VO-BB - 20 YEARS OLD!

Philip Banks · Posted: Fri Jan 04, 2013 4:35 am Post subject: Business tip 4.4.2(c)

When negotiating do it with pen poised and a dollar sign (pound, euro) already written down or ready to write a number.

Here's why it works. You're mind remains fixed on an answer to a specific question and you can't write down a "fob off" comment.

"So how much do you have in your budget?"

"Well I'm not sure."

You've written down a dollar sign. Pen is poised ..NO NUMBER. You need a number.

"So you're happy for me to set your budget?"

"Well, no ...er"

"Ok. So how much?"

SHUT UP! Wait for the number ...You may not get it.

"Well there'll be as lot of work to come in the future"

"GREAT...Thank you!" Move your pen away from the dollar sign and great ready to write down a new number. "So how much work over what time period?"

You just know that you're going to get a "Well ...er" again don't you?

Back to the dollar sign!

heyguido · Posted: Fri Jan 04, 2013 7:37 am Post subject:

My 1st laugh of the day. Thanks!
_________________
Don Brookshire
"Wait.... They wanna PAY me for this?"

Gregory Best · Posted: Fri Jan 04, 2013 8:27 pm Post subject:

I like it. A good way to deal with the "change the subject" avoiders while focusing on what information you are after -- price and budget.
Some say the art of negotiating is all about controlling the flow of information.
Silence is also a good tool in negotiating. Think of how uncomfortable it can be to sit in silence after someone has spoken. Mr. Banks knows his stuff.
_________________
Gregory Best

greg@gregorybest.com

heyguido · Posted: Sat Jan 05, 2013 2:40 am Post subject:

Mr Banks could make a great deal more if he gave up on his silly dream of being an "actor".

I, for one, am glad he's here.
_________________
Don Brookshire
"Wait.... They wanna PAY me for this?"