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Category: Sales

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The Communication Hierarchy

Cosmo, our Bengal cat, is spayed. But that doesn’t prevent him from sniffing things out or marking his territory. It is fascinating how much information is shared with just one spray. He knows everything about the other cat—where they’ve been, how often they stop by, and who they are. He uses many other means of communication too, including body language, to tell us what he thinks and wants. He cries in different ways that tell us if he’s hungry, just caught an animal, or wants to take a walk. Wouldn’t it be wonderful if us humans could communicate that easily and efficiently?

Not only do we have much more to say, but we also have a few more ways to say it. That’s the tricky part. We have to communicate our message clearly and effectively in order to avoid misunderstandings. By understanding the values and limitations of each communication method, we will be able to use them the right way.

You can choose to talk to anyone via email, text, telephone, video, or in person. Sure, we can use other methods, like audio recordings, video recordings, and social media platforms. We can even go the traditional route and write a letter. But for business purposes, we depend on the big 5 when it comes to communication methods. Let’s discuss each method’s strengths and weaknesses so we can make the right decision every time.

Communication Methods: The Big 5

1. Communicating in person
Through experience, we’ve found that face-to-face communication is the number 1 way to effectively get your message across, especially when you’re getting approval on a proposal or making a sale. This is why:

First of all, you actually see who you’re talking to, in real-time. You can see their to-the-second reactions to what you say. Misunderstandings can be prevented. With its 20-plus muscles, the face can create hundreds of unique expressions. Why not use this constant and powerful feedback to absolve differences and misinterpretations as they occur? A person’s body language can also tell you if they’re truly interested, or getting defensive.

Secondly, they know they have your undivided attention. You aren’t multitasking or checking your messages. This conveys a singular commitment of your energy and time. You have the benefit of the doubt! You have nothing to hide behind, and you may have to answer difficult questions. This shows you’re sincere, and it’ll build a bond that will foster a sense of familiarity in your relationship.

For first meetings with anybody important, this method is crucial and to display your continued commitment to repeat customers. Of course there are drawbacks—it’s time-consuming, you can’t multitask, travel might be involved, and you’re put on the spot.

2.  Communicating via video

When you aren’t able to meet in person, video is the best option. It has most of the same advantages without the inconvenience of traveling. And, you can meet with more than one person at the same time no matter where they are. Communicating over video is great for meetings where everyone’s looking at the same document or presentation, and it’s a great way to get the positive benefits of communicating face-to-face.

When you can see someone’s face, even on a screen, you’re more likely to assume they have good intentions. This is why we prefer video over telephone. The drawbacks that come with video communication are poor user knowledge (where applicable), the possibility of poor connection, and the fact that different platforms have different features.

3. Communicating via telephone

Talking on the phone is much more personal than email, and it happens in real time. It’s easy to immediately figure out a misunderstanding that might’ve occurred over email. Once your emails go back and forth trying to prove a point or figure something out, it’s time to pick up the phone. After all, nobody ever said all of your communication must be in writing!

Speaking on the phone also allows for intention and tone. You can tell by their voice if you’re agitated or sincere. Their tone might tell you if today isn’t a good time to discuss a certain issue, for example. Imagine blindly continuing email communication without being able to provide and receive this crucial level of feedback!

When it comes to two-way conversations, we prefer phone over email. But the phone is less personal than video—you can’t read the other person’s facial expressions. It’s much easier for the other person to interrupt or be abrupt. When you talk on the phone, you’re only a voice. It feels like you aren’t as worthy of respect as someone who can be seen. After initially introducing yourself via video or in person, using the phone to communicate is ideal.

4. Communicating via email

Communicating via email is an effective way to document what was said during a phone call or meeting. It’s also good for transmitting documents. On the other hand, it might be the worst way to have a disagreement. Each side feels obliged to have the last word. And if you want to change your mind, guess what? Your message exists forever. When communicating through email, some things are better left unsaid.

Most people have yet to discover the behavioral expectations that come with email communication. For example, if you have a list of requests, your recipient is likely to only address the last one. To get around this, we always recommend one email per request. And if the paragraphs in your email aren’t short enough, your recipient won’t read them. We recommend always cutting your paragraphs off at 3-4 lines. We’ve written at length about getting the most out of your emails, all based on real procedures we used in our business.

The biggest drawbacks to email communication are the risk of not having your message heard because of too much text, misunderstandings that result in a never-ending back-and-forth, saying something you may end up regretting later, and the overall impersonal nature of an email message in itself.

5. Communicating via text

Communicating via text is a great idea when you can’t speak in person or on the phone. It’s also a good way to keep everyone updated about the status of a meeting, for example. Keeping up with friends and family is also ideal to do over text. But you’d better be close to the other party—this level of communication can put someone off if they don’t feel as familiar as you do.

