, he was pushy. That’s what someone might have said about you, or you might have said about someone you dealt with about and effort to excessively close a deal. While the soft line approach can be less daunting for some to deal with, being a hardliner can cause someone to run from you. Always know the difference between when to use one approach versus another. And that will dictate which demeanor and line you should adopt.

 

Tip – Always attempt to leave the other negotiator feeling like a winner. And, if he thinks that he slightly got an advantage due to his smarts, he’ll receive greater pleasure from the outcome. The demeanor you cast during your engagement will determine the degree he feels he’s won something, or if you gave it to him. People have a tendency not to appreciate what someone has given them as much as what they’ve achieved on their own merits. Remember that!

 

Reflection

Every day, we’re confronted by a line that serves as a boundary between what we want, what others will allow us to have, and what we’ll offer them. Once you become better at drawing a line and knowing how to maneuver someone’s perspective about the value of it, you’ll become better at achieving more significant outcomes from those with whom you engage. And everything will be right with the world.

 

Remember, you’re always negotiating!

 

Listen to Greg’s podcast at https://anchor.fm/themasternegotiator

 

After reading this article, what are you thinking? I’d 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 https://www.themasternegotiator.com/greg-williams/

 

 

#Danger #Cost #Line #csuitenetwork #thoughtcouncil #Bodylanguage #readingbodylanguage #Negotiation #Control #Conversations #NegotiationStrategies #NegotiationProcess #NegotiationSkillsTraining #NegotiationExamples #NegotiationTypes #ReadingBodyLanguage #BodyLanguage #Nonverbal #Negotiate #Business #SmallBusiness #Negotiation #Negotiator #NegotiatingWithABully #Power #Perception #emotionalcontrol #relationships #BodyLanguageExpert #HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions #GregWilliams #success #negotiation examples #Negotiation strategies #negotiation process #negotiation skills training #negotiation types #negotiation psychology #Howtowinmore #self-improvement #howtodealwithdifficultpeople #Self-development #Howtocontrolanegotiation #howtobesuccessful #HowToImproveyourself

 

Categories
Best Practices Body Language Entrepreneurship Human Resources Management Negotiations Sales Skills Women In Business

“This Is What Happens When You Abuse Compliments” – Negotiation Insight

“Compliments like smiles wear off if extended too long.” -Greg Williams, The Master Negotiator & Body Language Expert (Click to Tweet)

(Click to get the book)

 

“This Is What Happens When You Abuse Compliments”

“You know what he was saying, right?” “He was complimenting me,” was the response. To which the retort was, “he said, you looked interesting, as a black man in a gold Mercedes. He wasn’t complimenting you. That was mockery! What did he want from you? I’m sure he was trying to persuade you to do something.”

 

Even if unintended, compliments tend to persuade the receiver to adopt a particular view of the sender. And in most situations, that opinion tends to be favorable. Even when an insidious compliment comes from an opponent, it can shift the trajectory of the interaction. Thus, with the best of intent, if you abuse the usage of complements, they can produce more harm than good.

Here’s what to consider when complimenting someone – especially if you don’t want to incur a backlash.

 

Listening/Hearing

Listen to what you’re hearing, and for what’s not said. That means, to understand the intent of the compliment better, seek to glean insight by observing the sender’s body language and other nonverbal cues. As an example, if the praise was about you, as the black man and the gold Mercedes, you might have detected the tone of the accolade, body language gestures that accompanied it, and any statements made immediately after that. That degree of awareness would have increased your intuition from which to assess the intent and sincerity of the compliment. After that, if you thought it was a mockery, you might have pushed back on its genuineness, or sought clarification about its intent.

If you compliment someone, and you sense they misperceive it, don’t offer another one to bolster the one before it. Make your sincere intent known about the initial one you made. If you don’t do that, you’ll continue slipping down a slope that could pull you deeper into a chaotic mess of unbelievability about your future compliments.

Tip – When in question, always listen intently to how something’s said, the body gestures and sounds that accompany it, and what precedes and follows it. By doing so, you’ll be able to discern better the intent of the words spoken.

 

Abuse of Compliments

Another concern to be mindful of, as the sender or receiver of compliments, is its frequency. If you’re overly infusive with your compliments, it can make you appear as though you may be ‘sucking up’ to someone. To that end, you should understand the personality of the individual to whom you’re complimenting. Some people don’t like the attention to themselves that compliments bring.

If you’re on the receiving end of compliments, once again, understand their intent. Question their validity, what the intention is to make you feel or do, and where the sender may be going with them. While some people are genuinely pleased about an aspect of your being, which causes them to extend a compliment to you, some know how to use tributes as a sly form of manipulation. If there’s any manipulation to occur, you should be the dapifer that determines when it happens. The point is, control all attempts when someone is attempting to manipulate you!

Suffice it to say, if you compliment someone, you should know the purpose of it, and so should the person to whom you give a compliment. The assessment and balance of your interactions and relationship will hang on that scale.

 

Complimentary Points To Consider

To give a compliment that has more pizzaz, consider these factors.

  1. Make your compliments personal. The more they address specific characteristics a person possesses, the higher the chance of it having a more impactful impression.
  2. Try to avoid compliments that speaks to someone’s physical appeal. If they possess a physical trait that’s genuinely appealing, they’ve more than likely heard what you’re saying from other people, which will lessen your compliment. Instead, focus your praises on their achievements and/or something about their demeanor that’s pleasing to you.
  3. When giving a compliment, highlight someone’s strengths. While you might say, “don’t worry, you’re getting better.” An endearment such as that can ring hollow. Instead, you might say, “you have improved significantly!” That type of statement has more energy in it, and it’s more uplifting.

Reflection

When extending praise, understand your intent, which means have a purpose in mind for why you’re offering it. It’s okay to compliment someone with a sincere intent in mind. Just be sure that they perceive it as such. If you sense that they don’t, make your meaning known by stating your intention and rectifying any ambiguity. The better you become at providing perceived sincerity when complimenting someone, the more the receiver will be enriched by them. That will bode well for you, your communication abilities, and the enhancement of your persona.

It’s always nice when you can genuinely compliment someone. Delivered and perceived in the right way, both you and the other person will get a good feeling stemming from your graciousness. And everything will be right with the world.

 

Remember, you’re always negotiating!

 

Listen to Greg’s podcast at https://anchor.fm/themasternegotiator

 

After reading this article, what are you thinking? I’d 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 https://www.themasternegotiator.com/greg-williams/

 

 

#compliment #abuse #csuitenetwork #thoughtcouncil #Bodylanguage #readingbodylanguage #Negotiations #Control #Conversations #NegotiationStrategies #NegotiationProcess #NegotiationSkillsTraining #NegotiationExamples #NegotiationTypes #ReadingBodyLanguage #BodyLanguage #Nonverbal #Negotiate #Business #SmallBusiness #Negotiation #Negotiator #NegotiatingWithABully #Power #Perception #emotionalcontrol #relationships #BodyLanguageExpert #HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions #GregWilliams #success #negotiation examples #Negotiation strategies #negotiation process #negotiation skills training #negotiation types #negotiation psychology #Howtowinmore #self-improvement #howtodealwithdifficultpeople #Self-development #Howtocontrolanegotiation #howtobesuccessful #HowToImproveyourself