Archive for: May, 2023

7 Keys To Boost Sales With Your Whiteboard Presentation Skills

May 30 2023 Published by admin under Uncategorized

Here we are at ‘back to school’ time for children…and for sales teams. If you haven’t picked up a whiteboard marker and started to practice, now is the time. Here are 7 ways to prepare fast.

Give a set of markers to a child and you’ll watch their eyes light up. Do the same to a subject matter expert or sales professional, and they may not be as excited. While you may not have used whiteboard markers since kindergarten, use these 7 keys to unlock your natural ability.

7 To Boost Sales With Your Whiteboard Presentation Skills

1. Start Now
What’s the best time to start working on your skills? Right now. If you have a whiteboard at home or at your office, get out the markers. If you don’t have one yet, buy one.

In the meantime, practice on a piece of paper or flipchart. While the medium is different, the skills are transferrable.

Not sure how to practice on your own? Well…for inspiration, move on to tip #2.

2. Practice With Children
Children love to play with markers. And they will be especially delighted when you join them.

If you have children of your own, get out the markers today. Scribble. Doodle. Play. Ask your kids to show you how to draw key ideas. They’ll have fresh perspectives on how to show complex ideas.

If you don’t have children of your own, ask a neighbor. As this is ‘back to school’ time, your neighbors will be delighted to let you ‘borrow’ their children for an hour at the whiteboard.

Still not feeling the magic? Keep going to tip #3.

3. Workout In A Bootcamp
If you’re really serious about boosting your skills, join your peers for a whiteboard workout. You can do this at your own business or organization. Or you can join a local class to learn powerful tips for whiteboard presenting.

When reviewing options, check your local newspaper, continuing education programs community listings. If you are not finding resources locally, go online.

Whiteboard classes, seminars and boot camps are now available in public classes as well as onsite seminars. If you have a part of a sales team, this is a terrific way to build skills as a group.

4. Get Coaching
Like every performance skill, whiteboard presenting has unique challenges. That’s why serious professionals get expert coaching. Your presentation coach will give you pointers for simplifying complex content, listening, showing your value proposition, responding to objections, and streamlining decisions.

If using whiteboards is part of your success strategy, you’ll want to find a personal coach who can give you personal pointers. With all the advances in online coaching, this is now much more convenient-and affordable than ever before.

5. Practice With Peers
There’s no better way to boost skills and pump up excitement than practicing with peers. Your teammates will know how to draw and sketch concepts that are difficult for you. You will know how to simplify a concept that they couldn’t crack.

By practicing together, you’ll transform dull team meetings into energetic exchanges. Plus, you’ll have a powerful way to share knowledge and build a set of best practices. This is a technique to use with peers at your location-and with virtual partners around the world.

6. Translate Key Concepts
Sketching at the whiteboard truly comes to life when you translate key concepts that you use often. Look to your scripts, slides and sales materials. Translate key concepts that you use all the time. Take the time to highlight these ideas and show them with a marker, while the audience watches.

Hint: use whiteboard sketches to educate, engage and involve your clients and prospects. Working on the spot is a great way to provide valuable educational insights about your products and solutions.

7. Keep A Journal
It’s easy to get excited about whiteboard presenting. At the same time, it helps to keep track of what you’re learning. The best way to do this is to keep a journal. Record insights as soon after you give a presentation as possible. This is when your ideas are flowing and your memory is fresh.

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How to Design a Professional Real Estate Listing Presentation

May 29 2023 Published by admin under Uncategorized

A powerful real estate listing presentation is key to becoming a top producer. Everyone in real estate knows, the agent who controls the listings, controls the market. Regardless of who sells the listing, you get paid. So how do you become a master at listing real estate. Follow these steps and I guarantee you’ll secure more listings and gain control over your business.

Make sure when you set the appointment for the listing presentation, all decision makers will be present. Explain to the seller what’s going to happen. You’ll be meeting with them to gather information about the property and their needs.

Then you’ll do your research and set up a second appointment to discuss your marketing strategy and pricing recommendation.

The first visit is your opportunity to see the property, build rapport, trust, and determine the sellers needs. When you’ve accomplished that on the first visit your chances of walking out with a saleable listing on the second visit greatly increase.

Remember, your in charge. Your the expert. So take control.

When I sold real estate, I put together a three ring binder that contained information about me, my company, articles about pricing, condition and other related topics. A copy of a listing presentation. The awards I had won. Certificates from courses I had completed. And most important, pages and pages of testimonials from satisfied clients. I left it with the seller during my first visit.

By leaving it with the seller until the second visit, you give them an opportunity to fully study it instead of letting them browse through it while sitting with them at the kitchen table.

Now it’s time to do the research. 90% of my time on most real estate listing presentations was spent on research.

Prepare your CMA with sold, active, expired and FSBO’s. Don’t forget the FSBO’s. List the pricing history and days on the market. Drive the neighborhoods and take pictures of the properties. Make note of the positives and negatives in comparison to your sellers property?

Become the neighborhood expert!

Next, prepare your pricing strategy. What’s price range will get the property sold in the sellers time frame? What possible objections could the seller have to your pricing strategy? What’s their net proceeds and does that amount meet their needs?

Now you prepare for the listing presentation. Layout exactly how you’ll present all the information. You should already have a generic listing presentation. Now customize it to fit the particular needs and situation of this seller.

Spend time developing and rehearsing your presentation. Prepare for all possible scenarios. The more prepared you are, the more likely you’ll walk out with a saleable listing. One last thing, fill out the listing agreement with all the information, except the price.