Texting is an efficient way to send addresses and talk to people who are en-route to a destination. Despite texting being more and more common these days, it’s still an extremely limited communication method with many drawbacks.

The person you’re texting may not yet know your name and may only see your phone number. This can get frustrating. We suggest that you give your name in any initial message, or if you believe you might not be in their address book. Most people send text messages in short bursts. If they know you, this comes across as sincere and personal. If they don’t know you, this comes across as irritating. Be careful of saying something you might regret later, despite the guise of it being a more personal way to communicate. Texting makes it easy for people to think they are connected 24/7, leading someone to potentially become offended if they don’t receive a response as soon as they’d like.

Conclusion

Just like Cosmo, our cat, you must choose your communication methods wisely. Make sure they’re appropriate for the party you’re speaking with, and for the type of message you want to convey. Consider the pros and cons of each method—use all of them to reinforce one another. Respect the communication tool hierarchy. And don’t forget—in-person face-to-face will always be at the top!

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

 

 

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

“How To Be More Powerful Through Body Language” – Negotiation Tip of the Week

 

“Power is exposed through body language. But only to the degree, you expose gestures correctly.” -Greg Williams, The Master Negotiator & Body Language Expert (Click to Tweet)

 

Click here to get the book!

 

“How To Be More Powerful Through Body Language”

 

As he walked into the room, his body language said, I’ve arrived – hear the trumpets roar. Everyone turned and looked at him. His gaping stride gave the appearance of him gliding around the room.

Yes, he exuded confidence. He displayed it through his bright-broad smile, shoulders held back, and head held high. And then it happened! He began to speak. Some in attendance later said, his voice was like an angelic choir singing in perfect harmony. And his body language gestures and words were in perfect alignment. Attendees erupted with an outpouring of emotions. They couldn’t contain themselves. Yes – he oozed power. Others wanted to get closer to touch his hand, his jacket, or to receive recognition from him.

So, what did he do to cast such a powerful image? Several factors added to his veneer. After observing and incorporating the following body language gestures, others will perceive you as a power source too.

 

Indecision:

Some people enter environments and appear caught in a vortex of uncertainty. They show it through their body language first without ever uttering a word.

To portray confidence, never compress your body into itself (e.g., shoulders slumped, eyes cast downward to the floor, slow pace when walking). Such gestures message others that you lack depth and self-assuredness. That demeanor would be beneficial if you wish to convey a lack of assuredness to your negotiation opponent. And that role would have to be in alignment with your strategy for the negotiation.

 

Vulnerability:

Do you know when you feel most vulnerable? It’s worth noting. Because when you sense exposure, you’ll display nonverbal behavior that shows in your body language. When you feel threatened, assess its source.

If you know you’ll enter into an environment that may cause you angst, plan the nonverbal gestures you’ll invoke to enhance your persona. Do so to emit confidence. As an example, you might consider smiling more than you usually do, be more open to being engaged and engaging in conversations, and speaking more while using hand gestures to highlight your words. Casting such an image will make you appear to possess more confidence. It will also serve as a deterrent to those who would challenge you if you seemed to be weak.

 

Body Language Gestures To Observe:

  • Smile – People that smile, at the appropriate time, display a lack of concern about their wellbeing. This gesture also suggests that the person is open and approachable. When someone flashes a smile during times of adversity, it can cause a potential threat barer to question his intent. He’ll wonder why you’re not displaying fear.

 

  • Walking Stride – People walking at a brisk pace with a wide gap indicate that they’re ‘on the move.’ They have a destination in mind. Contrast this against the individual that shuffles upon a path. The signal is, they’re not in a hurry. Use the appropriate pace for the image you want to send.

 

  • Hand Movement – Like other body language movement, hands should be synchronized with the words pronounced. But, someone’s hand motions can occur a moment or two before their words. Hand movement can also indicate the beginning of aggression (e.g., closing into fists and opening again). Thus, to show you’re not afraid, do so by displaying palms up. To add to the display, splay your fingers too.

 

  • Pace of Speech – Nervous People tend to talk too fast and too much. Thus, you can use this act to gauge how calm someone is. And, to convey more power when you speak, do so at a pace associated with what the listener perceives as someone exerting influence.

 

Whatever the environment you’re in, by controlling your body language and observing that of others, you can become better perceived as being more powerful. Therefore, once you master the techniques mentioned, the perception of your power will become heightened … 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 http://www.themasternegotiator.com/greg-williams/

 

 

#BodyLanguage #Nonverbal #Negotiate #Business #SmallBusiness #Negotiation #Negotiator #NegotiatingWithABully #Power #Perception #emotionalcontrol #relationships #BodyLanguageExpert #HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions #GregWilliams #success

 

 

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Entrepreneurship Human Resources Management Negotiations Sales Skills Women In Business

“Never Let Good Stop You From Being Amazing” – Negotiation Insight

“Never stop at ‘good enough.’ If you do, you’ll never know how close you are to becoming amazing!” – Greg Williams, The Master Negotiator & Body Language Expert (Click to Tweet)

 

Click here to get the book!

