Great things are often achieved by exceptional people. Mistakes, however, are seldom exceptional. This also applies to the model of business fields I have introduced. Practice reveals typically made mistakes. I want to shed light on them and tell you how they can best be avoided.
How you do keep your cool in negotiations? How do you react in a poised manner? I admit that this is not always easy. But I do have a proven technique to give you: For tight situations, use your panic phrase!Let me start with a less well-known anecdote regarding Hans-Dietrich Genscher, a former German Foreign Minister, which is said to have occured at the University of Cologne.
At the Munich October Fest 2015 you had to pay more than $13 for a liter of poorly drawn beer, and yet nowhere else in the world was more beer being sold at this time. Why is that? I will now delve into the psychological reasons underlying price negotiation and explain how to put a muzzle on your inner price cutter.What would you pay for a burger? $4,99? What about $5,99 or $6,99? Even $8,99? I’m pretty sure you’ve seen menus with burgers for about $20 and even more. We’re talking about burgers of a similar quality. Why is this?
You probably know the scene from Monty Python’s comedy classic “Life of Brian”, in which the protagonist, which is on the run, wants to buy an artificial beard. The seller tells him that the price for the beard is 20 shekels, and as Brain is about to pay, the seller says, “Wait a minute! We’re supposed to haggle…” The funny exchange that follows has always stuck in my memory and serves as a symbol for how a sales professional never expects the customer to agree to a price. And that’s the problem
What does the ideal proposal look like? It begins with the client's current situation and a description of the problem. This is followed by the goal, implementation and only then the financial aspect. Avoid details. First read my checklist and then draw up your own.
How can you target the part of your customer's brain that makes intuitive decisions? How do you create pleasant proposals? I encourage you to discard conventional approaches. Get rid of the charts! Stop focusing on rationality! Aim for more imagination and a desire to act!