Yes it is true, negotiations are as I have said previously, like a game. What’s more to be good at it you need to practice, study and be aware of the “games” or tactics” and “techniques” that you can use to your advantage; as well as to recognise when someone else is endeavouring to use them on you.
So Paul what sort of games do people play?
Well, there are quite a few and I am indebted to Wayne Berry from Top Gun Business Academy whose Sales Coaching Programs the Right Team is blessed to be able to offer to qualifying businesses.
Let’s see if you recognise any of them:
1. The Nibble
2. The Flinch
3. The Higher Authority
4. The Vice
5. Good Guy, Bad Guy
6. Set Aside
7. The Hot Potato
8. Walk Away
9. Delay & Stall
10. Preconditioning
11. Personal Attacks
12. The Precedent
13. Withdrawn Offer
14. The Fait Accompli
15. The Decoy
16. The Puppy Dog
17. The Call Girl
18. Reduction to the Ridiculous
How many did you and your sales team recognise?
How many are you actively and effectively using in your sales process?
Now as with any “game” it can be played fairly or not so fairly.
I do not suggest that you use any of the tactics or techniques (along with any NLP skills you may have) to unfairly manipulate people into buying goods and or services – as in my view that would be ethically wrong.
That said, you will make up your own mind on matters of ethics and integrity.
Let’s examine a fairly typical retail scene. It’s a busy electrical/computer retail store.
Scenario 1:
Sales Person: “So with all the features we have discussed, that will be $2765.”
Customer: “That’s not bad. In fact that’s better than I thought.”
Sales Person: “Plus of course $40 delivery and $115 installation.”
So what is happening here?
The sales person is using a technique called the “Nibble”
The lesson here is – If you are the customer, never say “yes” too quickly. It encourages “nibbling”.
A better response would have been to play the reluctant buyer.
Let’s revisit the scene
Scenario 2:
Sales Person: “So with all the features we have discussed, that will be $2765.”
Customer: “I’m not sure. That’s more than I expected.”
Sales Person: “Plus of course $40 delivery and $115 installation.”
If on the other hand you are the sales person
“nibbling” can be very valuable when used in conjunction with a NLP technique called “calibration.”
Calibration – in simple terms means to observe the visual, auditory and kinaesthetic responses of the customer to what you have just said, done, or shown and take appropriate action.
So back to our Scenario 2.
As the sales person and what you have just observed you may choose to “nibble” for a little more
So in our example the first step would be:
Sales Person: “Plus of course $40 delivery….”
Check the response
Sales Person: “……and $115 installation.”
The lesson here is that people often become stressed just before a decision is made, but once it’s made, the mind seeks to confirm the decision and so the sales person is much more likely to get a positive “Yes” to the delivery and installation fees, than if they had mentioned them up front.
Action Points:
How can you apply the “Nibble” to your sales process to greater effect?
What actions will you take today improve the negotiation skills of your team?
If better negotiation skills by yourself or your team could result in a significant measurable increase in your profitable sales – how would that make you feel?
If you knew that the application of these and other skills taught during the Top Gun Business Academy Sales Coaching program WILL result in a Guaranteed 30% or more increase in your Sales will you take action to find out if your business qualifies to have your team undergo this robust online, coaching program?
To find out more call 1300 66 4489 (within Australia) or + 61 2 4297 5305 (international) today or send an email to topgun@rightteam.com.au along with your name and phone number and we’ll be in touch shortly. | 