“Never Let Good Stop You From Being Amazing”

He was the number one problem solver in his company. And he’d been working for days in solitude to find a solution to the latest challenge. Finally, after laboring in thoughts for hours without a break, he felt his thoughts circling. He said this is going nowhere. I’m like a dog chasing its tail. One of these thoughts will have to be good enough. I can’t do any better. With that, he stopped thinking. Good enough had prevented him from being amazing.

You can be confronted by several challenges that occur in the future when you stop at good. The biggest one is, you’ll never get better. And not getting better will prevent you from becoming amazing. Your mental state of mind will say, you’ve settled for mediocrity in the past, do it this time, too. That thought may not be an outward expression. But it will be the signal from your subconscious mind that will stop you from reaching your full potential and higher goals.

 

The following are three ways you can move past good and become amazing.

 

  1. Know your peak times.

    • Everyone has different times in the day when they’re mentally more alert. Thoughts seem to flow through them like a flowing fountain. If you know when that time occurs for you, attempt to be your most creative during those times. To enhance your thinking process, eliminate all obstacles that might intrude on what might be your state of zen. By removing distractions, you’ll ensure that you stay in that state longer. And your creativity will be extended.

 

  1. Be aware of when you’re under pressure or stress.

    • Most people don’t perform well under pressure. And the more it exists, the more likely you are to make mistakes. That can lead to stress. Then, you begin to fight a vicious cycle of tension, which leads to stress, which increases the pressure. When you experience the weight of undue burdens or anxiety, it’s time to stop. You won’t do yourself much good if you continue to burn your brain cells. All you’ll be doing is grinding your mind to a slow halt.

 

    • Don’t beat yourself up. That’ll only hamper your thinking process. Sometimes, amid frustration, you may begin to demean yourself. Don’t do it. Resist saying things like, I’m so stupid. I knew I was too dumb to do this. First, your subconscious hears what you think, even if you don’t say it out loud. And, your subconscious will attempt to create the reality that you state to be your belief. Thus, be cautious about what you say and what you think when you address a situation. If you believe you’re not good enough to conquer or complete a task, you’ll never get to the point of where amazing resides.

 

  1. Know where help is and how to use it.

    • Get the thoughts of others to assist you with your thinking. When two people consider how to solve a problem, they create different ideas than if one was doing so. Thus, when you find yourself challenged by the absence of ideas, ask others to join you. Just make sure that you extend invitations to those that will add to your thoughts and not distract from them.

 

What does this have to do with negotiations?

 

Some people negotiate as a team because they realize that there are more significant opportunities that might otherwise go unobtained. In so doing, they enhance the probability of an amazing outcome and not one that’s just good.

If you consider how you might turn a good negotiation into an amazing one before you enter into it, that singular act will put you on the road to an incredible outcome. From there, you can enhance the process. Just incorporate what I mentioned in steps 1, 2, and 3 … 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 http://www.themasternegotiator.com/greg-williams/

 

#Negotiate #Negotiator #Business #Progress #SmallBusiness #Negotiation #NegotiatingWithABully #Power #Perception #emotionalcontrol #relationships #HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions #GregWilliams #Success

 

 

 

Categories
Best Practices Investing Marketing Negotiations Sales

Are You Winning Enough Opportunities at the Right Prices?

While many of my Sales Consultants specialize in specific industries, I have defined my niche differently: companies who produce a differentiated product or service, and who want to be fairly compensated for their value. This means selling at a higher price, In alignment withthe customer.

I’ve had the opportunity to work in many industries: electronic components, telecom gear, telecom services, commercial real estate, and banking. I’ve also been the highest priced option in all of those industries: a combination of products and services.

I have always worked for some of the most famously “high-priced” providers in whatever business I was in. The common thread, and the reason I’ve been successful in each role? In a stroke of early-career luck, I learned the fundamentals of selling to full value (much more involved than “value selling”, and much more effective at establishing higher preference at a higher price) at an early stage, and was able to refine that methodology for use in increasingly “commoditized” industries (what can be more commodity than selling money?). Those experiences formed the core of my Full Value Selling™ methodology.

How do successful selling and selling at the right price interact? Let’s take a look at some research.

Differentiation Gets Valued. 

Look down the left hand side of the graphic below, produced by CSO Insights. Noel Capon describes similar levels of relationship shown in his benchmark work, Key Account Management and Planning. The higher up a customer places a supplier on the vertical axis of this scale, the more value they find in the buy-sell relationship.
No alt text provided for this image

CSO Insights has found that higher levels on the vertical axis correspond to higher win rates, which is awesome. Curiously, they have not even thought to study pricing power.  That is apparently my lonely corner of the selling performance market.

