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need a book on negotiations

Discussion in 'BlackHat Lounge' started by theseodude, Aug 28, 2012.

  1. theseodude

    theseodude Regular Member

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    Hi
    I keep losing clients because they throw shit tests at me and I fail them every time.
    you are right, a "shit test" is a pua term but it totally applies to business too.
    For example, let's say your price is $2500. Client says "how about $1400?" that's a shit test.
    Well, the problem is, I am too nice and flexible, and every time i am talking to a client I act like a bitch and lose value.
    for example, today someone gave me a low ball offer and I was like "um...well....I guess we could do that price" boom, failed their shit test, lost value, client disappeared. I am confident if I had said "no, it's $2500 and we won't accept a penny less" then I would have got the job.
    So Is there any books that I could read about negotiating? how do I stop being a bitch?
     
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  2. 7878

    7878 Executive VIP Premium Member

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  3. icering87

    icering87 Newbie

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    Jim Camp- Start with NO
     
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  4. theseodude

    theseodude Regular Member

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    you are right, I believe in doing something myself vs. reading a book but I dont know WHAT it is that i have to do to stop being this way. I have been a bitch for a long time and talking to myself about it doesnt help.
     
  5. LeMerovigian

    LeMerovigian BANNED BANNED

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    You could contract William Shatner? The Price-line Negotiator!

    q) http://passivepanda.dotcom/become-better-negotiator

    b) Stuart Diamond also has a good negotiating book out.

    c) I know a rule of negotiating is whoever throws out the first number out first should lose value. For your example that's common someone will really low ball you and you're suppose to counter (X) amount they don't agree so you lower from that and boom they feel like they got a deal. Understand?

    d) If you do most of your sales via Skype/email hiring a salesman wouldn't be out of the question, they would essentially be working for there own income and the investment will pay itself. I actually might be interested in such a proposal as I do commission sales for a few members here as it is.

    Good luck in all future endeavors!
     
  6. weruncompanies

    weruncompanies Power Member

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    -24 REP? Seems like you really need help convincing people. I have one "banned" book that's 20 years old.. That will teach you everything, 100% chance you can talk anyone into anything, no matter what the situation. Affects the human brain in ways you'd absolutely marvel at, but it was banned and never to be heard of due to it's power. Has never been printed in the last 20+ years, only a few copies even exist in the world. Only willing to share it for $1,000+.
     
    Last edited: Aug 28, 2012
  7. theseodude

    theseodude Regular Member

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    c) I know whoever throws out the first number loses - but when you are talking to a customer, you cant say "well, how much are you willing to pay?" you have to give them your price - or you will look really unprofessional.
    d) I do most sales via phone. But like I said, I keep acting like a bitch. Things that go through my mind: "If i say this, they will get offended" "if I say this, they will not like me and not hire me" "there are other sellers out there. I can lose this guy any minute, I better keep my act together or i will lose him"

    I want to be nice but firm.
    I also want to show value.
    I also want to act like I am doing them a favor. I want them to thank ME for paying me their money.
    I also want to act indifferent.

    how do I make these happen?
    I even took an acting class. I thought maybe I could act all these, but it didnt help.
     
    Last edited: Aug 28, 2012
  8. judson

    judson Power Member

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    Rather than get a book, (or maybe in addition to the book), you should practice. With a friend.

    The best way to deal with stuff like that, is to have a canned response ready.

    In your case, a simple "No. I can't do that price. I will however give you 10% off if you sign up for a 6 month contract minimum."

    On a related note, you need to have sold the value to the client *before* you start talking prices.

    So, if you have shown them number of searches, their current rankings, cost of the adwords alternative etc, you should already have demonstrated that getting them to #1 is the equivalent of say $20k in adwords and advertising across their keywords. In that case $2500 is a bargain.

    Similarly, you could have demonstrated the value of each additional client to their business. Again the $2.5k you are charging is chump change compared to the amount of new business you will be driving their way.

    If you are not selling this value up front, then there is a problem at any price. Businesses are rarely interested in being #1 on Google for its own sake. They want to see what that means in terms of $$. Now, if you can't 'guesstimate' reasonable figures for the 'savings in advertising' and 'value of new business generated', then you need to get back to the drawing board.
     
  9. patmiller27

    patmiller27 BANNED BANNED

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    I don't think that a How To Book will help you with that. This thing comes with experience and trust on yourself.

    Keep working hard and you will find yourself a good negotiator very soon. At least, this is how it works for me :)
     
  10. knockoutlocal

    knockoutlocal Junior Member

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    Sell yourself, sell benefits. If you do a great job selling your service you should not have a problem with the price. You can try a few of these techniques if price is the main sticking point everytime. If they have a problem with the price don't be afraid to say "no" but always come back with a reason why and offer them something else. Let them know the price covers the cost of you having a dedicated contractor working on their project and although you can't budge on the price you can bring down the level of service a notch to make it suit their needs (i.e. no SMM marketing included in your service, or tell them they have to come up with all the content on their own as this can get very expensive).

    You can also compare price/click/call of your service going the seo route vs. buying ads. If you have a decent portfolio you should have a good idea of how much traffic/calls they should be getting. If not, then maybe you should reel in a few clients at a lower price and build up a solid portfolio first.
     
  11. LeMerovigian

    LeMerovigian BANNED BANNED

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    You're a contradiction indeed. This could very be a personality trait, but not necessarily negative. Would you consider yourself timid or introverted? What nationality are you? people have different strong points think of Gates & Jobs one could never did what the other does. Also you good salesman as in real estate, automotive might excel at what they do but there general personality isn't that great. They tend to have a grey perception of the world and are always looking for a "sale". You shouldn't try to change your own natural personality traits they make you who you're.

    This might possible sound abstract but if you are doing phone sales place yourself in an appropriate setting and wear formal clothing. It will give you confidence and don't worry about insulting customers or embarrassing yourself you will never see them.

    The only positive of underselling is recruit business as they will keep coming back due prices, so maybe this will make up for lost profits! - Think positive!
     
    Last edited: Aug 28, 2012
  12. theseodude

    theseodude Regular Member

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    Yes, I am introverted. I dont like talking, i like doing things. I am middle eastern and i speak english with an accent.
     
  13. silentthunder

    silentthunder Jr. VIP Jr. VIP Premium Member

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    No one ever got you to see that your problems are your greatest gifts. Being introverted gives you superior attention to detail and selective word placement. You choose your words carefully automatically and since you don't talk a lot your words are dramatic. Your accent makes you sound distinguished and a touch mysterious. Use the second book suggested by 7878 in this thread. Ignore everything else, dive in the pool and turn your prospects into professional friends who earn you money every-time you help them.

    Good Fortune