Get to YES!
The subtle art of persuasion in the sales and negotiation process
"When you want to convert someone to your point of view, you go over to where he is standing, take him by the hand (mentally speaking), and guide him. You don't call him dummy; you don't order him to come over to where you are. You start where he is, and work from that position. That's the only way to get him to budge." Thomas Aquinas
By Bob ‘Idea Man’ Hooey
"To get to the Promised Land, you need to negotiate your
way through the wilderness."
Herb Cohen
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Copyright and License Notes
Smashwords Edition
Get to YES!
The subtle art of persuasion in the sales and negotiation process
Bob ‘Idea Man’ Hooey
Copyright 2011 Bob ‘Idea Man’ Hooey
All rights reserved worldwide. No part of this publication may be reproduced or distributed in any form or by any means or without permission in writing from the publisher. Segments of this e-publication were originally published as articles and/or parts of other workbooks and program materials and are included here by permission of the publishers and authors.
Unattributed quotations are by Bob ‘Idea Man’ Hooey
Smashwords Edition, License Notes
This eBook is licensed for your personal enjoyment and education only. This eBook may not be re-sold or given away to other people. If you would like to share this book with another person, please purchase an additional copy for each recipient. If you’re reading this book and did not purchase it, or it was not purchased for your use only, then please return to Smashwords.com and purchase your own copy.
Thank you for respecting the hard work of this author.
ISBN: 978-1-4659-7614-7
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Acknowledgements, warnings, and disclaimers
A very special dedication of this piece of myself, to the two people who meant the most to me, my folks Ron and Marge Hooey. Sadly, both my parents left this earthly realm in 1999. I still miss your encouragement and love. I was blessed with the two of you in my life.
To my amazing wife and professional proof reader, Irene, who loves, encourages, and supports me in my quest to continue sharing my Ideas At Work! across the world. Thank you seems so inadequate for your work in helping make my writing better!
My thanks to the many people who have encouraged me in my growth as a leader, speaker, and engaging trainer in each area of expertise including sales and negotiation. My thanks to a select few friends for your ongoing support and constructive abuse. You know who you are.
We have not attempted to cite in the electronic text all the authorities and sources consulted in the preparation of this manual. To do so would require much more space than is available. The list would include departments of various governments, libraries, industrial institutions, periodicals, and many individuals. Inspiration was drawn from many sources in the creation of this electronic text.
Warning—Disclaimer
This electronic book (manual) is written and designed to provide information on more effective sales and negotiation. It is sold with the explicit understanding that the publisher and author are not engaged in rendering legal, accounting, or other professional services. If legal or other expert assistance is required, the services of a competent professional in your geographic area should be sought.
It is not the purpose of this electronic book (manual) to reprint all the information that is otherwise available to sales professionals, negotiators, and sales leaders. Its primary purpose is to complement, amplify, and supplement other texts and reference materials. You are encouraged to search out and study all the available material, learn as much as possible, and tailor the information to your individual needs. This will help to enhance your success in being a more effective sales leader, negotiator, or sales professional.
Every effort has been made to make this electronic ‘primer’ manual as complete and as accurate as possible within the scope of its focus. However, there may be mistakes, both typographical and in content. Therefore, this electronic text should be used only as a general guide or primer and not as the ultimate source of information. Furthermore, this electronic manual contains information that is current only up to the date of publication.
The purpose of this electronic ‘primer’ manual is to educate and entertain; perhaps to inform and to inspire. The author and publisher shall have neither liability nor responsibility to any person or entity with respect to any loss or damage caused, or alleged to have been caused, directly or indirectly, by the information contained in this electronic ‘primer’ manual or electronic book.
If you do not wish to be bound by the above, you may return this book to the publisher for a full refund.