Value CAN Get Compensated.

Many sales methodologies can be used to help selling organizations progress up the scale – at least as far as your customer wants you to go. Far fewer methodologies teach how to get a customer to want you higher on the scale.  The higher a supplier is able to achieve relationship-wise on this scale, the more leverage the supplier has to price.  Again, having leverage doesn’t automatically guarantee successfully using that leverage.

The difference between “winning more reliably” and “winning more reliably at the optimum price” is where I specialize. Full-Value Selling™ helps sellers consistently and smoothly help customers quantify the value received, and more acutely see the bargain they are obtaining – even at a higher price than competitors offer.

When customers are more rigorous at analyzing your value, they see price more clearly in relation to that value. Consumer behavior research shows that people only analyze value until they “get over the hump” to justify a purchase. What this means is that they won’t fully appreciate your entire value on their own; to appreciate your full value to them, customers need to be taken beyond that “make the sale” minimum. Sellers who want to reliably win premium-priced deals can do a little more: help the customer think through FULL value. This makes the seller not only able to win at more advantageous prices but resist discounting more effectively.

Relationship vs. Process Rigor vs. Sales Performance.

CSO Insights has extensively studied companies on not only the level of customer relationship achieved but on how rigorous their salespeople follow a selling process. The horizontal axis on the matrix represents four major categories of selling methodology/process rigor. “Random” means that every rep uses their own personal process. In “informal”, sellers go through process training, but none is enforced. “Formal” is the designation for ongoing process reinforcement and enforcement. “Dynamic” process processes are systematically revisited and updated in response to internal and external changes.

How does selling rigor interact with relationship quality? I’ll discuss results in a moment, but think about how much easier it might be to consistently achieve better customer relationships if sellers know how to perform best practices? The key to progressing to the right on the matrix is how well organizational support manifests itself in effective front-line sales manager (FSM) coaching and mentorship. Teaching a methodology gets you only so far; following it long-term, and making it part of your corporate culture is a huge differentiator.

What are the performance outcomes associated with your position on this matrix? Take a look at the color-coded outcomes corresponding to the matrix above:

No alt text provided for this image

Notice that these outcomes, while highly compelling, are deafeningly silent on pricing achieved. Any sales consultant, myself included, want to help you move up and to the right. I want to help you do more…by filling the void in that deafening silence.

Selling Well vs. Selling Well Consistently vs. Selling Well, Consistently, and Profitably

I also do work throughout our company’s clientele on improving how sales managers coach sellers.  This is key to helping my clients achieve consistently great sales results, but also consistently optimum pricing. I can’t help my clients consistently achieve more profitable pricing for the long term without their commitment to long-term adoption.

Selling value consistently yields higher sales performance, but pricing those reliable sales results yields higher profit performance…think of it as a third dimension of sales performance. I help clients add a third axis to this matrix: doing it all profitably, by achieving optimum win-win pricing. This doesn’t replace any methodology; it complements those tools seamlessly with another: a relentless focus on value delivered.

If you want to move upward and to the right on the Sales Relationship Process matrix, we might need to talk. If you want to do that while achieving higher pricing that your customers love, we are kindred spirits, and I invite a deeper discussion of your goals.

To your success!

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

“How To Avoid Danger From Being A Strong Negotiator” – Negotiation Tip of the Week

“The only real danger in being a strong negotiator is not knowing when to act like you’re weak.” -Greg Williams, The Master Negotiator & Body Language Expert (Click to Tweet)

 

 

Click here to get the book!

“How To Avoid Danger From Being A Strong Negotiator”

 

Some negotiators emit weakness when they’re negotiating. There’s danger in doing that. Other negotiators exude strength. There’s danger in that, too. A successful negotiator knows how to project power while avoiding the threat of being perceived as overbearing, stubborn, or unrelenting. They also know when to appear robust and when to appear weak.

The following are ways that you can be a strong negotiator while avoiding danger and becoming more successful in your negotiations.

 

First, be mindful of the negotiator type with whom you’re negotiating. Some negotiators will view you as an opponent or adversary, while others will see you as an advisor or friend. It’s essential to identify and know the different characteristics displayed by negotiators. That’ll determine how you’ll negotiate with them.

 

Adversary Versus Advisor: 

If a negotiator perceives you as too overbearing, he may become obstinate. When you appear weak, some negotiators will take advantage of you. So, you must know when to adopt the right persona. You can determine that by how the other negotiator sees you versus how you wish him to view you.

When dealing with someone that notes you as an adversary, his mindset is, he’s in a rigorous engagement, and there’s only one winner, him. With this type of negotiator, stand your ground. Challenge him before making concessions. Make him earn what he receives. That will enhance the respect he has for you and your abilities.

