How to Become an Expert Negotiator

You may be a high-ranking CEO or a first day salesman, a service provider or self-employed. If you face encounters with your partners, clients, suppliers or employees, in which you want them to think differently at the end of the meeting and actually do what you want – our next Soundview Live webinar is for YOU. The objective of this webinar, How to Become an Expert Negotiator with Daniel Weiser, is to improve your negotiation skills and to move you one step closer to closing your deal.

Here are 27 Negotiation Tips from Weiser’s book Become An Expert Negotiator:
#1: Ask about the other’s reference point at the beginning of the interaction.
#2: Find out if you’re both in the same “ballpark.”
#3: The status quo effect is the “mother” of many objections.
#4: Lower the perceived risk.
#5: State your purpose in order to lower the firewall.
#6: Don’t talk about a certain topic – before you know the other party is interested to listen about it.
#7: Don’t wait for an anticipated rejection – vaccinate against it.
#8: Adjust your communication style to that of your counterpart.
#9: Address what the term “partnership” means to your business partner.
#10: Pierce the firewall through Aikido.
#11: Don’t tell the other side what he will gain – ask him to speak about it.
#12: Establish that the deal is “fair” according to external objective criteria.
#13: Reframe the interpretation of the situation.
#14: Elicit statements that can later be used to support your position.
#15: Indicate others who made the same decision as the one requested in this negotiation.
#16: Use the rule of comparison often.
#17: It’s not about being nice – it’s about being similar.
#18: Be the first to give something.
#19: When you concede on an issue – request something in return.
#20: The foot in the door.
#21: Limit the time to respond to an offer.
#22: Present the upside potential, but also the downside of rejection.
#23: Feel successful and radiate it.
#24: Be specific about your references and success indicators.
#25: Talk about the fears of relevant others.
#26: Fulfill your negotiation partner’s needs and keep quiet about achieving yours.
#27: Sometimes, simply ask for help.

If you would like to hear more about these tips, join us on January 29th and bring your whole sales team. As we know, every little improvement in our negotiation skills could be the difference between getting the sale or not.

How a Group of Hackers, Geniuses, and Geeks Created the Digital Revolution

THE LEADERSHIP THAT GUIDED THE DIGITAL AGE

After his phenomenally successful biography of Steve Jobs, Walter Isaacson’s new book, The Innovators, stays in the technology field, but this time with a group biography of the wide variety of people who created the digital age. Through its rich details and Isaacson’s fine storytelling, The Innovators reads more like a sprawling epic novel than a treatise on technological founders. The first character he introduces is a surprising one: the daughter of the 19th century Romantic poet, Lord Byron.

Lady Ada Meets Charles Babbage

For many people, the age of computing begins with Charles Babbage, the British aristocrat who conceived and built mechanical devices to help people calculate and do other tasks mechanically — thus lightening the thinking load of man. But Babbage needed money, and lots of it, to pay for his “Difference Engine” and especially his more sophisticated “Analytical Engine.” Enter Ada, Countess of Lovelace, Byron’s only legitimate child and an adept mathematician. As Babbage’s collaborator and publicist, one of her tasks was to translate a French description of the machine for the scientific periodical Scientific Memoirs. Knowing more than the original French author about the machine, Ada decided to write some “Notes from the translator.” These “Notes” would earn her place as one of the earliest founders of the digital age because — extrapolating far beyond the mechanical devices of her boss — they conceptualize, for the first time, the idea of a computer: a machine that could, in Isaacson’s words, “store, manipulate, process and act upon anything that could be expressed in symbols: words and logic and music and anything else we might use symbols to con-vey….This insight would become the core concept of the digital age: any piece of content, data, or information music, text, pictures, numbers, symbols, sounds, video could be expressed in digital form and manipulated by machines.” The Notes also included, in step-by-step detail, how what we now call a computer program or algorithm would work.

