“In business, you don’t get what you deserve, you get what you negotiate.” – Chester Karrass
Successful negotiating requires you have a technique. The clearer you are on strategy before negotiating, the more lucrative you’ll be. At the core of the strategy is what Mark Hunter “The Sales Hunter” calls the “3 Ts of Negotiating: Trust, Time, and Tactics.”
Master these as part of your selling skills!
As these 3 T’s of Negotiating when used well will boost your motivation in sales and can increase your profits.
1st T of Negotiating is Trust
The more trust you and other party have in one another, the less need to negotiate. The chance is at knowing if the trust is real or only perceived.
Trust only comes with time and the having quality interactions with your client. Remember quality not quantity is important.
To measure the degree of trust you established, consider what your partner has told you about their company or even themselves. As the more they let you know things that is not known by others, the greater trust they have got in you.
Perceived trust is blind and can get you in big trouble rapidly. It often comes when the other party is an excellent communicator and is easy to get along with.
2nd T of Negotiating is Time
The more time you have before it’s essential to finalize an offer, the higher your leverage.
If time is of the essence to you, then don’t allow the client to really know what your timeframe is.
An excellent negotiator will use time to their benefit by knowing timelines that the other party is dealing with – without disclosing anything apart from what is essential to help close the negotiation.
2nd T of Negotiating is Tactics
Finally, people focus on using tactics when negotiating if they do not have an established level of trust with the other person or they really don’t have time working in their favor. The quantity and type of tactics a person will use is in direct proportion to the lack of trust they have together.
One way of taking a look at the role these 3 Ts play in negotiatingis to think about thetotal of the three equaling 100%.
If you have a high degree of trust both ways in your business relationship, then the use of tactics or leveraging time is not needed. In cases like this, trust might be 100%.
Alternatively, if you have hardly any trust in the other party, then you will need to count on tactics and time to complete the negotiation.
The most detrimental circumstance would be when there is zero time to negotiate and there is absolutely no trust between the two parties. In cases like this, the only real “T” you need to use is tactics.
Your potential to improve the degree of trust will usually allow you to diminish the importance of time and tactics.
Start today paying close attention on the amount of trust that is present between you and each of your clients. We encourage you to you to really think about this, even if you are not currently in a negotiation situation.
Wise salespeople know how to examine each T with each client.The more adept you become at this, the better negotiator you will become.
Will be the three Ts part of your strategy?
They must be.
https://easyonlinebizsolutions.com/wp-content/uploads/2018/01/negotiating-skills-cartoon.jpg570815findnetshttps://easyonlinebizsolutions.com/wp-content/uploads/2017/09/EzyOnlineBizSolutions-logo-shadow-500-156.pngfindnets2018-01-07 10:59:182018-06-09 18:34:02Negotiating Successfully with the Three Ts: Trust, Time and Tactics
“The ability to influence people without irritating them is the most profitable skill you can learn.” – Napoleon Hill
When doing a presentation or promoting your products it’s important to really work hard to connect with each of them individually. When face-to-face it’s vital to make eye contact, read each persons body language and try to see the presentation through their eyes. By doing that, you can often able to anticipate their objections and areas where they’re lacking clarity or areas where they need to see the true benefits I’m bringing to the table.
Seeing the world through your audience’s eyes is central to success as a marketer and entrepreneur. Your goal needs be to understand your target market inside and out.
https://easyonlinebizsolutions.com/wp-content/uploads/2017/12/influencing-others-matches.jpg189300Nicky Canehttps://easyonlinebizsolutions.com/wp-content/uploads/2017/09/EzyOnlineBizSolutions-logo-shadow-500-156.pngNicky Cane2017-12-24 14:55:442018-06-09 18:39:22How To Get Really Good at Influencing Others
If buyers could easily get by without salespeople, do you think they would?
It really is a fascinating question if you stop and consider the role of the salesperson. Naturally, taking into consideration the role within an abstract way is a very important factor, but how about considering it from an individual perspective? What goes on as a salesperson when you put your thoughts aside for an instant, relax, take a breath and honestly consider,
“What role will I play with my customers?”
If you ask a salesperson what value they bring to their buyers, you will most likely get smoke and mirrors. Once you ask this question of clients and specifically professional customers, you will get a totally different answer. For professional clients who visit a wide selection of salespeople, the worthiness they put on them is usually very little.
https://easyonlinebizsolutions.com/wp-content/uploads/2017/12/PushySalesman.jpg263300Nicky and Davehttps://easyonlinebizsolutions.com/wp-content/uploads/2017/09/EzyOnlineBizSolutions-logo-shadow-500-156.pngNicky and Dave2017-12-22 12:27:272018-06-09 18:39:36The Remarkable Reason Why Buyers Don’t Like Salespeople
If you want to be a successful business owner or an entrepreneur, you’ll need to master different skills during your career.