When viewed as an advisor or friend, display a demeanor of agreeability. You want this negotiator type to feel at ease with you. Create a climate whereby ideas are free to be exchanged. That will encourage that person to be more amenable to your offers, thoughts, and ideas. Also, he won’t feel threatened when you propose something that may appear to be out-of-bounds.

 

Advisory Role:

When projecting strength or weakness, know when to switch roles. Displaying the advisor role (e.g., I’d like to gather a little more information so I can best determine how I might meet your request), is an excellent way to break the frame. It’ll allow you to morph from a position of weakness to strength or vice versa. Be sure to change your demeanor when doing so. Do that by adjusting your body language to meet the new image that you project.

As an example, if you’re acting the role of a competent person and you switch to a weaker one, sit smaller in your chair. Do that by slouching, and drawing your body closer to itself as though you were afraid.

To project an image of strength, expand the space you’re occupying. Accomplish that by increasing the size of your body, and making big gestures when you speak. You can also move your objects further away. You want to occupy more space to appear more confident. That nonverbal gesture states that you feel comfortable and unafraid of anything in the environment.

You can also use inflections in your voice to cast the appropriate demeanor. Do that by placing a stronger or weaker inference on the words that are most important to you. That will add value to your persona.

 

Conclusion:

Like everything in life – the more you know about the environment you’ll be in and the people in it, the better prepared you can be for what might occur. Knowing how to move back and forth stealthfully, from a forceful negotiator image to one less dynamic, will allow you to have more influence over the negotiation. Plus, you won’t have to worry about being perceived as an ogre when you adopt a more rigorous personality. That will keep the negotiation wolves away from your door, those that would seek retribution for you being too strong against them … 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 http://www.themasternegotiator.com/greg-williams/

 

#Danger #Negotiate #Business #SmallBusiness #Negotiation #Negotiator #NegotiatingWithABully #Power #Perception #emotionalcontrol #relationships #BodyLanguageExpert #HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions #GregWilliams #success

 

 

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Culture Investing Marketing Personal Development Sales Technology

Brick and Mortar Stores Are Dead? Not So Fast!

The Younger Generation That Chooses Brick and Mortar Stores

You’re a part of Generation Z if you were born between 1997 and 2012. (If Z is the last letter of the alphabet… then what’s next?) This generation actually prefers shopping at old-fashioned brick-and-mortar stores. Why? Simply put—because it’s fun and entertaining! Does this mean we’ve all exaggerated the death of retail? We think so.

According to a recent Morning Consult study, “(They) will be the largest, most ethnically diverse, best educated, and most financially powerful generation ever.” When Gen Z-ers started spending their own money, two-day delivery was becoming the norm. They made their first purchases when the convenience of online ordering and home delivery was the trend. So why didn’t they keep it up and hop onto the online bandwagon? Is ecommerce missing something? Or was it that, when looking at these different shopping experiences side by side, they found that neither was shiny and new? Why did they choose brick-and-mortar shopping over online?

We think it’s the spontaneity that comes with retail. There’s also a tactile experience that online shopping can’t provide. And we think shopping brick-and-mortar satisfies a social need, whether it’s just being out of the house, dressing up, or investing in “retail therapy”. They might find exactly what they were looking for, or they could discover something brand-new! Either way, they’re going out to interact with real people instead of clicking around online from the comfort of home.

The Beauty of Brick and Mortar Shopping

As producers who have built a major retail brand, we appreciate the power behind brick-and-mortar. We were lucky enough to offer our products in a large territory to retailers’ existing customers. Unlike the direct-to-consumer business where only a few items are sold at a time, we received one check for one big shipment of many different products. Our brand had the opportunity to be discovered on retail shelves and floor displays. When people buy online, they’re likely to repeat the same purchase of the same brand over and over again. There’s barely any chance of discovering something new! Convenience and time-saving triumph over discovery!

Price-wise, ecommerce is a race to the bottom. Price is always the determining factor online, rather than quality. Both the customer and the producer know that quality is hard to fake in a physical retail store.

Going Shopping—For Fun!

According to the report we mentioned earlier, two-thirds of Gen Z-ers shop for fun at least once per month. Among the list of their top “brands” were Wal-Mart and Target—two of the world’s largest brick-and-mortar stores.

“Free delivery” is a peculiar misconception that has boosted ecommerce as we know it. If everyone working for the USPS, UPS, and FedEx still gets paid to ship “for free”, where does the money come from? Either the online merchants factored shipping into their prices, or they “invested” in delivery costs to compete with brick-and-mortar stores. The customer ends up paying for delivery one way or another in the end. But a brick-and-mortar store will meet you halfway—You drive to them. They offer you prices that don’t include the cost of getting the product in your hands.

It’s been interesting to see Generation Z rediscovering what the Boomers knew all along about brick-and-mortar shopping. But don’t let them have all the fun—let’s go on a shopping trip! We’ll discover something new and meet people along the way!

