Negotiation Secrets of the World's Most Persuasive Men and Women by Ben Settle

Author:Ben Settle
Language: eng
Format: epub
Tags: selling, buying, negotiating, price, direct sales, direct marketing, ben settle, deal making, make deals, the ben settle show
Publisher: MakeRight Publishing

Negotiation Secret #11: Explore Their “World”

Another Jim Camp-ism I have never forgotten (and that you can learn more about in the PDF I linked to earlier) is the importance of getting in your adversary’s “world.”

As Jim says, “you are always safe in your prospect’s world.”

Meaning, if you are asking them questions (sincerely, to gather info to determine if you can help them or be a benefit to them), and learning about them from the point of view of someone with value to share, you almost can’t lose.

This goes back to the old adage, “don’t tell me about your weed killer... tell me about my crabgrass!”

Whatever you are negotiating, you have to ask questions and gather info.

Find out what the real problem or issue is and what they want and need before offering any kind of solution. Otherwise you are just assuming everything and you could be 180 degrees off.

This is the big problem with relying too heavily on tricks and tips instead of solid psychological principles.

For example, if you assume price is an object and start presenting everything around price, you’ll either look like a fool or leave a bunch of money on the table.

If you assume they are wanting to make more money when they really want more time, you’ll miss the mark completely.

Or if you assume someone wants to buy your car because they want good gas milage instead of to impress their friends, you’ll simply spin your wheels (no pun intended).

So probe.

Ask questions that let you into their world like, “So how can I help you?”

Or “What made you decide to contact me?”

Or “What is it exactly we’re trying to solve here?”

Or “What do you want from this deal?”

Or “Okay, you tell me what’s going on and that way I can better understand what the real issue is and offer some possible solutions.”

And so on, and so forth.

As the Bible says, “Ask and ye shall receive.”

Get in their world.

But never, ever assume.

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