Close More Sales Final

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31 East 32 Street • Suite 319 • New York, NY 10016

Phone: 646-290-7664 • [email protected] • Fax: 646-478-9435

Close More Sales with Less Stress: The Negotiator’s Mindset

Welcome!

This interactive workshop is designed to provide you with advanced sales skills by introducing you to thenegotiator’s mindset and providing you with skills to close more sales with less stress. With CorporateAmerica spending $46 billion dollars a year on incentives, you can increase your effectiveness and gain alarger share!

Attached is a copy of the presentation. You may want to skim it prior to the session and add notes to itafter the session. During the workshop, you will get the most out of it by actively participating! During theinitial formal presentation, try to apply what you’re learning to your unique job situation. Then askquestions so you can do so better. Remember, almost everyone learns when someone asks a question

about applying the material.

Workshop Leader: Jerry Cahn, Ph.D., J.D., is a recognized presentation, sales & negotiations expert who helps leaders develop and implement effective business strategies, acquire leadership skills and presence, and create a corporate performance culture.Trained as a psychologist and attorney, he specializes in unleashing people's creative energies, innovative spirits, and professional skills for corporate growth.

Today, he serves as CEO of Presentation Excellence, a leading resource center for Strategic Business & Leadership Development Services. He has helped clients pitch business deals worth over $100 Million. He specializes in new

business development, sales and marketing. He is a strong advocate of the use of incentives to engage prospects and maintain clients. He is also a sought after speaker, providing live and webinar presentations.

He also serves as a Managing Director of Leader Connections, Chairman of Vistage New York, and teaches MBA & BA courses at CUNY in Entrepreneurial Communications: Negotiations and Sales; Business Strategy; and Leader Development

Previously, he served as CEO of Brilliant Image, a leading supplier of computer-generated presentation slides; over 15 years it served 5000+ clients in virtually every major industry. Two prior career achievements include turning around, a near-bankrupt public health care corporation, raising its stock 10- fold, and working on Capitol Hill as a Legislative Assistant for Healthcare and the Environment.



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Presented at the

IMA 11th Annual Executive Summitby

Jerry Cahn, Ph.D., J.D.Presentation Excellence

August 3, 2010

© Presentation Excellence, 2010

Close More Saleswith Less Stress:

The Negotiator’s Mindset

Agenda

• The Negotiator’s Mindset

• Prepare to Win

• The Power of Influence:

Strategies, Tactics and Biases

• Winning through Deliberate Practice

Selling…

… is the communications process by which you enableanother to agree to your proposition.

• It starts with presenting:• An idea/product/service

• For a price• To another party• At a time and place

• It ends with closure: acceptanceof the deal



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Negotiating…….is the process of trading values to reach a

mutually acceptable agreement or objective.• Typical items exchanged include:

• Products/services at issue:

• Quantity /Quality

• Money/price

• Time (delivery, payment)

• Other products/services

creatively brought into the process

• Relationships

• Sales/negotiation persuasion involves:

• Logic

• Emotion

• Power

• The relative contribution ofeach approach, depends on:

• Interests of the parties

• Relationship between the parties

• Setting for the negotiation

Persuasion

Prepare to Win

A failure to plan produces stress;Planning produces success!



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1. Know Yourself

• Concerning the main issue:

• What do you want?• What are you willing to trade?• What’s your BATNA?*

• What’s your walk-away point?• What’s your ZOPA?*

• How you feel about the:• Issues?• Parties?• Process?

* Best Alternative to a Negotiated Agreement * Zone of Probable Agreement

2. Know the Other Party

• Are you talking to VITO*?• Concerning the main issue:

• What does he/she want?• What is he/she willing to trade?

• What’s his/her BATNA*?• What’s his/her walk-away point• What does he/she think is the ZOPA*

•How does he/she feel about the:Issues, Parties, Processes?

* The Very Important Top Officer, a.k.a. The Decision Maker

3. Shape the Game

• Control the setting:• Time and general location• Physical communications:

• Seats, tables and props

• Who’s allowed at the table

•Control the process:

• Agenda: issues & order• First impressions• First offers - anchoring



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4. Create More Value

.What lies beyond the predictable transaction?

• What other values can you add?

• Who’s other values can the

other party add?

• How else can the deal be

structured?

Goal: Build an Optimal Solution

5. Some Key Rules

.• Don’t negotiate against yourself

• Give yourself room to maneuver

• Avoid single issues; add new ones to trade

• The person with the first offer usually loses

• Match needs and objectives

• Silence is a form of communications

• Never give without receiving

• Respond/react to tactics by identifying them

The Power of Influence:

Persuasion StrategiesTactics / Gambits

Psychological Biases



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Key Persuasion Strategies

• Reciprocity

• Consistency

• Social proof

• Third party endorsements

• Scarcity

• Reverse risk

• Loss aversion vs. Gain attainment

• Counterpunching

“It’s better to give

than receive”

Common Tactics/Gambits

• Higher Authority

• Good Cop/Bad Cop

• Foot-in-the-door

• Door-in-the-face

• Flinching

• Nibble

• Decoy

• Concession pattern

• Trial Close

• Deadlines / Urgency

We’re not Always Rational

• Blind spots

• Attribution biases – actors andobservers see things differently!

• Culture issues: (e.g., saving face)

• Lack of ethics: Lies & Deceptions

• Anger

• Threats



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Nurture the Relationship

The best deals are collaborative (win-win) because:

• All energy is channeled to finding a solution,rather than how to “beat” and “react” to a party

• They facilitate future deals

Winning through

Deliberate Practice

Practice Makes Perfect

What makesDerek Jeter (baseball),

Michael Jordan (basketball),

Mozart (music),Warren Buffet (investing)

and countless extraordinary performers so successful?

Deliberate Practice.*

Consistent, intensive rehearsing of thebest way to do things.

* Geoff Colvin “Talent is Overrated”



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Harness the Experience

“You Can’t Learn to Ride a Bike in a Seminar”*

* If you fall, you can get up and continue* The key to riding is sensing “balance”

So, practice whenever possible – both at work and at home!

With an important deal, get a coach to master it!

Nurture Relationships

Facilitate future deals:

• Celebrate every deal youachieve, to avoid “buyer’sremorse”

• Always express gratitude

• Stay connected – buildbonds around other issues

• Be a resource

In Conclusion

• Be prepared: Plan to win

• Know yourself and the other party

• Control the agenda and setting

• Create additional values to exchange

• Sell/negotiate with logic, emotion, power

• Nurture the relationship



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THANK YOU!

© Presentation Excellence, 2010

For more information, contact:Jerry Cahn, Ph.D., J.D.

[email protected]

call 800- 493-1334

The resource center for executives who want

success in all their professional endeavors.

Twitter.com/JerryCahnLinkedIn.com/in/jerrycahn

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Close More Sales Final