Studies show that people who like each other have a better opportunity to reach an agreement than those who don't get to know each other. Psychology clearly shows that conceding after hearing "No" increases the likelihood of hearing "Yes," instead of leaving the situation only to come back later with a new offer.
- You're probably familiar with the saying,…don't take it personal, it's just business.…Whenever I hear that, I think of the movie Taken…starring Liam Neeson.…In the movie his daughter is kidnapped,…and when he finds the perpetrator the bad guy says,…please understand it was all business, it wasn't personal.…As you might expect, Liam Neeson didn't see it that way…and replied, it was all personal to me.…Here's the reality, divorcing ourselves from what we do…is very hard.…Did you know the average American will work more…than 100,000 hours by the time they retire?…When you put that much time into something,…it's hard not to feel connected with it.…
That's why so many people respond with I am…when asked what they do.…I am a doctor, I am a trainer,…I am a salesman.…When we say I am, we are associating what we do…with who we are.…Part of the reason rejection stings so much…is because we do take it personally.…How does this understanding help with negotiations?…Believe it or not, getting personal can be very helpful…
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- Reaching out to prospects
- Developing a rapport with customers
- Making a good first impression
- Giving a successful presentation
- Providing the correct amount of options
- Handling objections
- Understanding the value equation
- Closing the sale
- Asking for referrals