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Killer Negotiator 101 – Framing a Killer Sales Pitch

Killer Negotiator 101 – Framing a Killer Sales Pitch

All of us are trying to be a killer negotiator every day. Whether it is talking your way into a million dollar deal or negotiating permission from your parents for a night out, a killer negotiator gets his way.

Your doors will keep opening if you have the ability to convince people. This series of posts is targeted at the techniques of being that killer negotiator. Over the last few posts, we have discussed how to master the basic rules of negotiation, knowing that everybody is a good guy, breaking the self-serving bias, saying less and listen more, and using the Benjamin Franklin effect and Foot in the Door technique to your advantage during negotiation. I have also discussed the reasons behind a NO and how to change that into a YES.

As a killer negotiator, you just bypassed the rat race, and that’s not all. People remember you. When you create your space in people’s minds, you touch their lives. Let me now introduce the next hack in the series – how to put your idea across to an audience and make them listen to it.

Make your presentation bold and distinct

Even in the most professional environment, people are primarily moved by emotions. You need to move people. Remember the concept of Divergence?

Bold and interesting statements make you prominent and draw attention.

Remember that one teacher in school who used to make you want to fall asleep in class as opposed to the one who kept you glued to his / her voice and presence? What do you think was the difference between the two?

Knowledge? Competence? Wrong!

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A killer negotiator or a public speaker knows that if you want an attentive audience, you will have to slip in ideas which will keep them glued to your voice. Give your audience thoughts to feed upon at regular intervals and they will listen to you!
You do not need to be a people pleaser to get attention. In fact, the most effective statements are those who differ from the concepts of the people around you. They do not have to believe in those statements when they hear it.

But yes, you need to believe what you are saying.

Here is an example from a holy man:

“Do you need to mug up all scriptures and Holy textbooks to be a saint?

Maybe it’s time we stopped teaching faith and start learning it. Every person who is above you in age or rank or social stature is trying to teach you what has not worked in their lives. Why do we love teaching others those things which we could not learn in own lives?

Look at a child. The kid is happy, happy with simple things. You give him an ant, and he will make a whole universe out of it and feel happy. We have given you a whole universe, yet you are making nothing out of it. People roam around in gloomy faces. Yet we try to transform that child into us. Who should be the teacher here? The one who is happy or the one who is not? The child or the adult?

When you meet a child, it isn’t time to teach. It is now time to learn!”

Whether you believe him or not is not important here. If you think like a killer negotiator, if you judge purely from the eyes of a person who is trying to persuade, you can see:

  1. He made several bold statements in that short extract.
  2. They were all held up later by strong arguments.

The listener may be taken aback by the concepts at first, but has to agree to it eventually when he listens to the rest of the explanation. The killer negotiator has to open with confident, bold statements, keeping the audience glued, and then back it up by sound arguments. He needs to believe those statements and should be ready to support them against counter arguments if necessary.

Examples from real life

While speaking to an audience on a podium, most speakers would open with something like:

“Thank you for the kind introduction. I have always wanted to speak.”

That is what everyone expects, and that’s why you should not start like that! Consider these opening lines:

“Look at the person on your left and now the person on your right. One of the three of you is going to disagree with me tonight, while the other two will agree. My aim is to get all three of you in agreement.”

Or a question:

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“Can you remember the most embarrassing thing ever happened to you?”

It is beneficial to place bold and interesting concepts at the start. People will listen to you when you tell them something they did not expect to hear. And this works like a charm in negotiation. If you sell people on what they already know, you are in for a lot of competition. Make people believe in your individuality rather than your similarity with the rest, and you can sell them anything! They will buy if you are trustworthy. Think of these opening lines:

“The car I am about to show you has a latest passive entry system, with a sliding sunroof, which you can control remotely. The features are unheard of!”

OR

“This proposal is a result of two years of effort and has already started turning heads in the industry. Pay close attention to what I am about to say to you.”

Be trustworthy, well-founded, and confident. Do not fight the shadows. Professionals usually like independent thinkers as long as they are confident and can back up what they are saying. But they can call your bluff just as fast.

If you say: “I can prove that the Sun goes around the Earth” just to sound bold, but then fall flat when it is time to prove it, you cannot expect much interest from your audience in the long run. Your statements will then become cheap gimmicks.

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Remember, you are not trying to fool anyone with cheap publicity stunts. Being a killer negotiator means that you have a firm and confident idea and the intention to create a Win-Win for both of you.

Which sales tagline appeals more to you?

“I have a smart watch with a remote operated 13 MP camera.”

OR

“Look at your watches. What would you say if I said that I could turn it into a 13MP camera which you can activate remotely with your smartphone?”

The idea is interesting and bold, and you have the interest of the room instantly. Provided that you are able to back up your statements, you will sell your watch!

Action plan

  1. Make sure your pitch for whatever you are negotiating on contains certain aspects that the person on the other side did not think about.
  2. You need to put this across boldly and briskly.
  3. The idea needs to be supported by well-formed logic, and you should be able to convince people of it.
  4. In addition to above, try answering the questions:
    • How can I find a solution for them which will be even better than they expect?’
    • My logic seems great, but how do I put it across in a way that will make them glued.
    • How can I do better than showing pie charts and graphs? How can I put across the same thing in various ways?