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Copyright and License Notes
Acknowledgements, warnings, and disclaimers
Chapter 1: A word as we begin…
Chapter 2: Principles on Power Negotiating Techniques
Chapter 3: Traits of the 'effective' sales professional or negotiator
Chapter 4: Active Listening Is a Master Skill used by powerful negotiators
Chapter 5: Learning their patterns
Chapter 6: Negotiation in sales
Chapter 7: Mistakes Made By New Sales Staff
Chapter 8: Would you buy from yourself?
Chapter 9: Reasons Why People Buy and Keep on Buying
Chapter 10: What is your deal? What do they want?
Chapter 11: Rules of Value-Added Selling and Top Level Service
Chapter 12: Checkpoints for Super Sales Techniques
Chapter 13: Proactive strategies to 'minimize' price objections
Chapter 14: Dealing with PRICE objections
Chapter 15: Ways To Get The Most From Negotiating Via Email
Thanks for purchasing and reading Get to YES!
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Chapter 1: A word as we begin…
If you want to be consistently successful and persuasive in the sales or negotiation process you need only understand and apply some simple ideas. Make it simple, keep your focus, and work through to a positive result that works for all parties. As a sales professional or negotiator:
You will be more effective, when you are sensitive and aware of the real needs, motivation and position of your client.
You will be more powerful, when you are clear about your own needs, motivation, position and what you bring to the table.
You will be more persuasive when you learn to actively listen, state your case with clarity and confidence.
In preparing for the updating of this e-manual I have drawn from many sources, hastily scribbled notes, articles, as well as drawing from a few of the books I’ve previously penned. I include the information here as a resource for you. We have not attempted to cite in the electronic text all the authorities and sources consulted in the preparation of this manual. To do so would require much more space than is available. The list would include departments of various governments, libraries, industrial institutions, periodicals, and many individuals. Inspiration was drawn from many sources in the creation of this electronic text.
As mentioned earlier, this e-manual is not intended to be a definitive piece, simply one person’s experience. We need to explore ways of being more effective with our time which will free up our energy and resources for our most important goal - finding, negotiating with, selling, and retaining our clients. Perhaps these ideas will help you in that regard. Sales and negotiation are a core part of building long term mutually profitable relationships.
To be effective in sales and business, you must deal with three areas.
Pain
Gain
Sustaining
To the degree that you work with your clients to take care of these areas your profitability and long term viability will be impacted. Each area has its specific focus and profit center.
If we help people deal with their pain - will they need us when it's gone? Helping them to gain offers a bit more opportunity to serve. But if you can work with them thru the pain, help them gain and then take them thru to helping them grow and sustain growth you will become a major part of their team.
Keep your eye on a mutually acceptable win for you and your client. Keep your eye on the long-term mutually profitable relationship if you want to succeed and stay profitable.
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Chapter 2: Principles on Power Negotiating Techniques
In the negotiation process - a critical part of the sale process - it is imperative to understand the basic principles that make the top sales professionals/negotiators so successful. In addition to understanding these principles we need to learn how and when to apply them.
We negotiate everyday: with our family and friends, our co-workers to cover for us, with our employers for salaries and perks, our suppliers to support us, and with our clients for sales.
Following these basic principles will enable you to negotiate fairly; which will, in turn, increase the chances of arriving at a win-win resolution. Fine tuning your negotiating skills will secure you a more profitable and sustainable sales career and company.
These points will assist you in becoming a powerful negotiator, better equipped in the sales and negotiation process:
If you are client-oriented sales professional who plans on being here for the long term, you understand that it is better to focus on how both you and the client can win.
Regardless of what you want, in the end, the other person must be satisfied - or at least feel satisfied - with what they got.
Separate the people from the obstacle inhibiting a mutually satisfying conclusion. Focus on solving problems and not on the emotions arising from the problem. Don’t make or take it personally.
Knowing the negotiation style of the person you are negotiating with is critical to leaving with a positive outcome for both parties.
Focus on interests, not your positions. Positions can be fixed. Each of you may have interests which need to be met. Fixed, inflexible items can put your negotiations into a corner and a stalemate.