You’ve done your research and preparation, now it’s time to present.

Arrive at the house a few minutes early. Gather your thoughts and take a minute to visualize the outcome you want before going to the door. See them signing the listing agreement at your recommended price.

When you get in the house, begin to establish rapport immediately. Spend as much time as necessary to warm them up and gain their trust.

Direct the sellers where you want them to sit at the table and continue to build rapport. Don’t cut yourself short on this part. Rapport and trust are key ingredients to your success.

Ask for the notebook you left during your first visit. That will bring up any comments they want to make about you, your company and other issues covered in the notebook. It’s a great way to get the listing presentation started.

When you feel the time is right, lay out the agenda. Let them know what you’re going to cover and in which order.

Get agreement on the agenda before you continue.

Review the needs they expressed during your first visit. Make sure everyone is clear on what the sellers needs are and get an agreement on them. Establish goals that both you and the seller can agree on. Make sure you cover this step thoroughly before you proceed.

Next, talk about your company, yourself, how you’re different and why they should hire you. Present your detailed plan for marketing their home. Use what ever visual aids you’ve prepared to emphasize your points. The binder you left with them is a great tool to use at this time.

Once you’ve established your credibility and expertise, get an agreement from them that you’re the best person to list their home. Handle any objections that arise up to this point before moving on to the price.

Now it’s time to go over the CMA. Show them all the research you did, the pictures you took, how you drove through the neighborhoods, called the FSBO’s. Everything you did to arrive at your suggested price range. This will also set you apart from the competition. Even though other Realtors may do the same things, few will explain it in such detail.

Once you present your recommended price range, show them how much money they’ll net. Then handle any objections they raise.

When you’ve reached agreement on price, go over the filled in listing agreement and enter the agreed upon price. Hand them the pen and show them where to sign.

Take the time now to let them know what will happen next.

An effective real estate listing presentation is to the point and focused on the desired outcome of the agent and seller. Be professional, stay focused and you’ll create a win – win situation for everyone involved.

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Cheap Presentation Skills Training: 3 Options for You

May 28 2023 Published by admin under Uncategorized

You know that communication and presentation skills are important. Almost every job ad asks for superior communication skills. Perhaps you want to improve your own career success but your funds for training or coaching are low or non-existent.

Maybe you are a manager or team leader that has noticed missed opportunities because your team is stumbling through their presentations. Perhaps some negative comments have filtered back to you and you need to act.

You probably know that the best way to improve any skill set is to work with a professional. But those costs for a presentation skills trainer or speech coach can be substantial and you are not ready for that investment right now. You want something cheap. That’s understandable.

What can you do to start improving those presentation skills? How can you find and arrange some inexpensive training for you or your staff?

Buy a Book on Presentation Skills: The $30 Option

This is a small investment and well worth it. What book do you buy? Search Amazon for books on presentation skills or public speaking. Look for quality endorsements and reader comments. In particular look for specific details about the book or results enjoyed by the readers.

Ask a professional speaker or a speaker that you admire about the books they recommend. Be sure to ask them, “Why this book?” If they can’t tell you why, then it is probably not a good book. If the person only recommends their own book it is probably not a good choice.

If you want to train your staff, buy a copy of the book for every person on your team and instruct everyone to read the book. Hold weekly meetings and assign each person to teach a different section of the book. In order to teach they first need to learn it well. The bonus is that each person will need to prepare and deliver a presentation before your group. That’s good practice and they are bound to receive some helpful feedback. This is a cheap training option.

Toastmasters: The Club Option

Toastmasters International is an international nonprofit organization that teaches public speaking skills. Every member receives program material that enables a systematic personal training program. You move at your own pace and benefit from the experience of your fellow club members. It’s a supportive and constructive environment.

You have two options with Toastmasters. The simpler choice is to join a local Toastmasters club. Pay your dues — which are quite inexpensive. Attend the regular meetings. Study the program materials. Actively participate in as many club activities as you can. If you are really keen, you can attend and speak at speech contests, conferences and volunteer training events. Toastmasters offers a cheap yet effective program.

The second option is to form a Toastmasters club at your company. Many companies host and financially support a Toastmasters club for their employees. Contact Toastmasters International to learn how to arrange this. They will help you through the startup process and even find local members from other clubs willing to help your new club get going. Forming a company club grants the same privileges to all club members.

Internet: The Free Option

People used to say, “Ask a question of the universe and it will answer you.” Today, that universe is the Internet. For cheap you can’t beat free.

Want to learn more about how to improve your presentations skills? Search the Internet for “Presentation Skills”, “Public speaking” or “Communication principles”. If you are working on specific challenges, then search for those terms: “How to open your presentation”, “How to write your speech” or “How to feel more confident when speaking”.

Read published articles. Search on Google for “presentation skills articles”. Visit the major article directories to look for more articles. Look on YouTube for video instruction. Check your favorite podcast directory or iTunes for audio tips. Search Twitter and Facebook for presentation tips and insights. Check LinkedIn to find and join discussion groups about presentation skills and public speaking. Search for “Free presentation tips” to find free newsletters. Look on Technorati.com for “Presentation skills blogs”.

If you want to improve your presentation skills you can start now. You don’t need to spend a lot of money. You might need to invest some thought and time. You do have inexpensive choices.

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You Have Your Business Plan, But Do You Have Your Business Plan Presentation?

May 27 2023 Published by admin under Uncategorized

There are times when you get potential investors interested in your proposed business plans. You then have a short period of time in which to explain the business plan in more detail and convince them about the viability of your business venture. In situations such as these you will need to make a very telling business presentation plan in which every detail is presented and where every minute counts in showing off an effective presentation.

