How to Coach Yourself and Others How to Influence, Persuade and Motivate | страница 95

7.3 Adopt the Correct Attitude
Your mind needs to be in the right place when you enter into
negotiations. Otherwise, you will simply not be as persuasive as you
could be. You don’t want your emotions to get in the way of your ability
to interact with the other party and you want to be prepared to continue
providing the best quality service you can for the customer. Here are some
tips for ensuring you have the right attitude:
•Be confident in yourself, your organization, and the value that your
product or service provides
•Remember that objections to your proposal are not objections against you
personally
•Remain calm in order to keep thinking clearly and responding well
•Be patient because not everyone thinks at the same pace or in the same
way
•Remind yourself that the goal is to find a solution and agreement that
provides value to both parties

7.4 Know Your Ultimate Conditions
We know a few things about customers by now. We know that they are
likely to try to get the lowest price and most favorable conditions
possible. We know that they can have unrealistic expectations or
unreasonable demands. But we also know that there is a point during the
negotiations at which they are willing to walk away from the table and go
to the competition instead.
You need to know the same information about your own position.




At what point will you decide that persuasion and influence is not
possible, and that you would be better served pursuing another
customer?
What are the requirements that an agreement must include in
order for you to take it?
What are the points on which you are willing to make concessions
and the points on which you are not?

If you don’t know this going into the negotiations, you could waste time
95