Bill Pescosolido an internationally recognized leader and trainer told us about these skills. He is an authority on the topics of Prospecting, Recruiting, Content and Branding.
Today, we want to share with you the top three skills every business owner needs for long-term success.
Are you ready forlong-term success?
If yes, read on.
https://easyonlinebizsolutions.com/wp-content/uploads/2017/12/master-sales.jpg250250Nicky and Davehttps://easyonlinebizsolutions.com/wp-content/uploads/2017/09/EzyOnlineBizSolutions-logo-shadow-500-156.pngNicky and Dave2017-12-12 11:53:242018-06-09 18:42:403 Top Skills Every Business Owner Needs for Long-Term Success
“It is good policy to strike while the iron is hot; it is still better to adopt Cromwell’s procedure, and make the iron hot by srtiking. The masterspirit who can rule the storm is great, but he is much greater who can both raise and rule it.” – Elias Lyman Magoon
Did you know that the “impulse items” you see at the checkout line of your local grocery store are some of the best-selling items in the store?
It’s true.
The reason why holds some important lessons for your online marketing efforts.
https://easyonlinebizsolutions.com/wp-content/uploads/2017/11/strike_while_the_iron_is_hot.png295350Nicky and Davehttps://easyonlinebizsolutions.com/wp-content/uploads/2017/09/EzyOnlineBizSolutions-logo-shadow-500-156.pngNicky and Dave2017-11-08 08:30:202018-06-09 20:15:12Persuade Your Online Customers to Strike While the Iron is Hot
Part 4 and Final Article of Creating Webinars Series
Now you are ready to deliver your webinar.
Use this guide to learn how to use GoToWebinar to deliever your webinar and discover the practices you need to do during an LIVE webinar.
1. Log in to GoToWebinar
Log in to GoToWebinar and click the Start button next to the webinar that you are going to deliver. Read more
https://easyonlinebizsolutions.com/wp-content/uploads/2017/11/record-webinar.png256256Nicky Canehttps://easyonlinebizsolutions.com/wp-content/uploads/2017/09/EzyOnlineBizSolutions-logo-shadow-500-156.pngNicky Cane2017-11-04 13:56:102018-06-09 20:16:08How to Deliver Your Webinar with GoToWebinar – Creating Webinars Series
You now know why you need to create webinars (Part 1) and what needs to go into an successful webinar presentation (Part 2). It’s Now Time to Setup Your Own Webinar with GoToWebinar.
Part 3 of Creating Webinars Series.
It’s time to walk through setting up your first webinar. Follow the steps below to set up a your first webinar presentation in GoToWebinar.
GoToWebinar is a service where you can conduct do-it-yourself webinars with up to 1,000 people. This can be a great tool to include multiple parties in a webinar from all around the globe
https://easyonlinebizsolutions.com/wp-content/uploads/2017/11/gotowebinar-icon.png400400Nicky Canehttps://easyonlinebizsolutions.com/wp-content/uploads/2017/09/EzyOnlineBizSolutions-logo-shadow-500-156.pngNicky Cane2017-11-02 14:31:112018-06-09 20:16:24Step-by-Step Guide to Set Up Your Own Webinar with GoToWebinar – Creating Webinars Series
Trust is generally low among consumers. In fact, about 32% of consumers have trust for businesses and only about 13% trust advertising. So, if people don’t trust advertisements who do they trust? Their family, friends, and co-workers.
You can take advantage of this trust. By establishing trust with your target demographic and making it a priority, you can dramatically increase referrals and word of mouth advertising.
Why should prioritize customer trust? Because it’s key to repeat business. This is one of the top factors that lead customers to either stay or leave a business. Read more
https://easyonlinebizsolutions.com/wp-content/uploads/2017/10/easyonlinebizsolutions-promise.png10371274Nicky and Davehttps://easyonlinebizsolutions.com/wp-content/uploads/2017/09/EzyOnlineBizSolutions-logo-shadow-500-156.pngNicky and Dave2017-10-05 10:00:422018-06-15 18:31:25How to Establish Trust with Your Target Demographic
We have covered the reasons people share content but the big question is ‘How do I encourage readers to share the content that I write?’
Let’s have a look at what what drives people to share.
Trust
Trust makes a huge difference as to whether someone will share an article or not. Read more
https://easyonlinebizsolutions.com/wp-content/uploads/2017/08/mobile-hero-image-3.png321640Nicky and Davehttps://easyonlinebizsolutions.com/wp-content/uploads/2017/09/EzyOnlineBizSolutions-logo-shadow-500-156.pngNicky and Dave2017-08-22 17:53:482019-09-26 12:48:08Persuading Your Articles be Shared 101