You need to analyze the prospective audience and learn beforehand who will be attending your presentation. It will pay to have some background on each investor, and you should also know what other businesses they have invested in. The business presentation plan should be well organized and it should clearly outline the key points that you wish to get across. The material should be arranged in a similar manner to the way that your business plan has been organized and you need to make sure that there are no gaps or inconsistencies in the outline. You should also have a well prepared notes to keep on point during the presentation of the business plan.

When making the business presentation plan, you should use a conversational tone and begin with an overview of the planned business venture and then you can go into specifics of the business plan later on. The presentation would be better served if you were to use visual aids while making the presentations and using a minimum of ten to fifteen slides during the presentation is highly recommended. You can also use overheads and even handouts that will add emphasis to your remarks. Using PowerPoint for creating your business presentation plan is recommended; you may even want to show corporate videos, though it should not be for longer than five minutes at most. It is also not a good idea to use lengthy sentences in the presentation as the delivery should be free flowing and there should be a sense of continuity to it.

Before making the final presentation, you should have practiced the script and even made a dry run prior to giving the actual presentation so that you feel more confident about your plan. You can present to your close friends first and get them to criticize it so that any improvements required can be incorporated. You must also make the business presentation plan flexible though focused and yallow for investors to ask question. It is even a good idea to anticipate the questions that investors will ask you; remembering that it pays to be brief though concise. The plan should not end up being a rambling on the proposed topic, which will only bore the audience.

The business presentation plan is readily available in the market and finding one should not pose any problem, as there are many vendors who specialize in such documents and for a few dollars one may obtain completely researched and well-formed business presentation plan. There is no need for researching and creating one from scratch as buying these documents provides an avenue for obtaining comprehensively created solutions that have had experts draft them and they are suited for all manner of use. Spending a few dollars, one could reap great benefits, as there is plenty to be saved in terms of time, money and cost as well as being tailored to suit individual requirements.

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Improving Your Potential Presentation Skills

May 27 2023 Published by admin under Uncategorized

At some point in your life you are going to have to make a presentation. Some people have this experience early in life, and others do not have it until they reach high school. It is important to know the most basic presentation skills. These skills can also help you to effectively prepare for writing papers and presenting arguments.

Primary and secondary school prepare people on how to present projects. But, when working for a corporation or in college or university it is necessary to go beyond the skills we have learned. It is necessary to go above and beyond without going over the top.

Before even starting a presentation it is necessary to brainstorm. The purpose of a presentation is to get a point across. You need to think about what points you want to get across to your audience and how you are going to do it. The easiest way to do this is to write out an outline. Make sure that the outline covers your most important points that will be used in the body of the presentation.

The second step to a good presentation is identifying the audience. Are you presenting to a group of peers or those above you. You also need to think about what the audience may be looking for from a good presentation. The best way to do this is by putting yourself in the seat of those who will be receiving the presentation.

After identifying the audience it is necessary to look over the information being presented. Of all the information to be said, what are the most important point of your presentation. What are the point that your audience needs to remember when they walk away your presentation.

The fourth step in the presentation is actually starting. To start a presentation you need to have an introduction. An introduction lures listeners into what you have to say. It lets them know the subjects and gives a sneak peak of what to expect from the whole presentation. If you can not gain audience interest from the beginning of a presentation, you will not have their attention. It is important to make this introduction effective. An effective introduction sets the tone for the rest of the presentation.

The next step is creating the body of your presentation. This is the beef of everything. It gives all the information audience members need to know. During the body of the presentation it is important to keep the audience engaged. If you can find some kind of way to get the audience involved you can keep their attention and interest. Some important things to remember are eye contact, punctuality, speaking clearly, and having confidence in your subject. While you are speaking make sure not to hide behind your presentation. Look at your audience confidently when not looking over notes or information.

The final step in a presentation is the closing. The closing of a presentation should leave your audience without questions. It should conclude, or summarize everything that needed to be said about the subject of your presentation. An effective presentation should conclude by asking the audience if they have any questions or comments about the information they have been given.

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Helpful Dos and Don’ts of Negotiating Used Car Prices

May 23 2023 Published by admin under Uncategorized

Are you buying a used car on a tight budget? While you will find many low priced used cars, the best way to get a great deal on a quality vehicle is to haggle or negotiate for a better price. When doing so, please keep these helpful dos and don’ts in mind.

DO know that negotiating used car prices is always an option that is open to you. Despite the fact that some sellers will attached a “price is firm” quote along with their listing, most are open to negotiating if you start to haggle. Their goal in saying price is firm is to create a strong impression that they will not negotiate, but a good percentage will actually lower their selling price if presented with a decent offer.

DON’T outright say “$5,000 is all I can spend,” unless you know for a fact that the car value is a lot more. Let’s say that you look up a vehicle’s estimated value on the Kelley Blue Book website. You then determine the vehicle is worth $7,000 on a private sale. It is okay to toss around an exact figure when you know for certain the vehicle is worth a sizable amount more. It is too risky to outright offer $5,000 for a vehicle worth $5,500, as the seller might have accepted even less.

DO haggle or negotiate for a better deal on a used car in person, as negotiations tend to go better when done in person. It is much easier for a seller to refuse a lower offer via phone or email because they haven’t met you. Once they meet you, they can then associate a face with the person; the face of a real human who is ready to make a purchase right then and there. Basically, you are standing in front of them ready to buy the used car right then; the money is almost in their hands and this gives you a lot of power when haggling.

