Sales Negotiation Psychology

Do not underestimate the need for your business to be an expert in negotiating skills. Your competitors are certainly enhancing their sales negotiation abilities, so you need to follow suit in order to keep pace. And if you want to get ahead of them – which I hope you do – then you need to invest in a very good negotiations training course for your employees.

The Importance of Negotiation Training

Sales professionals who can conduct effective sales negotiations are able to avoid losses, build profits, and close more sales. There is no doubt that success rates dramatically increase along with a sales executive’s business negotiation skills. Any person who strives for excellent results – not just average or good results – should invest in a very strong negotiation training program to fully enhance his or her skills.

What You Need to Know

As a sales professional, there are certain business negotiation skills that you absolutely must learn and cultivate. These include:

o Know how to find, pursue, and successfully close opportunities

o Effectively evaluate your sales negotiation performance and continually improve

o Learn how to ask the right questions to know what your counterpart needs

o Understand how to determine a counterpart’s sales negotiation style

o Know when to make concessions to ensure fairness and save value

o Build confidence through effective negotiation skills

o Enhance your cross cultural negotiating skills

o Know how to devise effective strategies to support the sales cycle

Invest in Consistent Improvement

Even if you think you possess strong negotiation skills already, you can never know enough. A good course in negotiating will teach you things that will increase your bottom line exponentially. There are so many nuances and fine points in the world of sales that no professional should ever be comfortable with his or her knowledge. You should always be seeking to improve yourself by partaking in negotiation training programs that will challenge you and build upon your abilities.

Be careful, though, to choose your negotiation course carefully. The most important consideration when choosing the best course for learning to become a better negotiator is the value of the course content. It’s important to research the depth the course material that is being offered. Some programs will claim to enhance your skill, but will instead give you a simple seminar that adds virtually no value at all. By carefully researching your options, it is possible to find a program that uses a comprehensive approach to engage you in the training and effectively build your skills in negotiating.

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.

Presenting on the Fly – Discover a New World When You’re Not Afraid to Present

New team? New interns? Too many tasks than you can do in a day’s work? If so, stop and listen to this message: Overcome Fear of Public Speaking.

More and more of my clients tell me that they feel anxiety of public speaking – specifically ad hoc presentations. It makes sense.

When you have to do more with less, you have to be ready for anything. Unexpected meetings. Public speaking to clients and prospects. All when you least expect it. You must respond to urgent demands and critical opportunities – at a moment’s notice.

In this turbulent economy, the message is clear: get ready for anything. Conquer anxiety fear of public speaking. You must know how to confidently present to employees, customers and prospects.

Recently a client called our office asking for help. Her on-the-fly presentation needs ran the gamut including:

* How to train summer interns at a moment’s notice
* How to present to clients without any research support
* How to run virtual meetings to generate more leads
* How to answer tough questions about new procedures

You know the drill.

Her job title doesn’t include public speaking. But her real-life at work certainly does.

The only question is: do you have the right public speaking skills? Is your organization giving you the training you need?

This is just a hunch. But I bet your answer is: “No!”

At the same time organizations are demanding lean and mean, they are also cutting back on training and professional development. It’s basically foolish. But it’s happening all over the globe.

So, if you want to learn how to be fearless in ad hoc presentations, you need to take charge. It’s up to you to master the skills.

Use these 4-tips to overcome the fear of public speaking. These simple tips will help you reduce nervousness and get ready for anything.

1. Define Your Single Purpose
Define the purpose of each presentation. Even if you have to sketch this out on the back of an envelope or on a greasy napkin, over lunch. Get your ideas clear and concise.

A clear sense of purpose is absolutely essential if you want to give spontaneous presentations that look polished and professional.

2. Solve A Big Problem
What’s the big issue or problem your audience is facing? Think about each audience before you give your presentation.

Speak directly to the people who are in the room. Solving an important problem is the fastest way to adapt your story to every audience.

3. Share Personal Stories
When you share personal stories in an impromptu presentation, you achieve several goals at once.

First, you show up as a warm, friendly and open human being. Whether you are in leadership, research or sales, this is essential. This single trait helps your audience open up to your message.

Second, you have ultimate flexibility. You can pick and choose from different stories to match the situation. This is the easiest way to customize your message on the spot.

Third, you won’t be like any other presenter. You’re telling real stories from your own experience. No one else can possibly tell the same story.

4. Involve Your Audience
Engage participants with questions and spontaneous answers. Do this early and often and you’ll achieve a lively event everyone will remember.

If your work life is hectic and the demands are great, use these 4 tips and boost your skills. The more comfortable you are with presenting on the fly – the more you will succeed in your career