Connections - February 2009 - (Page 21)

someone says something stupid. Making faces just looks bad and people can read you. No matter what they say, just take it like water off a ducks’ back,” said Tallarico. In conclusion, by utilizing these 10 points—absolutes, sacrifice, delivery, leveraging power, bargaining positions, leverage points, forethought, arguing tactics, fess-ups and body language—businesspeople can take the same skills as lawyers to stack the deck in their favor to become a more formidable opponent in the boardroom. ■ LOCAL PERSPECTIVE MASTER OF NEGOTIATIONS JEFF BROWN With nearly two decades of experience in the auto industry, Jeff Brown, sales manager at Drive Away Pre-Owned, has learned to strike a deal with customers. Brown has learned the secret to a situation where everyone wins isn’t about selling the automobiles, but rather, selling himself. Brown’s recommendation for a hassle-free negotiation: Get to know people. Spend at least 15 minutes learning about the other person. Find out if they like football, have kids, are married or what they do for a living. Then, find a common ground. If they have kids, I’ll point to the photos of my kids on the desk and let them know I’m in the same boat. It’s easy to find common ground with people and from there you can build a solid rapport because they can relate to you. Brown’s tip to go from building rapport to closing the deal: Once you really take the time to get to know someone, take things they care about and weave in some of the services or products you can offer to help them enjoy their lives. If they have kids and they need a car, perhaps they need a four door sedan. Don’t push a product or service on someone; you can’t hammer them into buying anything. You’ve got to find out what they want and then help them meet their goals. Then ask for their business. The best way to win a negotiation: Once you learn what the other person wants, let them try the product or service. From there, put together the best possible deal right off the bat. Keep it as simple as possible for people. If they don’t like your deal, ask them what numbers better accomodate their needs and try to get the numbers as close as possible for them. You get their business and their needs are met. Everyone wins. Recommend a smart financial solution S S! AN PO IT Connections to family, friends and colleagues. Click here to send February 2009 | Connections | 21 http://www.driveawaypreowned.com http://www.driveawaypreowned.com

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Connections - February 2009 Letter from the Editor Table of Contents Passionate Calling The Bottom Dollar Spice of Life Member Directory Subscribe March Preview

Connections - February 2009

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