DON’T forget to check the value on the Kelley Blue Book website of all vehicles that you are interested in before negotiating for a better price. Most sellers will set their asking price slightly higher than the recommended resell value through a private sale. They do this to make money. With that said, some sellers do actually set their asking price lower than the Kelley Blue Book value, as they know this increases the chances of them making a sale. The Kelley Blue Book value will work in your favor as a negotiating tactic only if the selling price is higher.

DO print the value check you did from the Kelley Blue Book website or have your smart phone ready to access this information. So lets say that the seller is asking $10,000 for a vehicle valued at $8,000. Inform them of the price difference and state that the Kelley Blue Book website is accurate and comes highly rated and recommended. But wait! What if they don’t believe you? Whip out this printed document or the phone; show them right then and there that the car is worth much less than being sold as.

DON’T show your excitement about a vehicle too soon. Lets say that you have been searching for a quality used minivan within your budget for weeks, you finally found it! It is only natural to be excited upon first glance, but too big of a show of excitement can hinder your ability to negotiate. By showing too much excitement, you pretty much show that you will buy the car. If you are likely to buy the car anyways, the seller isn’t going to negotiate with you as there is no reason for them to do so.

DO be ready to walk away. Most sellers will present a counteroffer. If this counteroffer is reasonable, accept it. If not, then walk away. When doing so, leave your contact information in the event the seller changes their mind. If no other buyer expresses interest in a week or more, watch as they contact you willing to accept your lowball offer.

You just got some great tips on how to negotiate a lower price on a used car. Are you ready to start your car search?

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Strong Negotiation Skills Help You Sell

May 22 2023 Published by admin under Uncategorized

Negotiation is a key part of the sales process, especially when you are involved in a complex sale. The goal of a successful negotiation is to maximize the perceived value achieved by each of the participating parties. A good outcome will stand the test of time, promoting long term relationships and open communications.

These steps will help you improve your negotiation skills:

Preparation
Get ready for a negotiation by having a clear idea of what is important to you. Answer these questions:

  1. What parts of the deal must be included and are non-negotiable?
  2. What are your alternatives if this deal falls through?
  3. At what point, or under what circumstances, will you know it is time to walk away from this deal?
  4. Where is there some flexibility in the current deal? For example, what could you remove from the deal if asked to reduce the price?
  5. What could you add to the deal, at a very low price to yourself, that the customer would consider valuable?

When you answer the questions, note reasons and information you are willing to share with the other party. For example, if something is non-negotiable, why is it important to you and why is it difficult to be flexible on this point?

Completing this exercise will give you a clear idea of what you want from the negotiation and should open your mind to possible scenarios.

Now set your responses aside, and repeat the exercise, giving your best guess as to how your customer will respond to each question. Once done, review both sets of answers. Look for places where agreement is likely. Look for gaps where compromise or creativity may be needed.

Negotiation
Set the tone for the negotiation with relaxed, good feelings. Let the other party know you want to reach an agreement and are prepared to listen and be creative as needed.

Start with the points that will likely be agreed to right away. Begin building an agreed-upon list.

Progress to points where more discussion is needed. For each of these points:

  • Listen carefully to what the other person is saying.
  • Ask questions to get to the reasons behind the words.
  • Calmly and clearly present your perspective.
  • Attempt to find an acceptable compromise using give and take.

Cycle through all of the points that need discussion and adjustment. As you reach agreement on each point, add it to your agreed-upon list.

Price
Price is almost always the final, and often most emotion-charged part of a negotiation. It does not have to be. You can handle it in either of two ways:

  1. Include price as part of the discussion while building your agreed-upon list.
  2. Quote your final price once the agreed-upon list is completed.

At this point you should have good rapport and open communication with your customer. He may still ask you to reduce the price “just because.”

You may have some flexibility in the price and may be willing to give your customer a price reduction for no reason. This is not a good idea. If you do this, you are telling your customer that your first price was not your best offer. And you are training him to expect price reductions for the asking in future.

A better way to handle this situation is to go over the agreed-upon list and ask your customer what he is willing to give up in return for the price reduction. You can also turn this around and ask what he is willing to add. For example, a testimonial or case study may be quite valuable to you and will cost your customer very little.

While wrapping up the negotiation, remember:

  • Nothing is final until both parties agree on the entire deal.
  • Whenever you give something up, try to get something in return.

Once agreement is reached, quickly review the deal to make sure there are no misunderstandings.

Then, shake on it, document your agreement, and have a celebration.

After the Negotiation
Congratulate yourself and the other party for the good work you have done. Follow up with a big thank you and look for ways to continue and build your relationship. Let a little time pass, then revisit the work you did with your customer. Get feedback on what worked well and what can be improved. Be honest, be open, and always look to deliver great value. You will find that future business dealings become more productive and proceed more smoothly.

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How to Negotiate A Self-Storage Facility Acquisition

May 21 2023 Published by admin under Uncategorized

Any idiot can pick up the phone and see if a self-storage facility is for sale. Or call a broker and look at their listings. But how does that translate into making a deal? It doesn’t, unless you understand how to negotiate for the purchase of a self-storage center. Without negotiation, facilities for sale are just raw material that can never be processed into a done deal.

Understanding the Process

Negotiating a self-storage facility is like connecting two electrical cords – it is the essential task of making sure that all goals and conditions of both parties are met favorably. Otherwise, there will surely be a blow-out, in the form of a failed contract or an unfavorable acquisition. There is no magic to negotiating, contrary to what most books will tell you (they are just trying to get you to buy the book) – it is a process. And if you do the process correctly, just like baking a cake, the end result will normally be successful.