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

 

 

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

“You Need to Stop Stupid Bad Decisions Now” – Negotiation Insight

“Bad decisions can lead to bad outcomes. Stupid decisions can make bad outcomes worse.” -Greg Williams, The Master Negotiator & Body Language Expert (Click to Tweet)

 

Click here to get the book!

“You Need to Stop Stupid Bad Decisions Now”

He had a crucial meeting at 9 a.m. the following day. It was with his company’s largest client. Many months had gone into the preparation of what would be the biggest deal the company had ever had. And everyone was counting on him to land that big deal.

So why do you think he allowed his so-called friends to talk him into going out the night before the big meeting? He knew what was at stake the next morning. They asked him to have just one drink. One drink turned into two, and two turned into nine. Finally, being inebriated, he said to his friends, I must go. I must be ready for that big meeting tomorrow. By the time he got home and went to sleep, it was 2:47 a.m. When he awoke, it was 11:09 a.m. He missed the meeting. He also lost what had up until then been a good career – because he got fired!

Has anything like that ever happened to you? Your so-called friends, instead of supporting you, distracted you from a goal. Maybe it wasn’t to the degree of what occurred in the story. In that case, the decision to go out the night before the big meeting wasn’t just a wrong decision – it was stupid! More than likely, you’ve made stupid decisions too. So why do you allow that to happen? There are several reasons. The following are some of them and how to protect yourself from falling prey.

 

Friends Versus Associates:

Be careful with whom you surround yourself. And don’t associate with people that work against your goals. Understand the value of real friends. They help protect you from harm. And they support your ambitions.

Associates, on the other hand, are people that may be close to you – but they’re usually individuals that care more about their self-interest than yours. They may not share your goals or outlook that you possess.

Here’s the catch, friends can lead you into bad decisions. If they do so once, you may consider forgiving them. If they do so frequently, move them out of the friend category. And ultimately you might consider moving them out of your life.

Whatever label you assign to those that are friends versus associates, be mindful of who you let into the friend category. Those individuals will have a more significant impact on your life.

 

Strong And Discipline:

There is a strength of mind and a mind that’s disciplined. You more than likely possess either depending on what you’re contemplating. But when confronted with decisions of significance, you need to combine those two forces.

When you know you have a lot riding on the outcome of a decision, consider the consequences of not being able to perform at your best. If that doesn’t prove to be substantial enough leverage, think what you might lose. Most people have a greater fear of loss than they do for the power of additional gain.

To ascend to higher heights, you must possess an attitude that states, no one will stop you. Then, commit to yourself to stop making stupid decisions. Once fortified by that belief, you’ll become empowered. That’s when you’ll possess the ability to achieve more consistently. That’ll also be the time when you stop making stupid bad decisions … and everything will be right with the world.

 

What does this have to do with negotiations?

 

Everyone makes bad decisions sometimes. It may be due to erroneous information, fear of not wanting to confront a situation boldly, or misperceiving the severity of it. Regardless of the reason, when you know you can avoid turning a bad mistake into a stupid one, don’t turn it into one.

In a negotiation, the more time you spend in it, the higher the chance to make bad decisions. Most negotiators want to see a bargaining session to its conclusion. That leaves them vulnerable to turning a wrong decision into a stupid one.

First, be alert to how you’re making decisions when you negotiate. If you feel pressure leading the choices you make, view that as a warning signal. It’ll be the alarm that alerts you to the possible doorway opening that leads to worse decisions.

 

 

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 http://www.themasternegotiator.com/greg-williams/

 

#Decision #Negotiate #Negotiator #Business #Progress #SmallBusiness #Negotiation #NegotiatingWithABully #Power #Perception #emotionalcontrol #relationships #HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions #GregWilliams #Success

 

 

Categories
Entrepreneurship Management Marketing Negotiations Operations Sales Skills Women In Business

“For Greater Success Women Need To Be Better Negotiators” – Negotiation Tip of the Week

“Success can be seen in degrees – but only to the degree that you observe it.” -Greg Williams, The Master Negotiator & Body Language Expert (Click to Tweet)

 

Click here to get the book!

“For Greater Success, Women Need To Be Better Negotiators”

 

People that negotiate better than others tend to have greater success in life. That’s true to a point. Because, if a man and a woman have equal skills as a negotiator, in general, women tend to get the shorter outcome. For that reason, women need to be even better negotiators.

 

… I asked what challenges she has when negotiating. She said, “none – I never have anything to negotiate.” After I probed by saying, never? She, replied, “I took my brother once to help me negotiate the purchase of my car. I figured the dealer would take advantage of a woman alone. But my brother wasn’t any good. He just said yes to everything the dealer said. He didn’t know anything about negotiations. I might as well be alone.”

