Thursday, February 11, 2016

Learning Negotiation Abilities From Youngsters

Kids are good negotiators. They know that 'no' means 'maybe', do not hand over easily, and ask for more than they want.

They don't take "No" for a solution

Children demand to know "Why". If they move past the parental "Because I mentioned so", they could overcome the objection. The adult equivalent words in the sales negotiation context are, "Tell me about it." This phrase opens the door to frank communication and dislodges the 'No' answer.

They're persistent and creative

A rejection merely whets their creativity. On my eight-year-previous daughter Brie's annual Girl Scout cookie sale, a neighbor stated that she had already bought. Brie countered, "The thin mints are especially good as frozen treats". As the neighbor reconsidered, my budding sales pro added, "They're nice for snacks when company arrive." The neighbor bought three containers, and I relearned an excellent lesson.

They listen and so they ask the "What if" query

Since children hear 'no' as 'possibly', they relish the opportunity to convert 'no' to the 'sure' column. For example, Brie requested, "what if I do tomorrow's homework immediately? Then Allison and I can go to the mall till dinner." While it could annoy a buyer if we have been to continually ask 'why', we refine it to the "What if" query to succeed in the identical result. For example, "What if we had been to increase the price safety? Would that seal the deal?"

They don't use tentative language

Brie's "What if" question closes within the affirmative. Confidence precedes the sale. They use optimistic phrases and avoid tentative language which may invite denial.

Their enthusiasm pumps up the customer

Dressed in her Girl Scout vest, Brie enthusiastically anticipated to close every sale. After introducing herself and the cookies, she asked the closing query, "What number of boxes would you like right this moment?" She had the order sheet and the pen in hand. When gross sales professionals lose enthusiasm, it tells the client that there isn't any compelling cause to buy.

They use High Initial Demands (HID) to their benefit

Children practice their "customers" by presenting HID. A buddy's daughter informed her horrified father that she wanted a nose ring. He tried in vain to persuade her of the hygienic and sociological dangers. Predictably, she burst into a tirade of how she can be scarred for life with out such a trend statement. Caving to relentless strain, her dad compromised on his daughter's 'reluctant' concession that she get pierced ears as an alternative. To reward her wisdom, and relieve his guilt, dad threw in a pair of earrings. On the best way out the door, she winked at me and whispered, "Wow, all I actually needed was pierced ears, but I got earrings too." Unskilled adult negotiators reject HID in a naïve attempt to save lots of effort and time. Children know higher.

Youngsters can train us many classes about negotiation that we have forgotten as we matured. We will lean a lot from their pure negotiation expertise.

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