The Types of Negotiating

There are two basic types of negotiating. The first is often called “Russian Negotiating”, or “Win/Lose” negotiating. In this form of negotiating, one party walks away a “winner” and the other a “loser”. How it normally works is that the buyer comes at the transaction from a position of strength and forces the seller to take their offer “or else”. This is the type of negotiating you often see on foreclosed assets, where one party forces the other to do whatever they want, or risk legal or financial suffering. Many buyers and sellers do not understand the real impact of this type of negotiating. While this may work well in issues of national security (such as the Cuban Missile Crisis, and even then it is not a great idea), it normally results in terrible side effects in business. If you bully and threaten your way into a self-storage facility, you may very well end up in litigation or, more commonly, end up buying only facilities that are lousy and have no other buyers.

The Better Method is Called “Win/Win”

In this process, the needs and desires of both buyer and seller are met, and everyone walks away from the closing happy with the outcome. This has become the industry standard, and is what you should strive for. That is not to say that all deals can end in a win/win situation. If the buyer or seller is unrealistic, or stubborn, or dishonest, it may be impossible to come to a win/win agreement. In that case, the deal never happens, and both parties go their own separate ways.

How to Use “Win/Win” Negotiating

The first building block of win/win negotiation is honesty. Both parties have to lay out what their real goals and expectations are. This is not a time for posturing. If the seller needs $900,000 for the self-storage facility, and has the ability to carry the note, then that needs to be thrown out for all to see. If the facility needs $200,000 in capital improvements, then that needs to be laid out also. If the buyer has $250,000 cash and nothing more, then that needs to be identified. Once all the raw material of a deal is laid out on the table, then the buyer and seller can see if they can build a successful sale out of those pieces.

How would you build a deal based on the facts in the preceding paragraph? Well, the seller might agree to taking $250,000 as the down payment on the facility, and carrying the note for the balance. And the $200,000 in capital improvements might be completed by the seller before closing, and rolled into the note. Or another construction might be for the buyer to make the repairs with his own cash, and then put only $50,000 down.

But what happens if the buyer lies and says he has only $100,000? The deal would probably never happen. Or what if the seller refuses to carry the financing? Then the deal will surely die. To make win/win negotiating work, everyone has to put all their cards on the table.

Listening is essential

Many times, even in win/win negotiating, things will break down – even when there is the raw material on the table to build a successful deal. That happens when people don’t listen to each other. Often, it is easy to address problems if you will only listen to what the real problem is. When you are the buyer, you should listen to the seller intently, and make no comment until you have really heard and understood what they are saying. They are often only looking for reassurance that they are doing the right thing and won’t get burned (particularly if they are carrying the financing).

Conclusion

Negotiating a self-storage facility is not based on tricks or secrets. It’s not an art form (contrary to what many books will tell you). It’s just a process. Stick with doing the process properly, and you will succeed at negotiating your self-storage facility. If you divert from the path, you will almost certainly fail. Or end up with a bad acquisition.

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Bad Credit Repair – What is Debt Negotiation? Common Questions Answered

May 20 2023 Published by admin under Uncategorized

If you have bad credit and are in need of bad credit repair due to unpaid or slow paying debts, you may want to consider debt negotiation. You may be a great candidate for debt negotiation if any of the following describes your situation:

o If you have any credit cards with payments 60 days past due

o If you have 2 or more credit cards with payments 30 days past due

o If you have any installment loans, such as a car loans, with payments 60 days past due

o If you have 2 or more installment loans with payments 30 days past due

o If you have made any housing payment (mortgage or rent) more than 30 days past due

No matter what, if you are consistently paying late on your accounts, the problem will just persist unless you take control of your debt. Many creditors and lenders will negotiate a debt reduction if you ask.

Let’s take a look at how debt negotiation works. Debt negotiation is a process where you negotiate with each of your creditors to try to reduce the amount you need to pay to settle your debt and have your account considered paid in full. Many times, debt can be negotiated where you only have to repay 40%-60% of the total amount owed. Debt negotiation is a huge step toward bad credit repair.

You can negotiate your debt yourself. Though time consuming, with diligence debt negotiation can be achieved on your own. However, there are companies that specialize in debt negotiation for the purposes of bad credit repair. These companies have experience and relationships with many lenders and many times can quickly negotiate a low repayment amount.

If you choose a debt negotiations company, you will sign what is called a “limited power of attorney” giving professional debt negotiators the legal right to negotiate a reduction in your debts on your behalf and begin your bad credit repair. After negotiations, the debt negotiations professional will report your total negotiated amounts back to you, and set up a payment plan that you can easily afford. This payment plan rolls the repayment of all your negotiated debts into one affordable monthly payment without taking out a debt consolidation loan. You will send your monthly payments to your professional debt negotiator who will place your payment into an escrow account that will be used to repay your debt settlement. Once you have a predetermined amount in your escrow account, your professional debt negotiator will make payments to your creditors that will lead to your accounts being considered settled-in-full and paid-in-full. Paid-in-full accounts can take anywhere from 12 to 60 months to complete depending on the monthly payment you set, but annoying collections calls to your home, job, or cell phone usually stop right away.

If you consider negotiating your debts on your own, you may find that it is a difficult and time consuming a task but do not give up. Be diligent in calling each of your creditors and asking for a reduction in your debt. You may be able to reduce your debts up to 60%. I also suggest you seek debt counseling Many debt negotiators have relationships with creditors and can work full time to get your bad credit repaired.

