The Gives / Gets of Negotiations
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The Gives / Gets of Negotiations by John Barrows Follow him on twitter at @JohnMBarrows Sales Hacker Conference San Francisco - November 6, 2014
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The Gives / Gets of Negotiations
- 1. 1 THE GIVES/GETS OF NEGOTIATIONS with
- 2. 2 Negotiations What does it mean to Negotiate? "to communicate in search of mutual agreement" When are we negotiating? From minute 1 © j.barrows LLC
- 3. 3 Negotiations firmly states that we are all bound, even driven, to repay debts of all kinds. Someone does something for you, you then feel obligated to repay. It's an almost automatic reaction. Quid Pro Quo The Rule of Reciprocity © j.barrows LLC
- 4. 4 Gives and Gets What does it mean when you ‘give’ something and don’t ‘get’ much in return? © j.barrows LLC What does it mean when you ‘get’ everything you ask for but aren’t ‘giving’ anything in return?
- 5. 5 Connection Response to a prospect request: “I am happy to do that. In order to get you exactly what you want, we are going to need _______________ (corresponding GET or GETs). How do we get this/these things done?” © j.barrows LLC
- 6. 6 Your reinforcement portal Q & A www.jbarrows.com/blog John@jbarrows.com © j.barrows LLC @JohnMBarrows www.SalesFromTheStreets.com @StreetSell
- 7. 7 www.SalesFromTheStreets.com © j.barrows LLC
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- When you return from lunch explain the Exercise and what they will do (1:00-1:30 explanation) (1:30 – 4:30 exercise) Before they start, you will need to walk thru an example…writing one as the class watches (in the beginning you may want to have one ready made and walk them thru how you did it…over time you will be able to create one while they watch…if you do this, its imperative that you do it quickly…shouldn’t take longer than 5-10 minutes) Google search: “@abc.com” – www.abc.com Then turn them loose….be careful not to spend too much time with individuals…they will want you to write them for them This exercise should take them an hour to an hour and a half….you want to set goals for them (3-4 per hour) Tell them that’s its no big deal if they get an email bounceback…don’t waste time trying to find the right email address, we’ll cover what to do tomorrow The Basho record in terms of response is 42 seconds You will need to move around the class to help try not to get caught with one student. They will want you to write the email for them. The first must be reviewed by you before sent…then they can go…should email at least 3 in the time allocated You can also set this up as a contest. You might want to have a t-shirt/coffee mug (something)…one should go to the person with the most email’s sent, the other for the most responses Track # Written, # Sent, # Bounced Back and Responses (Referrals and Meetings) Put chart up on whiteboard and show % if you have time and it seems like it will be positive
- When you return from lunch explain the Exercise and what they will do (1:00-1:30 explanation) (1:30 – 4:30 exercise) Before they start, you will need to walk thru an example…writing one as the class watches (in the beginning you may want to have one ready made and walk them thru how you did it…over time you will be able to create one while they watch…if you do this, its imperative that you do it quickly…shouldn’t take longer than 5-10 minutes) Google search: “@abc.com” – www.abc.com Then turn them loose….be careful not to spend too much time with individuals…they will want you to write them for them This exercise should take them an hour to an hour and a half….you want to set goals for them (3-4 per hour) Tell them that’s its no big deal if they get an email bounceback…don’t waste time trying to find the right email address, we’ll cover what to do tomorrow The Basho record in terms of response is 42 seconds You will need to move around the class to help try not to get caught with one student. They will want you to write the email for them. The first must be reviewed by you before sent…then they can go…should email at least 3 in the time allocated You can also set this up as a contest. You might want to have a t-shirt/coffee mug (something)…one should go to the person with the most email’s sent, the other for the most responses Track # Written, # Sent, # Bounced Back and Responses (Referrals and Meetings) Put chart up on whiteboard and show % if you have time and it seems like it will be positive