Christine K. Clifford, CSP is the writer of nine books including Let’s Close a Deal! Turn Contacts Into Paying Customers for Your Company, Product, Service or Cause and YOU, Inc. The Art of Selling Yourself. She is CEO/President of Christine Clifford Enterprises and The Cancer Club, helping companies together with individuals arts and crafts their storey together with designs “knock your socks off” Media Kits for companies, individuals together with entertainers.
The biggest error made past times most sales people—both novel together with old—is thinking of a sale inwards damage of “What’s inwards it for you, together with what’s inwards it for me?” I telephone telephone this the typical “Win-Win” situation. Rather, a sale ever has a 3rd political party beneficiary: your company, your family, a charitable organizations, etc. So instead, expect at the sale as, “What’s inwards it for three?” I telephone telephone this the Win-Win-Win. If you lot acquire out along inwards heed all parties involved, you lot own got a much greater jeopardy of success.
What is the quickest agency to better your negotiation skills inside a brusk fourth dimension period, say, half dozen weeks?
Ask everyone you lot know (your boss; colleagues; friends; family) what you lot are doing right, but to a greater extent than importantly, what are you lot doing wrong? This information tin hold out gathered fairly speedily together with you lot tin get-go acting on it immediately.
Face to confront meetings together with personal interactions are becoming increasingly rare. How practise you lot negotiate inwards the historic menses of Facebook, Twitter together with Whatsapp?
Getting your face—and body—in front end of a potential customer is notwithstanding the best agency to unopen a deal. But if you lot can’t attain that, shipping a brusk video, Skype, or Facetime together with then you lot tin truly interact amongst the other party.
Many newer companies, peculiarly startups, accept pride inwards the fact that they don’t own got a sales subdivision unmarried sales person, fifty-fifty inwards the niches that are notwithstanding dominated past times straight sales, similar enterprise software. What’s your sentiment on this tendency – is salesmanship a science that’s going to hold out ever inwards demand or are technological advances, peculiarly Big Data, leaving less together with less room for ‘old school’ sales tactics?
We are all salespeople… inwards every expression of our lives. So the inquiry is not, “Is at that spot a demand for a sales person?” But rather, “How tin I hold out to a greater extent than effective?” Every mortal inwards every arrangement is a “face of the company.” And because of that, they are selling the company/product/service/ or cause. But this becomes fifty-fifty to a greater extent than argue to hold out every bit effective every bit you lot tin hold out given the pocket-sized sum of fourth dimension or exposure you lot may own got to a potential client.
Could you lot delight plough over a few specific tips for negotiating over the Internet – email, LinkedIn, Skype, etc.
I sold a $2500 sponsorship to PORSCHE past times merely sending a cold/call query email. Why did it work? Because it captured their attention, explained briefly what the practise goodness would hold out to them to participate, provided a history of the success of the arrangement I was soliciting for, together with asked them for their business. Tips for negotiating over the cyberspace are these: hold out brief, brilliant, bold together with brave.
If you lot were to selection 1 mortal to hold out world’s best negotiator of all times, who would that hold out together with why?
Taylor Swift has acquire 1 of the world’s best negotiators because she has clout; she asks for what she wants/needs inwards a agency that is non offensive; together with she is liked—no loved—by all. Positioning yourself inwards a house where you lot cannot neglect is what Taylor has accomplished inwards a culture-changing way.
What books, blogs, podcasts together with other resources would you lot recommend to our users who desire to larn to a greater extent than almost negotiating successfully?
I would recommend my 2 books: Let’s Close a Deal: Turn Contacts into Paying Customers for Your Company Product, Service or Cause, and YOU, Inc. The Art of Selling Yourself.
Thank you lot for the interview.
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