 

Negotiation Awareness:

Most people don’t realize when they’re negotiating. Negotiation occurs when you’re attempting to achieve an outcome. Anytime you’re trying to get someone to embrace your beliefs – you’re negotiating. Some consider that influencing. But in reality, it’s a negotiation.

As you’re most likely aware, my motto is, “You’re always negotiating.” That means, even when you’re engaged in the influence process, you’ve most likely had prior interactions that shape how you address someone. Those previous interactions were negotiations. You exchanged in the give-and-take process that’s influencing how you currently interact with someone of likemindedness or appearance.

That’s important for women to remember when they’re negotiating. If they possess a shackled mindset, they’ll be less efficient when negotiating. Instead, women must look at the situation and think, I’m free to be who I am. My past is not my present. And I will not allow old thoughts that hindered my progress from slowing me down. I will become stronger and move more boldly towards my future. Then, learn more about how to become a better negotiator.

 

Know Your Assets:

There were several factors about negotiations that the lady I was speaking with didn’t recognize.

  • She didn’t recognize that she’s continuously negotiating. That means being aware of where one action will lead and how it will impact the next step. Planning your steps will give you insights into what you’ll need as you engage them.

 

  • Since she thought she never negotiated, there were no contingency plans for situations she might encounter. Always plan how you’ll act and react before entering into situations. Women should consider how their gender might cause others to treat them. The more import the outcome, the more one should plan.

 

  • Her brother was an asset. His presence gave her unforeseen leverage. But since she didn’t know how to use it, she forewent that advantage. Sometimes, having the right person with you in a negotiation adds value to your effort. As a woman, consider how you might employ seen and unseen leverage in your negotiations.

 

  • When negotiating in what might be an awkward situation, consider allies to enlist to strengthen your position. Look for those that have skills that will offset those of the other negotiator.

 

Know Your Negotiation Counterpart:

  • Negotiators have different styles of negotiating. And some have differing thoughts about negotiating against women. To understand the type of negotiator you’re dealing with understand their mind.

 

  • Women have built-in advantages in most societies. And that’s their gender. In general, most men don’t think women can negotiate effectively. A woman can make that ill-thought a man’s peril. And that’s the hidden advantage. Women can take advantage of men’s perception by luring male counterparts into negotiation traps. Then, she can spring it before he realizes he’s trapped.

 

  • Some women are relieved when they negotiate against another woman. Don’t fall prey to this thought. As a woman, it can be tougher negotiating with some women than some men. Some women believe they have to be tough to be respected. And they won’t cut you slack because you’re the same gender.

 

Mock Negotiations:

Before engaging in what might be a tough negotiation, practice. Do so in mock negotiations. Everyone can benefit from them. But women can gain more enormous benefits by practicing with male counterparts that might act like those that she’ll face at the negotiation table.

Never discount the value of practicing. And never neglect the importance of mock negotiations. They can simulate real-life reality before it becomes that.

 

Conclusion:

The lady with whom I spoke had a commonality with other women about negotiations. Some either fail to even recognize with they’re negotiating, or they ratchet down their negotiation efforts out of fear. In either case, they shortchange themselves. They also forgo opportunities that could bring benefits for those that are dearest.

The question becomes, as a woman, is being a better negotiator worth the effort that it’ll take to become more successful? Others are depending on you! Commit today to enhance your negotiation skills … 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 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/

 

#women #success #mistakes #Negotiate #Business #Progress #SmallBusiness #Negotiation #Negotiator #NegotiatingWithABully #Power #Perception #emotionalcontrol #relationships #BodyLanguageExpert #HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions #GregWilliams #success

 

 

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

“Here Is What You Need To Know To Win More Negotiations” – Negotiation Tip of the Week

 

 

“To win more, you must know more about how to win.” -Greg Williams, The Master Negotiator & Body Language Expert (Click to Tweet)

 

 

Click here to get the book!

“Here Is What You Need To Know To Win More Negotiations”

He entered the negotiation completely unprepared. And he jumped at the first offer the other negotiator made. After they departed the negotiator that had extended the offer said to a cohort, I wish all of my negotiations were that easy. That guy had no negotiation skills.

Hopefully, no one will ever say that about you. Implement the following steps in your negotiations, and you’ll decrease that probability.

 

Planning Stage:

  • Identify what a winning outcome is for you and the other negotiator.
  • Take into account the resources you and the other negotiator will have to enhance your efforts. Those resources might consist of other people at the negotiation table and some that are not.
  • Determine what either of you might do to achieve that outcome.
  • Assess what might hamper the outcome you’d like.
  • Identify the body language gestures you’ll note to assess when the other negotiator is becoming exasperated. Set the baseline for those gestures by observing how he acts when he’s calm.

