Once you’ve established your Win-Win Plan, you come to a step in the Win-Win Negotiation process that is often ignored: the development of Win-Win personal relationships. Developing these relationships is critical because people are very willing to go that extra mile for someone they like and trust. On the other hand, people will rarely stick…
The first step in the Win-Win Negotiation process is the development of a Win-Win Plan. The essence of a Win-Win Plan answers the question: “What can I do for the person I’m about to deal with that will motivate that person to give me what I want in return?” I used to think that negotiation…
The next four chapters focus on the how-to’s of each of the four steps of the PRAM Model as they relate to successful selling. I have renamed these four steps with titles that are oriented less toward negotiation in general and oriented more toward the selling process. I renamed planning “Planning for Positive Results” in…
The idea behind the Win-Win Philosophy is that I get what I want by helping others get what they want and vice versa. In a true Win-Win sales transaction, both parties come away feeling very good about the deal they have just concluded. Both are likely to follow through on their respective promises, to look…
Several years ago, I had the opportunity to listen to a speech given by the vice-president of marketing for a large food manufacturing and distribution company. As he talked about his company’s retail cookie division, he pointed out that this segment of the company had lost money for the last three years in a row. …
Like it or not, every one of us is a salesperson. It’s a fact of life. We’re all selling something whether it be our friendship, an idea, a point of view, a product, or a professional service. The people to whom we try to sell these things are our customers. This means that our success…
As trite as it might sound, it is this activity that focuses and crystallizes the rest of the planning process. If you don’t have a firm grip on what you want to accomplish and what you are going to sell to achieve your desired results, planning is a meaningless activity. On the other hand, once…
When I speak of highly successful people, I’m not referring to people who inherited their wealth or people whose lottery ticket happened to hit. Rather, I’m talking about people like you and me who are responsible for their own success—however each of us chooses to define success. In doing the research for this book, whenever…
Once the relationship is in place, the next step in the process is forming a Win-Win Agreement. In it I offer to give you what you want in exchange for your giving me what I want. What’s important to note here is that if the first two steps of the Win-Win process have been executed…
Again, this step might seem obvious, but it’s one of those things that many people in selling do not do well. Often, the tendency is to look only at this activity from a short-term perspective—to get the order. Successful salespeople, on the other hand, take a much longer-term view of this activity. They not only…