Week 34.pdf

WEEK THIRTY-FOUR

Welcome to Week Thirty-Four of the Jim Rohn One-Year Success Plan. We hope you

are having a great week and are ready for this week's journey.

As we enter the two-thirds point in the One-Year Success Plan, I want to congratulate all

our Members! We have heard from so many of you about your personal growth and

particular accomplishments--Congratulations! We have also heard about some of the

struggles and challenges some of you are facing, and we commend you for staying

committed to the process and striving to continue to grow and learn.

Jim and Chris share some great points this week as we close Month Eight, so enjoy the

lesson. Keep those emails coming--we enjoy hearing from you!

Kyle

“The one who most wants the negotiation to succeed has the least bargaining power.”

-- Brian Tracy

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SELLING AND NEGOTIATION SKILLS

Jim Rohn's Eighth Pillar of Success: Selling and Negotiation

Skills, Part Four - Getting Referrals/Negotiation Skills

Hi, Jim Rohn here. This is what we are covering on the topic of Sales this month:

1. Attitudes of Successful Salespeople. The profession, setting your goals, attitudes of

successful salespeople and getting and staying motivated. This is the basic overview of

the profession of selling. Selling is a noble occupation, even though some people might

think otherwise. In fact, we are all in sales. We are selling people every day. In addition,

our attitude as well as getting and staying motivated are vitally important and will make

or break a salesperson. We covered this at the beginning of the month.

2. Prospecting. Sales and success is a numbers game. We've covered the importance of

and how to get in front of a large number of people to close a higher percentage of sales

calls. We also showed you the importance of "knowing your stuff" - what you need to

know about you, your prospect and your product. Then, we looked briefly at the

importance of understanding how to sell to different personality types.

3. Building relationships that position you as an educator/consultant to your clients.

In last week's edition, we touched on listening skills and making the sale. We also looked

at the all-important issue of relationships. Relationships are in selling, as in life, the most

important factor. We don't sell to companies, we sell to people! People always make the

decisions. We looked at how to be a great listener and also discussed how to reposition

yourself from being known as a salesperson to becoming seen as an educator and

consultant who helps people make the best buying decisions.

4. Getting Referrals/Negotiation Skills. This week, we will take a look at how to get

referrals so your business is ever-expanding. That is the key to a successful sales business

-- the ever-expanding network of people to draw sales from. We will also cover the basics

of negotiation. This will have an emphasis on how to get both sides into a winning

position so they can be happy with the sale. We will give you specific skills to get into

win-win negotiations.

Win-Win Negotiation Skills

The word negotiating can automatically make some people feel uncomfortable. Often

their perception is of two people, each trying to get the advantage over the other. In many

instances this may be true. But if we are living according to the kinds of values and

principles that we have talked about extensively related to giving and win-win

relationships, then we want to find a better, higher way. And the good news is there is a

better way!

Here are eight keys to creating win-win negotiation opportunities:

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1. Accept negotiation as a part of life and business.

When you are talking to your spouse about what to do

on a Friday night, you are negotiating. She wants to go

to dinner and a movie and you would like to go listen

to some good jazz music. The negotiation begins.

Perhaps your children want to get a puppy and you

don't think it is a good idea. They will push for

negotiation. Maybe the neighborhood decides to have a

garage sale. Where will it be? When will it happen?

You have strong opinions - and so does your next-door

neighbor. There will be negotiations. You see, we

negotiate often in our lives. Any time there are two

parties there will be two different opinions on what

should be done, and there will be a need for negotiations. It is true in life and it is true in

business. We should accept that fact.

2. We must approach the other party with an attitude that desires that they also

win. It is a given that we will look to win ourselves. That is human nature, to cover

ourselves and make sure that we get what we need. It is not human nature however, to

look out for the other guy. So, if we want to develop long term relationships that prove to

be mutually satisfying, we should approach the situation with an attitude that desires to

see the other side come out as a winner too.

3. Be willing to listen. When negotiating, perhaps the most important skill is listening.

Decide beforehand that you are going to listen intently to what the other side has to say.

Perhaps you can write down some questions you would like answered and bring them to

the meeting and then write the answers down as you hear them. The key should be to

make sure you hear the other person. What do they want? How do they think? What do

they feel? What are their goals? These are things you can listen for that will enable you to

come back with a way to help them achieve what they want while positioning yourself to

win as well.

4. Be clear and concise in your desires. Often people talk too much. What is it you

want? What are the boundaries outside of which you will not negotiate? Know what they

are and be able to clearly and concisely communicate them. Start with the most targeted

version of what you would like and state it. Then as you go back and forth, work from

there, as long as you stay within the boundaries of what is acceptable for you. The key is

to communicate in such a way that the other person can state what your needs are in a

brief way.

5. Keep emotions out of the dealings if at all possible. Many times the downside to

negotiating is that people get emotional. If you offer something too low they may feel

offended, as though you don't appreciate them as a person or appreciate their product or

services. There are many reasons you may have presented a low offer, none of which

have to do with what you think of them as a person! Sometimes, you may be the person

that allows emotions to creep in. The key here is to continually remind yourself to see the

facts clearly, and nothing else. What are the facts. If you are expecting $10,000 and they

offer you $5,000, don't get mad. Just look at the facts. Know what number you need to

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make it work. Don't make emotional assumptions about the other person or their motives

or intentions. Work on the facts. Your next step should be to negotiate that number, not to

discuss how offended you are!

6. Make sure each side understands the other. A couple of good statements to make

from time to time are these:

"Let me see if I understand you correctly. What you would like is..." (to make sure you

understand them)

"So, based on what I have told you so far, do you mind repeating back your

understanding of what I've said?" (to make sure they understand you)

The idea is to make sure that you are hearing what they want you to hear and vice-versa.

Just because you say something doesn't mean they hear it! The only way to make sure

this happens is to clarify, clarify, clarify... until you both know that you understand the

other. Only then can you make satisfying agreements.

7. Focus on solutions. The key to having good negotiations is to focus on solutions, not

problems. What are the solutions to each of the issues? They need it at a certain price and

in a certain time frame. You need a certain profit margin. The agreement will come when

you negotiate a situation that solves each of your needs. So, keep coming back to this

question: What is the solution to this?

8. Cultivate this negotiation so that the end result is a platform for a future business

relationship. When all is said and done you do not want this to be a one-time deal. The

most successful business people do multiple deals with repeat customers that produce

ongoing and increasing profits and solutions for each party. This means that as you

negotiate, you should do so in a manner that keeps the ongoing relationship intact so you

can continue business. For example, would you rather negotiate too hard and get a one-

time $2,500 profit or negotiate a win-win solution, give up a little, and come away with a

relationship that will produce a monthly profit of $1,500? That ongoing profit adds up,

doesn't it?

Win-win relationships are possible, even in relationships where you have regular

opportunities to negotiate. The key is to focus on the principles and philosophy that

govern your actions and will in turn produce mutual satisfaction.

Next, Chris is going to talk to you about how to get more referrals so you can expand

your business.

Until next week, let's do something remarkable!

Jim Rohn

“Mountains of gold would not seduce some men, yet flattery would break them down.”

-- Henry ard Beecher

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