Either way, you can benefit from debt negotiation because it will free up some money each month and save you money in total. For example, imagine you have $10,000 in total credit card debt and you are paying $750/month in minimum monthly payments. You get your debt negotiated down 60% to $4,000 with a repayment of $300/month. You are now freeing up $450/month with a significantly lower monthly payment, and you are saving $6,000 in total credit card debt that you will not have to repay.

At the end of the day, you will feel much better once you are less buried by debt and begin the process of Bad Credit Repair and Debt Negotiation Help bad credit repair. It is better to face your debt than hide from it as it will never just ‘go away’. Once you face bad credit and your outstanding debts head on, you will be on your way to a better credit score and more opportunities to borrow at lower rates in the future.

- Ken S.

© 2008

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The People Factor in Negotiations

May 19 2023 Published by admin under Uncategorized

Personality

TEACHER: I will start this module by making a confession to you. I get the feeling that teaching you about negotiations is very difficult. I feel a bit apprehensive about the best way to continue.

STUDENT: Well, I understand that. It is a rather elusive subject, but I will do my best to cooperate with your teaching effort.

TEACHER: Very well. The point of my statement was to get a reaction from you and establish if you are by nature (personality) a cooperator or a competitor. Your response indicates that your Motivational Orientation is one of being a cooperator. A competitor would have answered my comment with something on the line of “Well, this is your problem, not mine. I am a good student. Maybe you are not as good a teacher as I am a good student”.

STUDENT: So it was a trap. OK, I get the point. You are telling me that all people have a basic motivational orientation either to be competitors or cooperators.

TEACHER: Yes, but this is a generalization defining both extremes. Real people have a mixture of both orientations, but in general each individual has a natural inclination towards one of these extremes.

And now we begin our discussion on the role of personality in negotiations. Allow me to express a truism: negotiators are people, and people have different personalities. Therefore, it is reasonable to conclude that personality influences negotiation behavior and, in consequence, the results of the negotiation process.

As proven by your reaction to my statement at the beginning of this session, your personality traits are a predisposition to react in a given form to given stimuli. You responded in a way that was natural to you. It is safe to assume that you would respond in a similar way each time you are in a similar situation.

STUDENT: You are telling me that I am very predictable. Is that good or bad in negotiations?

TEACHER: The point is not whether it is good or bad. The point is whether a negotiator can learn to “manage” his or her personality to respond in the most convenient way. Ideally negotiators should respond to situations according to a cool evaluation of what the best response is, not automatically according to what comes natural to them.

Personality can be defined as an array of traits. The most important work describing the different personality styles of negotiators is the book by Rubin and Brown “The Social Psychology of Bargaining and Negotiation”.

We shall continue with the classification of personalities in connection with negotiation behavior.

As we have already seen,

In the aspect of Motivational Orientation (MO) we have two categories:

* Cooperators, or
* Competitors

Now let me add that regarding Interpersonal Orientation (IO) people can be classified according to their degree of social awareness and social ability. The higher a person’s IO is, the more this person will be responsive to his or her relationship with the other negotiators. We can define the extremes to be

* Accommodators (high IO), or
* Avoiders (low IO)

STUDENT: Which personality style is most successful in negotiations?

TEACHER: There is no single answer to this question. Anthropologists say that the key to the survival of the human species is our adaptability. This does not mean that every individual is adaptable. The species is adaptable because individuals have very different traits, and some will adapt to almost any change in the environment, thus ensuring the survival of the species.

STUDENT: Sorry, I thought this was a Negotiation class. I am not interested in anthropology. And I’m saying this to show you that I am not always a “cooperator” nor an “accommodator”!

TEACHER: Naturally. I was using an illustration. My point is that any of the four basic negotiation styles can be highly successful or fail miserably under different circumstances.

STUDENT: Now, if personalities can not be changed, what is the point of your telling me about the different styles?

TEACHER: Two reasons. One is that if you are able to recognize the style of your counterpart, you may be able to manage your relationship more effectively. The other reason is that it may be possible for you to manage a zone of your own personality. This would allow you to be more efficient as a negotiator by adapting at least part of your own unique personality to different circumstances.

Now let me challenge you a bit. A negotiation is going on between Mary and John. John mentions that his boss is a very tough person and that he expects him to return to the office with a good deal. Give me examples of how Mary, John’s counterpart, would react if she were an avoider, and how she would react if she were an accommodator.

STUDENT: Let’s see. Mary the avoider may simply ignore the remark, shrug or even say “sorry, this is not my problem”. She may interpret John’s remark as a signal of weakness and press harder. Mary the accommodator instead would show some sympathy and suggest that she is ready to work with John to find a mutually advantageous solution which would help John to please his boss. Since she is an accommodator, not a fool, she may add that this will depend on reaching an agreement advantageous for both parties, not just to make John happy.

I can tell you that much. I wouldn’t know which attitude would be more advantageous for Mary to take as a negotiator.

TEACHER: Neither would I. This depends on the circumstances. If John’s remark is a trick and he is fishing for Mary’s sympathy to gain advantage, responding as an avoider would be the best. If John is sincerely indicating his willingness to reach a deal convenient for both parties, the accommodator reaction would possibly be the best for Mary to make.

Continuing with the personality factor in negotiations, let’s look at the contribution of Andrew Gottchalk, formerly from the London Business School and a person with long time associations with professional business negotiators. Gottchalk also defines four styles, emphasizing in his successful negotiation seminars his concept of the “habit zone” and the “managed zone” of people’s personality. He maintains that the habit zone changes very slowly or not at all, while the managed zone can change quickly to adapt to circumstances if we learn how to do it. Negotiators can also expand their managed zone by learning behaviors basically alien to their particular basic style.

