FortuneBuilders Summit-Los Angeles 2017
LA Home Properties just attended a two day seminar with Andy Tanner and Than Merrill with the topic of “Win-Win” Sales and Negotiation. The sole purpose and mission of this course is to conduct your approach with Win-Win strategies. It is pretty reasonable to assume that we will encounter situations where we are engaged with a sale or a negotiation of some sort in our daily lives. It was best explained by Andy Tanner that the goal of Sales and Negotiation is to give the other party what they want. Here are some tips and highlights on Sales and Negotiation from the seminar.
Stimulus and Response. When you extend your hand (stimulus), someone will respond with a handshake (response). Knowing this behavior allows one to have control of a conversation. When you send the right stimulus you get the right response. One of the best ways to improve your communication engaging with others is to become more aware of the stimuli you are using and the response you are getting. A simple exercise could be just looking at someone with a smile and they will respond with a smile. More advanced usage could be telling a story and putting your audience into a trance like state. When understanding this concept with proper application, you will build confidence and be able to predict the outcome of an interaction.
Some general notes about the concept would be, people make decisions on emotion. When emotion goes up, intelligence goes down. Some great questions to start building into your conversations would be, what interests you in what you are doing? How would it feel if we could achieve your goals together?
Elements of Charisma. Charismatic people have an advantage as they are influential, persuasive, and inspiring. They charmingly inspire others with presence, power and warmth.
Presence is the energy you bring into the room.
Power is having the capacity to help others.
Warmth is not about how much you know rather how much you care.
What are ways you could practice being more charismatic in your relationships?
Building Rapport. Rapport is a close and harmonious relationship in which the people understand each other’s feelings or ideas and communicate well. When you have rapport with someone you also increase the likelihood of getting someone else to respond positively to your ideas.
- Finding commonality – Most powerful- It’s survival – Come together to fight for a common interest.
- Mirroring & Matching – People like people who sound like them. Match the rate of speech, body language and tone.
- Giving Positive Feedback – You can say something like, “That is a really intelligent question, nobody has ever asked this before (compliment) or you get this intuitively.
- F.O.R.D. Family, Occupation, Recreation and Dreams. Ways to get to know more about others.
The goal of rapport is to gain mutual attention and maintain it. A good technique to find commonality and is to ask a question and follow-up with a “Wow! Tell me more!” Keep repeating and eventually will find commonality. Another technique is to get general until you discover something specifically in common.
These concepts could be natural or intuitive to those and tis always important to remember the usage and application of the pre mentioned are for the goal of creating Win – Win strategies.
Andy Tanner says it best, “Sales is simple, give them what they want!”
More notes from the class are to be continued….