More by this author

Silence Can Solve Problems That Words Cannot Motivate ourselves Motivate Yourself: Three Tricks to Kick Your Own Ass 4 Steps to Learn from your Mistakes 8 Killer Negotiation Tricks Clients Don’t Want You To Know Killer Negotiator 101 – Framing a Killer Sales Pitch

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Last Updated on October 16, 2019

Invaluable Lessons You Can Learn From Your Mistakes

Invaluable Lessons You Can Learn From Your Mistakes

Do you like making mistakes?

I certainly don’t.

Making mistakes is inevitable. Wouldn’t it be wonderful if we could be at ease with them?

Perhaps there is a way to think of them differently and see their benefits.

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Why Mistakes Feel Dangerous

Mistakes often feel dangerous. Throughout human history, our errors have often been treated as dangerous for a variety of reasons:

  • Our vulnerability. We have limited and fragile support systems. When those systems fail, people often lose their lives.
  • Real dangers. Nature can be dangerous, and making mistakes can put us at the mercy of nature and its animal residents seeking a meal.
  • Ignorance. Many cultures scapegoats someone whenever there is a failure of some kind. Scapegoating can be serious and deadly.
  • Order. Many societies punish those who do not conform to the prevailing orthodoxy and treat difference and non-conformity as a mistake. Even our brains flash an error message whenever we go against prevailing social norms.

We have a history of handling mistakes and failure in an unpleasant way. Since each of us carries our human history with us, it can be a challenge to overcome the fear of making mistakes.

If we can embrace the reality of mistakes, we can free ourselves to be more creative in our lives and dig up some interesting insights.

Why We Can’t Avoid Making Mistakes

Many people operate under the notion that making mistakes is an aberration, a mistake if you will. You can call it perfectionism but it is a more substantial problem. It is really a demand for order and continuity.

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When we think we can eliminate mistakes, we are often working from a perspective that sees the world as a fixed place. The world, however, is not so obliging. Like it or not, the world, and everything in it, is constantly changing.

Change is more constant and pervasive than we can see with our own eyes which is why we often miss it. Our bodies are constantly changing. The natural conditions of the earth change constantly as well. Everything, including economic and cultural systems have life cycles. Everything is in a constant state of flux.

We cannot see all of the changes going on around us since rates of change vary. Unfortunately, when we try to create a feeling of certainty and solidity in our lives or operate from the illusion of stability and order, we are fighting reality and our natural evolution which is built on adapting to change.

It is better to continually bend into this reality rather than fight every change we experience. Fighting it can cause us to make more mistakes. Finding the benefits in change can be useful and help us minimize unnecessary mistakes.

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Lessons Learned from Making Mistakes

Life has so many uncertainties and variables that mistakes are inevitable. Fortunately, there are many things you can learn from making mistakes.

Here is a list of ways to harness the mistakes you make for your benefit.

  1. Point us to something we did not know.
  2. Reveal a nuance we missed.
  3. Deepen our knowledge.
  4. Tell us something about our skill levels.
  5. Help us see what matters and what does not.
  6. Inform us more about our values.
  7. Teach us more about others.
  8. Let us recognize changing circumstances.
  9. Show us when someone else has changed.
  10. Keep us connected to what works and what doesn’t work.
  11. Remind us of our humanity.
  12. Spur us to want to better work which helps us all.
  13. Promote compassion for ourselves and others.
  14. Teach us to value forgiveness.
  15. Help us to pace ourselves better.
  16. Invite us to better choices.
  17. Can teach us how to experiment.
  18. Can reveal a new insight.
  19. Can suggest new options we had not considered.
  20. Can serve as a warning.
  21. Show us hidden fault lines in our lives which can lead us to more productive arrangements.
  22. Point out structural problems in our lives.
  23. Prompt us to learn more about ourselves.
  24. Remind us how we are like others.
  25. Make us more humble.
  26. Help us rectify injustices in our lives.
  27. Show us where to create more balance in our lives.
  28. Tell us when the time to move on has occurred.
  29. Reveal where our passion is and where it is not.
  30. Expose our true feelings.
  31. Bring out problems in a relationship.
  32. Can be a red flag for our misjudgments.
  33. Point us in a more creative direction.
  34. Show us when we are not listening.
  35. Wake us up to our authentic selves.
  36. Can create distance with someone else.
  37. Slow us down when we need to.
  38. Can hasten change.
  39. Reveal our blind spots.
  40. Are the invisible made visible.

Reframe Reality to Handle Mistakes More Easily

The secret to handling mistakes is to:

  • Expect them as part of the process of growth and development.
  • Have an experimental mindset.
  • Think in evolutional rather than fixed terms.

When we accept change as the natural structure of the world, our vulnerability and humanness lets us work with the ebb and flow of life.

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When we recognize the inevitability of mistakes as part of the ongoing experiment which life is, then we can relax more. In doing so we may make fewer of them.

It also helps to keep in mind that trial and error is an organic natural way of living. It is how we have evolved over time. It is better to be with our natural evolution than to fight it and make life harder.

When we adopt an evolutional mindset and see ourselves as part of the ongoing human experiment, we can appreciate that all that has been built up over time which includes the many mistakes our ancestors have made over thousands of years. Each one of us today is a part of that human tradition of learning and experimenting,

Mistakes are part of the trial and error, experimental nature of life. The more you adopt the experimental, evolutional frame, the easier it becomes to handle mistakes.

Handling mistakes well can help you relax and enjoy all aspects of life more.

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Featured photo credit: Sarah Kilian via unsplash.com

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