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Will You Add? - How To Negotiate With The Four Personality Types
You know you need a brand. But do you know that one of the most effective ways to grow your business is to build on that brand?In a world of short attention spans and rapidly changing technology, building your brand is crucial to your survival. The most successful companies understand its importance. Here’s one brand building success story:Music to Our EarsDo you have an iPod? It seems everywhere you look today, someone is plugged into Apple’s portable digital music player. The company knows its audience and shrewdly builds its brand around it. As a result, Apple has sold more than 59 million iPods since their inception in late 2001, with 6,451,000 sold in the fiscal 2005 fourth quarter alone.In fact, iPod’s branding and subsequent popularity have resulted in 220 percent growth of the units over the previous year’s same quarter. How did Apple do it?Finding the Right iNameApple’s premier product was the Macintosh comp
People who are highly assertive can be seen as being aggressive while people who lack assertiveness are often passive and get taken advantage of. There are times when it is appropriate to be more or less assertive and we need to recognise when these times are.<
Yet another year has sped past. Before we knew it, we’ve been pitch forked into the New Year! Can we make our life in 2005 substantively different or will we continue to make tame resolutions that evaporate on the flimsiest of temptations? This is a question that we need to ask ourselves now more than ever. Deep introspection is the need of the hour; and out of that introspection must flow a resolve that steels us against making the same mistakes that we repeated in 2004. The searing pain that we experienced as we followed the destructive path of the South Asian tsunami should be a starting point. All of us are in mourning.A perverse kind of globalization has equalized all of us. No matter where we live, how we look and what we earn, nature’s destructive globalization has shattered all of us in the twinkling of an eye. Aren’t we refugees all, every one of us? What idealogy could not do, natures has accomplished; it has revealed starkly that we are all, in the end,
We can observe different styles of negotiation and how different types of behaviour can affect the outcome of negotiations.
In commercial negotiations, some people negotiate quickly and take risks, others take their time and try to avoid risk. Some buyers are very loyal, others will automatically shop around. Some negotiators can be quite intimidating to the point of being rude; others are quite passive and easily manipulated.
This makes selling and negotiating a real challenge. To negotiate with all these different buyer types we need to be able to adapt our behaviour and be flexible in our approach.
To begin this process we can look at two aspects of buyer behaviour; assertiveness and responsiveness.
People who are assertive are confident and know what they want. They are not afraid to put forward opinions and are willing to listen to the opinions of others. They are not afraid of conflict and will be more than happy to argue their case.
People who are highly assertive can be seen as being aggressive while people who
lack assertiveness are often passive and get taken advantage of. There are times
when it is appropriate to be more or less assertive and we need to recognise when
these times are. Target Markets - Get Focused
It is fascinating to work with different businesses and to see how they approach their customers. There are those who are on the treadmill, working harder and faster taking in anything they can lay their hands on just to get turnover (the die hards). Then there are those who sit and focus on who makes a good customer and then commit unstintingly to seeking, attracting and converting those that they know are going to take them where they want to go – from financial, production capacity and market share perspectives (the seekers).What are you? Of course it’s open to debate where the focus should be; externally or internally? I believe it is a balance between the two (and no I’m not sitting on the fence!). Having seen both sides of the coin many times, too much focus in one area leaves your business weak and susceptible in the other and, quite honesty, a ladder with one weak leg is still dangerous – it doesn’t really matter which leg it is!However, everything i
This makes selling and negotiating a real challenge. To negotiate with all these different buyer types we need to be able to adapt our behaviour and be flexible in our approach.
To begin this process we can look at two aspects of buyer behaviour; assertiveness and responsiveness.
People who are assertive are confident and know what they want. They are not afraid to put forward opinions and are willing to listen to the opinions of others. They are not afraid of conflict and will be more than happy to argue their case.
