Enigin Help - Negotiate the Final Deal
Often Enigin Distributors and Enigin Partners find themselves in negotiations, which can often be frustrating, especially if you already feel as if you’ve “closed the deal.”
However, as Enigin always teach their Distributors that the deal isn’t really closed until the final contract is signed, and it’s that final contract that comes out of the negotiation process.
These posts, with the help of bnet.com, provides a step by step formula for negotiating a final deal.
This is a skill that every sales professional must absolutely master, but beyond that, it’s a crucial skill for anybody who wants to be successful in the business world.
4: Beware of Mind Games
If you’re negotiating with a top executive, there’s a good possibility you’ll be the recipient of a mind-game — negotiating tactics intended to throw you off-balance, so that you’ll make more concessions than you’d normally consider. Here are the six most popular:
- Mind Game #1: The Palatial Environment. Some execs have impressive offices, or invite you to a ridiculously luxurious venue, because they want you to be awed and grateful even to be there. If you are, you’re as stupid as teenage girl who’s impressed by a neat car.
- Mind Game #2: The “He’s Too Busy” Routine. Execs sometimes make you wait to see them, even if you have an appointment, in order to make you feel that the exec and his desires, are more important that you time and your desires.
- Mind Game #3: The Underling Gauntlet. Execs often use underlings to make you feel like an underling. If you’re not careful, you end up feeling “socially” bonded to the underlings and thus in a subservient position while meeting the exec.
- Mind Game #4: The Way-Too-Sexy Assistant. This is old-school stuff, but it’s still practiced in some industries. The idea is to dangle a sex object in front of you, so that you’ll focus on the possibility of having sex rather than cutting the best deal
- Mind Game #5: The Meeting Extension. Execs often set low expectations of the amount of time they’ll be spending, so that people feel complimented if they spend more than that amount. Don’t be complimented; the exec probably had a whole hour blocked off anyway.
- Mind Game #6: The Big Wait. Execs sometimes delay negotiations hoping that you’ll get all antsy and want to close the deal just to get it closed.
How to deal with this nonsense? First, realize that the only reason the exec is pulling this crap is because they want to cut a deal. Second, realize that you don’t have to react as expected. The rule of thumb in negotiations is that you must treat the prospect as if you were his or her equal.
For example, if you’re negotiating with a billionaire — guess what? — you’re the kind of person who negotiates with billionaires. That makes you as important as the billionaire because otherwise you wouldn’t be involved. Get it?
Next Step in the Next Post
Comments are closed!