Look at most advertising and you’ll see words like “limited offer”, “closes this weekend” or “limited edition collectors items.” How can you use this principle of scarcity in your negotiations? The mix in your team is critical to building culture says John Knight and on the same topic David Faulkner says it is critical to have the right people on the bus. Coach – … Continue reading The right people on the bus | An overused term | Team mix

  Most of us were raised with a respect for authority, so we tend to place importance on information given to us by authority figures like doctors, policemen or professionals. That’s is what you should be aiming for if you are to become an influencer. Great leaders don’t accept excuses – John Knight talks about that today and we look at property management KPI’s. Coach … Continue reading Respect | What not to tolerate | What to measure and how

  We all like doing business with people we know and like. And people tend to like others who appear to have similar opinions, personality traits, backgrounds or lifestyles. More people will say ‘yes’ to you if they like you, and the more similar to them you appear to be, the more likely they are to like you. More on people performance and the numbers … Continue reading Grade rentals | The importance of rapport in negotiation | Example management

  When someone gives an option with which you disagree and you want to explore your differences, voice your disagreement after asking about the person’s reason for feeling the way they do – that is according to Allan Pease. Most people feel at ease if they know others have already done what they intend to do. That is the next principal of influence that we … Continue reading Be patient in the conversation | Good systems for good people | Social Proof

  Allan Pease says leading questions are the most closed-ended possible, in that they only invite agreements on your personal opinion. Have you noticed how people who are successful in most walks of life usually have the gift of being good negotiators? In fact, they are more than that – they are good persuaders. They have the ability to influence others to go along with … Continue reading Power of reciprocation | What is a leading question? | Prospect 4 hrs a day

  If you ask a question that’s too open ended, you’re likely to get a non-specific and rehearsed response. This week we help in the section of ‘viable’ salespeople. Coach – Allan Pease – Conversation killers Asking questions that are too open-ended You will get rehearsed responses Try relating to a specific topic Working Smarter – Maya Saric – Selecting viable salespeople Getting the right … Continue reading Different conversations | Too open ended | The right fit