From the course: When Negotiation's about More than Money: How to Negotiate (Almost) Anything

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Get in their heads

Get in their heads

From the course: When Negotiation's about More than Money: How to Negotiate (Almost) Anything

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Get in their heads

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- The next thing we need to prepare is what is in the other person's head. Now I think salespeople are both good and bad at this actually. I think they're good at it in terms of salespeople usually have good empathy. They're good at reading customers and knowing what people are thinking. But on the flip side, salespeople are bad at thinking strong. Salespeople usually feel quite weak 'cause they want to get the sale. So the key thing is to think about what weaknesses the buyer may have. We tend to think buyers are strong. They can buy from lots of people, but if you've ever been a buyer, you'll know that buyers have weaknesses. Buyers are usually under time pressure. Usually, they can't find anybody who can do the job properly. So buyers have weaknesses. So just think to yourself, "Maybe this buyer is in a hurry. Maybe they can't find anyone else or anyone decent anyway. Maybe they're making loads of profit…

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