I’m just fascinated with negotiation. Whether you’re selling something on the Internet, trying to flip a new client or just want a more peaceful existence with your family, friends, co-workers, business partners or anyone else. The next time you sit down to write an ad are “Wheeling and Dealing” for a client or just trying to get a better deal on a car or a house or anything else, for that matter, this simple technique can help you pull out a big fat win…
If I only had one negotiation strategy I could use, I’d pick this bad boy every day of the week.
And that is Posture.
No I’m not talking about how you sit in your chair. I’m talking about having an“arrogance” about you that you simply don’t care about the outcome either way.
People who need are eaten alive during a negotiation. Frankly, they might as well wear a sign on their chest that says ”Take Advantage of me, I’m in a position of Weakness.” No good. You have to do the opposite. You really have to not care about the outcome. To not NEED them or their deal.
Here is an interesting story that will put it into perspective for you:[feature_box style=”5″ only_advanced=”There%20are%20no%20title%20options%20for%20the%20choosen%20style” alignment=”center”]
Back in high school, there was an extremely “nerdy guy” who the women laughed at and the guys tortured and humiliated at every opportunity. Who once got a date with one of the prettiest girls in school.
The rest of the guys were in total awe.
How did this guy get THAT kind of woman to go on a date with him? Plus, not only did she go on a date with him… but she practically hounded him wherever he went. She called him 2 or 3 times a day. Her friends thought she was crazy and nobody in the entire school could understand how this nerdy, pimple-popping guy was able to do this.
Then one day, one of the guys asked him what his “secret” was.
“I stopped caring if girls told me no or not,” he said. “I stopped taking it personally. So I asked her out as if I didn’t care one way or the other if she said yes or no. A couple days later we went out.” He continued, “then, when I saw how well that worked, I kept doing it. When we talked on the phone, I would end the conversation halfway through as if I didn’t really care she was the prettiest and most popular girl in school. When we made out, I would sometimes stop just when she was getting into it and go home. And I just keep this attitude all the time now. She knows I don’t really need her. It drives her crazy.”[/feature_box]
Amazing, isn’t it?
Of course, this is nothing new in sales we call it…
And top sales people have maximum Posture ALL the time.
There is no argument when they’re told no. No blubbering or begging. They simply have the attitude, “okay, good luck” and remove themselves emotionally from the outcome.
And you know what?
When YOU start having posture like this, where you don’t care if they say yes or no. People feel an almost Irresistible Desire to Comply with your Wishes!
There’s something magical that happens when people know you don’t need their money. You don’t need their contacts or whatever you are trying to persuade them to give you.
If they don’t say yes, someone else will and you don’t care. Period.
Only question is, how do you develop this kind of iron-clad posture? Especially when you really do want the sale and, in fact really do need it? The answer is to always have enough “irons in the fire” so if one or two or three don’t work you really don’t care.
I mean, who cares? And that’s the key:
You won’t care if someone says No!
In fact, you may have to start telling other people no. When this happens, believe me, people will practically smell your posture.
And in some cases, even people who would normally not buy will change their minds.
You have to be careful though!
It’s one thing to believe you have it and say things to give someone an indication you have it… but it’s quite another to SHOW them you have it. Let me give you a real life example. Back in the summer of 2008 my wife’s car pretty much had it. So we ventured out into the jungle of Car Dealers to look for a new car. When we found one worthy of pursuing, we went in, test drove it, and let the dance begin with the dealership. Now, besides all the stupid sales tricks they were using, I noticed something else. These car vultures are incredibly needy themselves.
I remember sitting in the office with the car salesman. I did not necessarily need the car they were selling me. I wanted it, yes. But need it? No. And so they would tell me a price I had no intention of paying and I would simply stand up… as if it’s not going to happen something along those lines.
Anyway it was funny because every time I stood up, he would get up and physically block the door and cite a lower price. This took place at least a couple times before his manager ended up taking over where we got him down to the lowest price possible.
And that’s the point:
Never be afraid to walk away. Once you get that posture, SHOW it with your actions. It can make all the difference.
Love to hear your best negotiation story, just leave a comment below.