Create Emotional Plans Before Negotiating Forcefully

Before you begin to negotiate, create an emotional plan to assist you in progressing towards the goals of the negotiation. In essence, your plan will become your roadmap and the mental makeup you might possess during the negotiation will impact the overall outcome of the negotiation.

The purpose of developing a negotiation plan offers many benefits. When you incorporate the emotional state you might possess during the negotiation, along with that of the person with whom you’re negotiating, you enhance the plan’s viability. A few of the benefits are …

1. A negotiation plan that incorporates the emotional state you might find yourself in during the negotiation helps you stay focused on the overall goals of the negotiation. Assessing and incorporating the emotional state of the other negotiator can uncover potential nuances he might project into the negotiation.

2. If unforeseen occurrences creep into the negotiation, (i.e. loud outburst, sedateness) or something that’s awe-inspiring, an alarm should occur within you, due to the fact that you had not considered that aspect of the negotiation. This in turn should serve as a reminder to call a ‘time out’ (not address the new occurrence until you’ve had adequate time to evaluate its consequences).

3. A plan should allow you to maintain control of your emotions, if you know you’re the type of person that is easily influenced or manipulated by others, or easily persuaded to action by your emotions.

Most people make decisions based on the emotions they possess at the time of their decision. Then, they justify their decision with logic. If logic does not allow them to rationally justify their decision, and the emotion is strong, that person will discount the value of logic and pursue the course they’re on. Too many times after negotiating, people find themselves in a quandary. As the result of not being completely satisfied with the outcome of the negotiation, they beat themselves up and curse the outcome when the emotions that lead to their actions have subsided.

You have to know yourself and take into account the mental perspective you possess and the perspective you’ll have prior to sitting down at the negotiation table. You should also mentally project yourself into the mindset you think you’ll possess during the negotiation; by doing so, it will serve as a dry run and better prepare you for the negotiation (This is an exercise I have each and every client go through prior to any negotiation session they enter into).

In addition to assessing your emotions, you should also give careful thought to the emotions of the person with whom you’ll be negotiating. If you don’t know what the other person’s emotional level, makeup, or dispersion might be, go through several scenarios, so as to ‘estimate’ where their emotions might lie; the purpose for doing so is to create an emotional sparring partner from which you’ll be able to create greater emotional control within yourself during the negotiations.

When you negotiate, don’t search the ether for emotions that should be kept under control. If you maintain control of your emotions throughout the negotiation process, you won’t find yourself being held captive by an unforeseen force that causes you angst about what you really want from the negotiation. By maintaining control of your emotions during the negotiation, you’ll be in control of yourself and increase the chances of a favorable negotiation outcome … and everything will be right with the world.

The Negotiation Lessons are …

· Don’t allow your emotions to lock you into a cement trap from which your negotiation position becomes immobile. Engage in negotiations from a non-emotional perspective and mentally you’ll be more fluid in the options you evaluate during the negotiation.

· When developing a negotiation plan, try to envision what your emotions might consist of throughout the negotiation. If you plan to negotiate forcefully, try to sense and really feel the emotions you might possess. The more you can experience your emotions before sitting at the negotiation table, the more equipped you’ll be at dealing with negative emotions that could distract you during the negotiation.

· From time to time, practice altering your emotional state of mind to seek understanding of what ‘sets you off’. By identifying traits you possess that cause you to become upset or very excited, you’ll gain knowledge of how to control those emotions. Then, during negotiations, you’ll have better control and command of those emotions.

3 Simple Strategies to Get More Presentations and Close More Sales

Is it really hard to market a startup business?

Entrepreneurship is a world of self-discipline, creativity and drive. Success in business ownership does not happen overnight but comes with strategic planning, consistency and implementation. Self made millionaires are consistently saying that having multiple streams of income are the most sustainable paths to grow into wealth.

Some of the struggles that business owners & independent distributors have when building a business are getting presentations, overcoming objectives and closing more sales.

Getting people to gather for your presentation.

Who would turn down the opportunity to get together with friends and have a glass of wine? I know I’d be the first to appear. Would you still participate if a thirty-one rep or It Works rep were giving a presentation? Well is it something that meets a need for your client? You will never know unless you ask.