People who are highly assertive can be seen as being aggressive while people who lack assertiveness are often passive and get taken advantage of. There are times when it is appropriate to be more or less assertive and we need to recognise when these times are.<
There is no sector of the U.S. Economy that is more vital, yet often ignored' than small business sector. While many thought that big business drove the U. S. Economy by virtue of employment and the ability to produce products at lower prices, that is not necessarily the case. While we are currently appalled and angry at the excess of some of the biggest businesses, the fraud and destruction of many employees' life savings and the large number of cutbacks in employment of these companies, the small business sector continues to make its mighty contribution to our economy. A better measure is that out of almost 5 million corporations in the U.S. there are less than a million corporations with annual revenues of more than a million dollars. More than 80% of all corporations can be considered small business. They employ 51% of all public sector workers and represent nearly all of the self-employed, which makes up about 7% of the civilian workforce. In the face of the wide lay
To begin this process we can look at two aspects of buyer behaviour; assertiveness and responsiveness.
People who are assertive are confident and know what they want. They are not afraid to put forward opinions and are willing to listen to the opinions of others. They are not afraid of conflict and will be more than happy to argue their case.
People who are highly assertive can be seen as being aggressive while people who lack assertiveness are often passive and get taken advantage of. There are times when it is appropriate to be more or less assertive and we need to recognise when these times are.<
Have you ever noticed that for some colleagues and bosses you'll move mountains while for others, you can't seem to do anything right? What's going on here? Is it just you or is there a larger issue at work?Recently a friend and I were discussing an incident where she lost her "stop-gap" job as a sales clerk at a bookstore. She's a professional woman who had been supplementing her free-lance writing income with several days a week at this local branch of a national chain. In spite of the fact that she thought she was doing a good job, every time she turned around the owner was riding her for some transgression. First she was blamed for someone else's computer errors. Then rather than being praised for helping a customer grow a small order of books found in the store into a large order including additional books she ordered at my friend's suggestion, the owner saw this as a mistake. Stick to what we have on hand and don't raise expectations was the reprimand.
People who are assertive are confident and know what they want. They are not afraid to put forward opinions and are willing to listen to the opinions of others. They are not afraid of conflict and will be more than happy to argue their case.
People who are highly assertive can be seen as being aggressive while people who lack assertiveness are often passive and get taken advantage of. There are times when it is appropriate to be more or less assertive and we need to recognise when these times are.<
We have had an unusual amount of rain this year followed by hotter than normal temperatures here in New Hampshire. Normally, no matter where we are, we don’t notice the rain or heat unless it directly affects us or is unusual, like this season.This is also true with small or new business owners. Unless they have unusual circumstances, such as a bad check, or non-payment of a large balance they don’t pay much attention to the credit end of their business. Most buisness owners don't think about what to do about a bad check, until they are holding a bad check. In my 17 years as a bill collector most business owners that I dealt with only realized they had a problem once it was to late. Do not let this happen to you.There are easy steps you can take to avoid this from happening to you and your business. “One of the easiest and smartest things you can do for yourself and for your business is to implement a credit policy and have each new customer fill out a
People who are highly assertive can be seen as being aggressive while people who lack assertiveness are often passive and get taken advantage of. There are times when it is appropriate to be more or less assertive and we need to recognise when these times are.
Responsiveness means the extent to which people are willing to respond to us and our questions. Some people are highly responsive and will give lots of information about themselves, their problems and needs. Others are unwilling or unable to respond in this way and we see these people often as being negative or difficult.
We are all different and some of us are naturally assertive and some of us are not. Salespeople tend to be quite responsive, but sometimes we lack assertion. An example of this is during negotiations.
When customers put us under pressure to reduce prices or give discounts we find it difficult and uncomfortable and worry about damaging the relationship with the buyer.
There are four basic styles of behaviour and these are determined by the way, in which people relate to one another.
How can you ensure that you approach people in the correct way?
“Knowing About Social Styles”, developed by Merrill and Reid, is a theory which I have discussed in several of my articles and it is very useful to have
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