International Door & Operator Industry

MAY-JUN 2017

Garage door industry magazine for garage door dealers, garage door manufacturers, garage door distributors, garage door installers, loading docks, garage door operators and openers, gates, and tools for the door industry.

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36 International Door & Operator Industry™ Ask your coworkers to describe your individual body language when they have seen you under stress. This will help you be self-aware of your visual cues for stress and will help you manage them in front of your opponent. Mentally prepare for the loss. Pressure is not your friend, don't be pressured or create undue pressure for yourself. Consider the customer's perspective, what are their costs of switching from you Is this person able to make the decision they are threatening you with If you were to lose this demanding client does it allow you to focus on gaining a new, higher quality customers to replace them Take the time to analyze and walk through the potential outcomes of this negotiation. How many of the outcomes can you live with What are the real costs Which scenario is most likely Determine in advance what you are willing to concede. Also, be very clear on what your line in the sand is and fight to maintain it. Focus on areas of common ground. There must be some areas that you agree on. Continue to refocus on those areas. Anchor on the areas that you both agree are important. Highlight why you are the best solution for those opportunities. Stay positive and probe why the concession is important to the client. If you are presented with evidence that you did not anticipate, don't allow yourself to be pressured into a decision. Ask for more time to review this new information and confer with your team, then respond when you have more information. Can you "give to get" Can you close some NEW business that is on the table if you concede this area of disagreement If you could get a much larger order by crediting a service invoice, this could turn into a win-win. Know when to retreat and when to call for backup. Never be afraid to say that the client is asking for something beyond your authority. International Door & Operator Industry™ 36 SALES&MARKETING; (continued from page 35) Craig Jones serves as the Vice President of Client Strategy for E Squared. Craig and his partner Josef Roberts bring decades of experience leading multi-national industrial manufacturing companies to record profits and market expansion. Josef and Craig have provided strategic advisement and organizational leadership during times of critical change to deliver value to owners and employees. E Squared is a management consulting firm that brings commercial and residential door service com- panies together in "Peer Performance Groups". E Squared and participating companies work together in mastermind groups to empower the group to improve all aspects of their business. Some key points of focus include but are not limited to peer financial benchmarks, organizational leadership opportunities, technical challenges, and supplier complexity, business auto- mation and product expansion. Visit www.equip-expand.com to find out more about our performance groups and investigate how E Squared can help you achieve your potential. The client may challenge why you took the meeting, a good return is that you were authorized to provide some concessions but not to this level. This signals that you are open to some compromise but they have overreached. If they demand to know what you were authorized for, never give that up. If they are not willing to continue to negotiate, you need to leave and come back with someone who has greater authority (or if you are the owner, that you need to confer with your partner). Be clear on your absolutes. If there is a line you simply will not cross, be clear and continue to repeat your inability to get there. Explain why it is important to maintain your position. Be respectful even if you are faced with disrespect. Negotiations are a marathon sport, the patient and calm usually win. For a complimentary workbook to walk you step by step through the preparation for you next negotiation, follow this link. http://www.equip-expand.com/negotiationskills Focus on areas of common ground. There must be some areas that you agree on. Continue to refocus on those areas. Anchor on the areas that you both agree are important. Highlight why you are the best solution for those opportunities.

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