Nonverbal behaviors (such as facial expressions and body language) are things that we aren’t always consciously aware of. But when negotiators jump on video conferencing, it’s important to continue to be mindful of your nonverbal behavior. In an episode of Negotiations Ninja, Dr. David Matsumoto points out that some people forget they’re on video—or ignore the fact entirely. This can lead to incongruent behavior or giving away information unintentionally because you forget people are watching…
Deep Conversations Close Deals
Many salespeople and negotiators don’t close deals because the other party can tell they don’t care. They can tell it’s just another push to meet a quota. People know when they’re just another checkmark. But what if you employed a different strategy that isn’t a strategy at all? What if you learned to truly care about your prospect? How do we learn to care? In a recent episode of the Negotiations Ninja podcast, Dr. Mark Goulston emphasizes…
How to Have Conversations About the Sacred
Now that you’ve agreed to negotiate, you need to learn what things are sacred to the counterparty. How can you avoid attacking or questioning those areas? When you have to, what do you do? How do you challenge sacred ground? According to Daniel Shapiro, it always comes back to building a relationship. If you want to talk about something deeply meaningful, everyone needs to feel safe. They need to trust the other person. Vulnerability requires…
Sales Simplified: It’s The Transfer of Enthusiasm
Movies like The Wolf of Wall Street and Boiler Room highlight everything that’s wrong with the sales profession. They’re the worst sales movies. Those salespeople tried to manipulate and convince people with tactics that trap them. Yes, 20% of the profession are charlatans just trying to make a buck. But 80% are just trying to make a connection. There’s a huge difference between influence and manipulation John states “I don’t sell you anything. I either…
The Four Tiers of Tim David’s T.R.UE. Hierarchy
Tim David is a magician turned influence and communication expert. He frequently works with businesses and salespeople to master the art of connection. He takes the knowledge of persuasion and influence and makes it scalable and usable across the business realm. In the process, Tim covers the T.R.U.E hierarchy. What does it consist of? The T.R.U.E hierarchy of needs Technique. A lot of books, coaches, and websites stop with the techniques. They act as if…