Collaboration and Leadership

Moving through the years, from the 19th century to the 20th and the 21st, Isaacson carefully lays out the history of the two strands of the digital age — computing and . networking — telling the stories of the famous and not-so-famous who piece-by-puzzle-piece would construct the world we live in. Isaacson emphasizes that such a world was not created by lone inventors who single-handedly pushed the technology forward in leaps. Instead, technology advanced through a quiet insight here, a new system there, which were then connected to another insight or system or technology to finally create the breakthrough. Occasionally, one person would indeed give the technology a major push. Tim Berners-Lee correctly deserves full credit as the man who almost single-handedly conceived the World Wide Web. However, in most cases, The Innovators is a story of intense and sometimes complicated collaborations — symbiotic collaborations from which innovation could emerge. Leadership is an important component of the process. Isaacson details the great and not-so-great leadership that guided the history of technological progress. For example, Gordon Shockley, who led the team that invented the transistor, never succeeded as a businessperson; tired of Shockley’s ham-fisted leadership, the team February 2015 started their own company, sponsored by the rich inventor and playboy Sherman Fairchild. The compelling stories will keep you turning the pages of The Innovators.

Insight Into the Selling Process

Are you in sales? If so, what would you give to know the secret that top sellers have over second place sellers?

Mike Schultz and John Doerr studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results. Not only do sales winners sell differently, they sell radically differently, than the second-place finishers. A new breed of seller-the insight seller-is winning the sale with strong prices and margins even in the face of increasing competition and commoditization.

In Insight Selling, Schultz and Doerr share the surprising results of their research on what sales winners do differently, and outline exactly what you need to do to transform yourself and your team into insight sellers. They introduce a simple three-level model based on what buyers say tip the scales in favor of the winners:

Level 1 “Connect.” Winners connect the dots between customer needs and company solutions, while also connecting with buyers as people.

Level 2 “Convince.” Winners convince buyers that they can achieve maximum return, that the risks are acceptable, and that the seller is the best choice among all options.

Level 3 “Collaborate.” Winners collaborate with buyers by bringing new ideas to the table, delivering new ideas and insights, and working with buyers as a team.

If you would like to learn more about the results of their research and the details of their three-level model, join us on December 11th for our Soundview Live webinar: What Sales Winners Do Differently. Start 2015 out strong with these principles at your side, and become a top seller.

Amp Up You Sales

In the current competitive and economic market, selling has become more challenging than ever. Customers are overloaded with information, overwhelmed by options, and short on time–so the salesperson who is always responsive and completely focused on value, is the one who will stand out from the crowd and get the sale.

Andy Paul, author of Amp Up Your Sales, shows anyone how to become the trusted sales professional who consistently wins new business. In our upcoming Soundview Live webinar Andy will help you:

• Move Customers to Make Fast& Favorable Decisions
• Deliver the Maximum Value on Each Sales Touch
• Rapidly Build Trust and Credibility
• Protect & Improve Your Profit Margins
• Provide Compelling Reasons to Buy From You
• Compress Buying Cycles with Responsiveness
• Be Clearly Differentiated From Competitors
• Earn More Selling Time With Your Customers

Join us on November 11th for our webinar of the same name, Amp Up Your Sales, and learn how to be the trusted sales professional for your customers.

The Wisdom of Oz

Why does the story of Dorothy, the Scarecrow, the Tin Man, and the Cowardly Lion touch us? Like all great entertainment, their journey resonates. We see ourselves in the characters and likewise wish we possessed the power, the brains, the heart, and the courage to make our own dreams come true.

So what are your dreams? What do you want? Is it a promotion? Improving a relationship? Rescuing a child? Finding a new job? Saving a marriage? Getting a degree? Finding the love of your life? Making a difference in your community?

According to Roger Connors and Tom Smith, the answer is personal accountability. In The Wisdom of Oz, they claim that when you unleash the power of personal accountability it will energize you in life-altering ways, giving you a concrete boost that enhances your ability to think, to withstand adversity, to generate confidence, and to increase your own natural emotional, mental, and intellectual strength.

Among the principles they delve into:
• When you can’t control your circumstances, don’t let your circumstances control you.
• Every “breakthrough” requires a “break with.”
• Greater accountability is the most powerful choice you will ever make.

We have invited Roger Connors to join us for our next Soundview Live webinar, to explain how you can unleash the power of personal accountability. Register for Using Personal Accountability to Succeed in Everything You Do today and bring your questions for Roger to answer during the session.