STUDENT: You mean that, according to Gottchalk, Mary the avoider could learn to expand the managed zone of her personality and react more positively to remarks like the one John made, if she decided that this attitude was more advantageous for her in that particular circumstance? Instead of reacting automatically according to her true “natural” style, she could learn to manage her behavior.
TEACHER: Exactly; she could widen her repertoire of behaviors to rapidly adjust to different circumstances.

Negotiators behave with a mixture of their habits and learned behaviors. The more in control of themselves they are, the more easily they will be able to change according to circumstances and to the other negotiator’s behavior. When they lose control, they will tend to relapse to their basic personality traits. Which of course depend on each person’s genetic inheritance, upbringing, life and work experience, etc.

STUDENT: You said Gottchalk had defined four styles, but did not elaborate. Are you going to?

TEACHER: Of course, what do you think I am, an incompetent teacher? Don’t be pushy, will you?

STUDENT: I can see what you are trying to show me by your intemperate response to my innocent question. You are illustrating a reversion to his basic personality traits (over-sensitivity, irritability) of a person who lost control after being able to “manage” his or her behavior for a time. And no, I do not think you are incompetent.

TEACHER: I know I am not. And I know you don’t think I am. As you so quickly discovered, I was trying to drive a point home. Anyway, here are Gottchalk’s four styles. Please remember, these are not real people, these are stereotypes. In practice real people possess a varying mix of these personality styles.

* The tough style negotiator. Dominant, aggressive. Power oriented. Does not avoid conflict, and many times provokes it, and enjoys it. Competitive, takes risks, and hates losing. Assertive, does not care about other people’s feelings. This style can be effective under the right circumstances. There are also negative aspects: a tough style negotiator can easily be excessively aggressive if upset about not getting his or her way; makes threats, gets into arguments (the bad kind of arguments). Can be perceived as manipulative, inflexible and obstinate, thus creating strong resistance from the other party.

Gottchalk’s advise if you have to deal with this style of negotiator:

1. Give them recognition…
2. but not flattery; they will interpret it as weakness on your part
3. Do not engage in “small talk”, stay on the issues and emphasize common goals
4. You can always say no; do not allow yourself to be bullied…
5. but do not play along entering into arguments. Slow down the process to allow the other negotiator to realize that you are not going to surrender.

* The warm style negotiator. People oriented, understanding, supportive and collaborative. Friendly, interested in other people. A good listener. Supports other people’s proposals. Tends to trust others. Patient and calm under pressure. Optimistic about the final results of the negotiation. Seeks and takes advise. Is ready to concede reasonable points of counterparts. The bad aspects: too concerned with relationships, can be soft on issues and submissive. May jeopardize his or her own interests. Is easily disillusioned. Trusting others too much can turn into gullibility. May panic under pressure.

Gottchalk’s advise:

1. Build trust but keep a courteous distance.
2. Get him or her to your side, and ask for more. Do not put on excessive pressure to avoid a retreat in panic.
3. Advance cautiously and slowly.
4. Make sure his concessions will be supported by his superiors.

My own advise: careful, it may all be a ploy to trick you!

* The number stylist. Rational, analytical. Good grasp of detail and facts. Well prepared and well organized. Difficult to upset emotionally, is concerned basically with the practicality of the deal. Can it be implemented? Good at using objective data to justify positions, proposals and negatives. Negative aspects: too focused on details, may miss the basic issues. Emotionally cold. Tends to be obsessive. Despises people using wrong or irrelevant numbers and information.

Gottchalk’s advise:

1. Do not allow the agenda to be delayed by too much detail. Keep it moving.
2. Show and actually take interest in the number stylist’s facts and numbers, they may contain valuable information,
3. Any set of numbers you present must be accurate, your party can not refrain from checking them.
4. Show respect for your party’s expertise.

* The dealer. Flexible, compromising. Great persuasion skills, never gives offense. Open and imaginative, sees opportunities and finds ways to make them work. Highly articulate and willing to make progress. Good to make and accept “if-then” proposals. The negative aspects: too ready to compromise; too little command of details which may lead to sacrificing his or her own interests. A fast talker and too ready to shift positions, may impress others as tricky and insincere.

Gottchalk advises to be positive with dealers. Let them talk to get information. Insist on frequent summarizing and note taking for the minutes of the meeting. Do not let yourself be side-tracked. Insist and repeat your position as needed.

STUDENT: Gottchalk’s classification of styles and his advice on how to react to them is convincing. But I know you are very inclined towards G.Kennedy’s opinions. What does he think about personality analysis in negotiations?

TEACHER: As I said before, a book I consider important if you are seriously interested in business negotiations is Kennedy’s Pocket Negotiator, which the author himself defines as “an aide-mémoire, not a treatise”. In this book Kennedy says that these “insights into personality styles” are based on a shaky hypothesis. He concedes that they may be helpful in some circumstances. But relying too much on this approach to evaluate your opponent may be dangerous. Most people, as I said before, are in real life a mix of styles. And they are often able to switch from one style to another. So, if you define your opponent clearly as having one of these specific styles and predict a behavior based on this analysis, you might make a costly mistake. Not because your judgment was wrong to begin with, but because your opponent may be able to switch styles. He or she may start showing a very cooperative behavior and suddenly become highly competitive.