 

Other Influencing Factors:

  • Know the outside sources of power that might influence the other negotiator.
  • For more considerable influence, understand the way he thinks and the motives that drive his actions.
  • Know your pressure points and those of your opponent. You can gain influence by applying pressure on those not at the negotiation table – leverage that. Remember, the other negotiator can do the same to you. To decrease that probability, minimize those that may expose your vulnerabilities. Doing so will make you less susceptible to pressure.
  • Know how many phases there may be in the negotiation. If the other negotiator is the first of many that you’ll be negotiating against, he may be attempting to gain insight into your strategy. Then, when you think you’ve reached an agreeable outcome, he’s removed. And his team installs someone else. That’s the beginning of the next phase of the talks. That can occur throughout many stages. Be prepared for it.
  • Recognize when you’re in a zone – everything is going right. Also, be aware when things are misaligned. When that occurs, stop the negotiation. Take a break an assess what’s happening. Once refreshed, re-engage.

 

Read Body Language:

  • Gather nonverbal queues that reveal hidden thoughts.
  • Eyes – What can you glean from someone’s eyes? You can gain insight into their demeanor, the degree of respect they have for you and themselves. And you can note when they become uneasy about an offer. To record such occurrences, observe the eye movement when engaged in regular exchanges. Then, as things intensify, note the quickening pace of the eye movement, the direction up or down in which is glanced. Those movements will signal uncomfortableness. Take note when sensing that and be prepared to take action.
  • Hands – When people speak, it’s natural to use hand gestures. As you progress in the negotiation, note the degree your opponent alters those gestures. There’s value in noting the difference between him saying, and we’re this close to a successful deal while holding his thumb and forefinger a quarter of an inch apart, versus two inches. He’s displaying his measurement to how close he thinks you are to closing the deal.
  • Speech patterns – Words convey thoughts. And specific words have more meaning than others. Thus, lend attention to the words used and their pronouncement when someone extends an offer. As an example, if someone were to say in a robust intonation, that’s my best deal, take it or leave it. They’d sound more convincing than if they stated it in a weaker tone and with their head bowed. Gain additional information by listening and observing.

 

Exit Strategies:

  • Have clearly defined points indicating when it’s time to exit the negotiation. Establish them during your planning session.
  • Allow the other negotiator points to exit without losing face.
  • Assess the degree a winning outcome has changed as you’ve negotiated. If it’s altered drastically, consider postponing it.

 

Many factors influence the flow and outcome of a negotiation. The better prepared you are for what might occur, the better your chances to control the factors that determine the outcome. Having more control means, you should be able to keep the other negotiator happy with what he receives, while you obtain what you seek. The strategies mentioned will help you do just that. They’ll assist you in achieving your goals … 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 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/

 

 

#Negotiate #Business #Progress #SmallBusiness #Negotiation #Negotiator #NegotiatingWithABully #Power #Perception #emotionalcontrol #relationships #BodyLanguageExpert #HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions #GregWilliams #success

 

 

 

Categories
Best Practices Entrepreneurship Personal Development Sales Women In Business

Do you have a compelling (and brief!) Unique Value Proposition statement?

In the corporate space, there is a finite time – whether in-person, by email or phone – to make the right impression the first time.

However, many freelance executives, consultants, small business owners, and sales professionals miss the boat when crafting an irresistible Unique Value Proposition statement (UVP).

Here’s why.

There is an amazing vast array of talent across every industry vertical. These people have drive and determination and have usually decades of experience in their field.

Yet most of them struggle to articulate the brilliance of what they do, and what they offer.

I get that. And I realize that marketing may not be their strength.

Can you relate?

To help you get focused and work efficiently, I’m sharing a proven 5-step process that I use in my own work and with my coaching clients.

5 key components of creating an impactful UVP

Be prepared to dig deep and work methodically on the following questions so you feel very solid around every one of them.

  • Who is your target market?
  • What burning needs, pain points or challenges do you address?
  • What is unique and compelling about your offerings?
  • How are you better and different from the rest?
  • What benefits and results will clients experience?

The next step is to distill the best and most resonant elements of your brainstorming into a concise, thoughtful, compelling (and brief!) paragraph using the preliminary format below:

“I help/work with ______who want to ______and ________so that _______.”

Using this statement as a guide helps take the guesswork out of what to say and how to position yourself so that your message is succinct, crisp, addresses a critical challenge or need, and is easily understood. Same applies whether you’re an IT or AI consultant VP of Sales or a lawyer wanting to offer corporate workshops.

Articulating your UVP effectively is one of the TOP keys to your success.

Do it right, and you’ll get corporate decision-makers to sit up, take notice and want to explore doing business with you.

Interested in more proven strategies for approaching corporate prospects?

Download my complimentary special report 6 Powerful and Proven Steps to Get Meetings with Corporate Decision Makers and Land Lucrative Corporate Contracts.

© Kim Chernecki, Founder and CEO of Freedom Street and Creator of the Land Corporate Contracts Fast-Track System.