“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
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
Every blog article is an attempt to secure and enhance your reader’s trust.
It’s important to remember that trust is a whole package deal. You can’t simply throw in a few trust words and expect all your readers to automatically trust you. You have to use other trust factors such as detailed copy, authoritative tone, consistent output, high quality, social signals, and a good reputation.
Along with these things, you can add in phrases and words that will drive that trust even further.
https://easyonlinebizsolutions.com/wp-content/uploads/2017/09/trust.jpg253346Nicky and Davehttps://easyonlinebizsolutions.com/wp-content/uploads/2017/09/EzyOnlineBizSolutions-logo-shadow-500-156.pngNicky and Dave2017-08-21 19:57:262019-09-26 12:48:5011 Excellent Words to Enhance Trust in Your Content
