Deadlocks Are A Small Negotiator’s Best Friend

When you enter into a negotiation, often times things don’t seem fair. Specifically, sometimes you view yourself as being “the little guy”. When this happens, it’s often easy to believe that you don’t stand a chance – no matter what negotiation styles or negotiating techniques you use the other side is going to get what they want and that’s all there is to it. However, it turns out that you have a secret weapon that you can use – the deadlock.

Why Just Starting A Negotiation Works In Your Favor

When you find yourself in a negotiation going up against an opponent who is either much larger than you or, in your opinion, in a much stronger negotiating position than you are, it can be all too easy to just feel like giving up. It is very easy to convince yourself that the other side of the table has all of the advantages in a negotiation.

The key point for you to realize is that more often than not, they don’t. What you need to do is to take a step back and give the situation some thought. In order for the other side to even be at the table negotiating with you, a great number of things must have already occurred.

At a large company, in order to get permission to negotiate with you the other side of the table had to get a number of different levels of approval. That means that a lot of time and effort on their side has already gone into the negotiation before they even sit down to start talking with you.

This works to your advantage. The effort that the other side has gone to be allowed to participate in the negotiations meaning that they already have momentum. Once a big company starts to travel in a given direction, it can be almost impossible to get them to either stop or even change direction. All of this can work in your favor.

Why The Big Guys Fear A Deadlock

Once a negotiation with a big company has started, the one thing that the other side of the table does not want to happen is for a deadlock to occur. This is something that they are going to want to avoid at almost any cost.

The reason that a deadlock is something that a big company wants to avoid is because of what the other side of the table would have to do if a deadlock occurred. If a deadlock occurs, then the deal that the company’s senior management had given their approval for the other side of the table to enter into will have stalled.

This means that the people who work for the big company will have to once again reassemble all of the people who were involved in initially approving the negotiations and ask for their guidance as to what the next steps should be. People are now being prevented from doing other work and the deal is not moving forward.

Once you understand that this is the situation that the other side of the table is facing, you can use it to your advantage. Once you know that they will do almost anything to prevent the negotiations from grinding to a halt in deadlock, you can allow the negotiations to get close to deadlock and then ask for more concessions in order to keep things moving. In your next negotiation, give it a try and you just might be surprised at how much you can get from the other side!

What All Of This Means For You

Both sides are not equal in most negotiations. All too often we can find ourselves in a principled negotiation where the other side seems to be the bigger side and we’re “the little guy”. The good news is that we have a secret weapon that we can use when this happens.

A deadlock is a big deal in most negotiations and when you are negotiating with a larger more powerful party, it can be an even bigger deal. A deadlock is an inconvenience for you, but it can be a disaster for the other side of the table. You need to use the threat of a deadlock to motivate the other side to provide you with the concessions that you can’t get any other way.

Sometimes it pays to be the smaller, weaker party in a negotiation. Since you don’t fear reaching a deadlock as much as the other side does, you have more negotiating tools that can be used. Use this knowledge to turn the tables the next time that you find yourself in a negotiation with a “big guy”!

Presentation Skills Training: Sales Conversations Made Simple

Many people seek presentation skills training to learn how to sell to crazy busy buyers. If you want to set yourself apart from these common practices, learn 6 steps for holding a true conversation everyone values.

What are frazzled customers fed up with? One directional pitches. The ones that sound like the professional is spitting sand. Conversations are the heart of a successful relationship, and a successful sale. If you’ve ever tried to get a point across to a lover or spouse, you know that doing all the talking is the fastest way to lose. The same holds true for talking with target buyers.

Here is a short list of simple steps to hold highly effective conversations that move you toward the close. By following these steps, you will be able to start, hold, and lead conversations with skill and mastery.

Step 1. Set Aside Time
If you’re booking appointments with clients and prospects in a super tight time schedule, you are killing opportunity before it is born. A by the numbers meeting with a client might keep you organized and on schedule, but is it the best way to open up discussion?

Not likely. Set aside time to have conversations. If you have fewer meetings but get more sales…well, you do the math.

Step 2. Be Yourself
While many sales trainings instruct you to become more forceful, extrovert or directive, this may not match your unique strengths. Use your specific personality and core strengths to find your personal style.

In conversations, buyers are looking for clues from the tiniest detail to the most obvious point. They are tracking information intuitively about your body language, tone, pace and presence. It’s a lot to keep track of-if you’re trying to emulate someone else’s style.

But if you’re being authentic, you won’t have to worry. You’re already the best version of you.

Step 3. Ask Key Questions
Rather than relying on a corporate script or a sales training prescription, ask relevant questions. Ask questions that expose the buyer’s core needs, desires and problems.

By asking highly relevant questions, you will find that your clients and prospects get engaged. They want to tell you what’s bothering them. That’s when you must do the all-important next step.

Step 4. Actively Listen
Shocking, right? You must actively listen to what your clients are saying. Otherwise you fall into the vast sea of sales professionals who are just waiting to say their next selling point.

When you listen with full attention and total presence, you will hear your client’s core needs. You’ll be in a much better position to customize solutions on the spots.

Step 5. Personalize
What’s vitally important to your customer or prospect? That you are speaking directly and personally to them. They appreciate that you’re authentic, asking questions and listening. But now they want to see that you’ve been truly paying attention to what they are experiencing.

This step is all about satisfying your client’s desire for personalization. Speak directly to the benefits they’ve told you are important to them. Ditch the order of a ‘say this-do that’ script in favor of responding to the person you are talking with.

Step 6. Open The Zone
Open up the room, space or zone for your client to step into. By this point in the conversation, your target buyer wants to make an intelligent decision. By guiding the conversation with a clear, structured process, you can sell your services without being pushy, ‘salesy’ or unethical.

Keeping with the highest standards of integrity, open up the options. Discuss the merits of your complete solution, tiered approach, or white glove treatment. Open up the room for your client to step into the solution that is best for them.

Follow these 6 steps. Giving awesome presentations and guiding powerful sales conversations just got a whole lot simpler.

Calico Critters Luxury Townhouse: The Ultimate Girls’ Present For Christmas 2010?

One of the most wanted Christmas gifts for girls from 4 to 8 years old is likely to be the Calico Critters Luxury Townhouse, from International Playthings. Here’s a brief overview of what you’ll get and whether this is a good choice of gift for your little girl.

What Are Calico Critters?

They are the now famed miniature creatures who enjoy living in realistic homes with various items of furniture and accessories. The animals, as well as their habitats, are well known for attention to detail – which is why they are adored by little girls!

The world of Calico Critters has several characters to collect, who live on Cloverleaf Corners. Each character has a unique part to play in the community. They love to be around their family and friends – and the new Townhouse provides the perfect setting.

What Is the Calico Critters Luxury Townhouse?

It isn’t difficult to see why little girls will love this house, which is the perfect home for their Critters. The Townhouse includes four rooms, which can be expanded into five if needed. The whole house can open and close, keeping things tidy when it’s not being played with, and it even features working lights!

The Calico Critters Luxury Townhouse is also a wonderful present for children who like to be creative. The Townhouse is designed to be decorated however your little girl wants. The staircase and extra floor area can even be rearranged to transform the home layout.

What You’ll Get:

* The Townhouse (measures 12x12x12 inches),
* Lights that turn on and off,
* Four rooms plus a room divider to create a fifth room,
* Moveable staircase.

It’s important to point out that this house doesn’t come with any Critters. This has led to disappointment for some little girls, so if yours doesn’t have some Critters already, do buy a starter set along with this Townhouse and she’ll be playing in no time!