Kennedy’s proposition is to rely more on the actual behavior of the negotiators than on establishing their personality style. He argues that behavior is “much more clear cut, more visible and more reliable that the negotiator’s personality traits”.

STUDENT: I see. So we are now moving on to study “behavioral styles” as distinct from “personality styles”. Right?

TEACHER: Correct. Let’s move on.

The People Factor in Negotiations: Behavior

Negotiation is of course a decision making process. But is different from other types of decision making processes in business because it involves trading. The decision must be finally taken by an agreement made by two parties with different interests and at least a certain degree of decision power on the final outcome. If one of the parties has no decision power, then there cannot be any negotiation.

In negotiations both parties trade something they have and others want for something others have and they want.

STUDENT: You are repeating yourself. This is the same as the example of shirts and pants on Module I.

TEACHER: Yes, but we are at a more advanced stage now, and I had to re-formulate the definition of negotiations in a more refined and general way. But you are right, the essence is the same.

STUDENT: Fine. Your definition that negotiators are traders should mean that both parties must enter a negotiation willing to reach a deal involving an exchange of goods or services. Or money, of course.

TEACHER: Ideally yes, but let me tell you that negotiations do not necessarily begin with both parties acting as bona fide traders. Many times one of the parties intends to get something for nothing by exploiting the other party’s ignorance, or by making threats. The notion of fairness is frequently absent in the mind of one or both negotiators.

STUDENT: I hope you will now tell me how to proceed if my counterpart in a negotiation does not really want to trade but wants to take advantage of me.

TEACHER: Certainly, but a little later. Let me first define the behavioral styles you will encounter in your negotiations.

* Those who want something for nothing. Kennedy calls them Reds.
* Those who exchange (trade) something for something. Kennedy calls them Blues.

As in the case of personalities, real people show behavioral styles that are a continuum going from extreme Red to extreme Blue. Most of us are naturally in some intermediate zone. But let’s describe the two extreme styles.

* Reds:
* see every negotiation as a contest they have to win and you have to lose.
* try to win by exerting some form of force or domination on you.
* believe in the zero sum concept. All they win you lose and vice-versa.
* do not have a notion of fairness in negotiations. They will lie, bluff, use ploys and dirty tricks, and will not stop short of coercion.
* Blues:
* are willing to trade, to get something by giving you something
* are ready to cooperate with you to find a solution advantageous for both of you
* do not use manipulation, tricks and ploys, believing instead in considering each party’s interests as a way to reach a solution.
* think that most of the times zero sum is not a valid concept and solutions can be found that add value to both parties.

STUDENT: So, when a Red and a Blue negotiate, who wins more often?

TEACHER: Several outcomes occur. The Reds may succeed in intimidating the Blues and make them surrender and give up something for nothing. But Reds may also encounter Blues who are assertive and resist the Reds’ aggressive behavior. This may lead to the negotiation to be abandoned, or may force the Reds to change their behavior and recognize that they must trade if they want to reach a deal.

STUDENT: I met several Reds during the many years I drove in countries where corrupt policemen are the norm. I was stopped many times without good reason and Red Cop threatened to write me a ticket. This was his way to open a negotiation on the size of the “contribution” I would make if he changed his mind about the ticket. I usually behaved as an Assertive Blue. I did not argue, I told the officer to go ahead and write the ticket if he thought it was his duty. But that of course I would dispute it in court, since both he and I knew there was no ground to write it. Red Cop was not really interested in giving me a ticket but in collecting a bribe and as he realized that I was not going to pay, in almost every occasion I got away without the ticket.

TEACHER: Very clever. But maybe you did not even notice that you acted as a disguised, devious Red rather than as an Assertive Blue. You apparently recognized the policeman’s authority, but then your firmness and your statement that you would dispute the ticket in court contained a hidden threat for Red Cop. Because you did not propose a trade. You came across as maybe being somebody important with power to somehow harm Red Cop, who knew that his behavior was illegal. So he turned into a Submissive Blue and capitulated by letting you go.

And your story opens the way for me to define four combinations of Red and Blue.

Reds may be:

* Aggressive: want something for nothing. Make threats. Impress you with their power over you.
* Devious: do not make open threats but use finesse. Hide their Red behavior. (Dear Student, do not get angry at me, but this was yourself dealing with Red Cop!)

Blues may be:

* Submissive: ready to capitulate and give something for nothing.
* Assertive: firmly insist that no deal is possible without a trade of something for something.

STUDENT: And according to your interpretation of my dealings with Aggressive Red Cops, I am a Devious Red!

TEACHER: I don’t think so. What I said was that on these particular occasions, when confronted with an aggressive Red Cop, you behaved as a Devious Red. I did not mean that you are always a Devious Red.
The idea of observing behaviors rather than personalities is based on the belief that all of us may behave in different occasions as any of the described types. Sure, people may have an inclination towards one or the other types of behavior. But most of us are capable of all attitudes.

To illustrate this, we will use today’s Q&A session. The questions will define behaviors and you will answer to which of the described styles each behavior belongs.

Questions and Answers Session

Question 1
You make an unconditional offer. To which of the described styles does this behavior belong?

Submissive Blue

Question 2
You make an unilateral demand without offering anything in return. To which of the described styles does this behavior belong?

Aggressive Red

Question 3
You take advantage of somebody’s fear or ignorance hiding your real intention. To which of the described styles does this behavior belong?

Devious Red

Question 4
You keep making offers in the “if-then” format, offering something on condition that the other party gives you something in return. And you reject outright all unilateral demands from your counterpart. To which of the described styles does this behavior belong?

Assertive Blue

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