Capitalize on benefits

Are you capitalizing opportunities by selling the benefits of your program/products? We fail to realize that direct selling consist of relationship building. People purchase from those they know, like and trust. There needs to be a connection made with your prospect before attempting to close a sale.

Getting past stereotypes for certain industries.

Franchising, network marketing and direct selling are huge components of building wealth. Somehow the reputation of each industry have a stigma attached that leaves consumers skeptical.

How to get past stereotypes.

Social proof is a verification and confirmation that your product/program can make a difference in others lives. Social proof is getting someone to sing your praise or sing the praise of their transition from using your product. We as individuals feel compelled to purchase when we can confirm that it has worked for someone else.

Use your network.

Capitalize of current & previous clients. Make your clients customers for life. You have to give them directions of what their next step should be whether its telling 3 friends of their experience and sharing their contact information. This is a referral marketing strategy that always seem to get underutilized in the sales industry.

Here’s a great example of next steps:

1. Make a list of features & benefits of your product/program.

2. Make a list of 10 people that could possible benefit from your product.

3. Call each person to touch base and inform them of the awesome product and its benefits. Ask them of they know anyone who would be just as interested in hearing more information.

Presentation Skills Training: How To Handle Difficult Questions

What’s the toughest part of business presenting to important clients and prospects? How to handle difficult questions with poise. Curious how the pros make it look so easy and natural? Find out how to handle questions under fire with complete ease.

With more and more subject matter experts presenting directly to clients and prospects, answering questions on the spot is an increasingly important issue. In my presentation skills training, this is consistently the number 1 area of concern.

Why is handling questions such a hot topic?

Many professionals like to reduce risk and control the outcomes of their work environment. When faced with unexpected, uncomfortable or difficult questions, it’s easy to feel on the spot.

Yet, we’ve all seen public speakers and professionals who seem to handle questions with ease and poise. What do they know that we don’t?

If you’re feeling fed up with formulas, tired of feeling bewildered, and ready for a solution to the question problem, read on.

1. Anticipate The Worst
What are the questions you deeply hope no one will ever ask? What are the dark holes in your facts?
What are the difficult parts in your company history?
What are the missing links in your business story?

Anticipate these questions, and it’s easier to work on your responses-before you step in the room.

2. Collaborate and Expand
When looking into all the scary questions, don’t try to come up with all of them in isolation. Ask peers. Ask people from your company who have more experience presenting. Interview colleagues to find out what questions they received in the past.

Look to colleagues outside of your work environment. While the topics differ, difficult questions have a certain commonality. You’ll be better prepared when you get a similar one tossed your way.

3. Brainstorm Solutions
Work with your team to brainstorm answers. Again, if you’re feeling stuck, the fastest way to add fluidity is to brainstorm. Other people on your team will see answers and find solutions with a fresh perspective.

4. Explore More Options
Ask a professional presentation coach to help you add to the questions you’re compiling. They are likely to notice areas that you may be unconsciously avoiding. Your presentation coach also has personal experience in coming up with questions, and responding to difficult questions on the spot.

5. Simplify Your Answers
When you’re preparing your answers to potential questions, keep it simple. This helps in two ways. First, you will remember your answer! Second, your audience will easily follow your response.

6. Practice, Practice, Practice
Practice speaking your answers. Say each one, conversationally. Adjust the words until you are comfortable and confident.

Then, practice, practice and practice some more. Rehearse alone. Practice with a peer. Answer questions, working under rapid fire, with your presentation coach. The more you practice realistic speed and real-world content, the better you’ll feel when your big moment comes.

7. Record and Review
Record your answers in front of a video camera. Yes, it’s kicking the pressure up a notch. Not many people are thrilled with how they look on video.

But the pleasure of feeling confident far outweighs the pain of seeing yourself on camera. Record your response to questions. Then, watch your practice rounds with your presentation coach. Get candid and honest feedback from your coach.

Ask her or him to help you respond more naturally, authentically and professionally. Focus on using your unique strengths to build confidence and poise for challenging question sessions.

Interested in presenting like a pro? By following these 7 simple steps, you’ll transform your skills and handle difficult questions with complete poise.