Tips, Skills and Tools For Easy Negotiations

Negotiations do vary. But whatever the technique, there is the risk of getting off track. That is why it’s important to arm yourself with the basic skills for negotiation – to prevent communication breakdown.

Learn To Communicate

Being clear on what you want to communicate is the first step in any successful negotiation. Having a strong idea to communicate what you want to say and what the other party wants to know is a good starting point.

Get Your Facts Right

Do your research and collect all the relevant facts. It’s vital that you prepare and rehearse all the details of the negotiations. Such details include issues such as your start date, salary and benefits, and how you will end the meeting.

After establishing these factors, you should strive to figure out what the other party wants in a calm and straightforward manner. You should always make sure that you are listening to the other party – it is a sign of respect, and your opinions will be better appreciated.

You can achieve this by repeating the points that the other party makes and by using positive language and feedback.

Avoid Arguments

While negotiating, you should never forget that it is all about finding a win-win solution. Arguments are the last resort and should be avoided at all costs. If you need to convey that you feel that the other party is wrong, do it in a nice way – this avoids creating bad blood and sending the negotiations south.

Of course, disagreements are bound to arise, as everyone thinks differently. If you have to differ on a certain point, do it in a way that does not demean the person you are negotiating with.

You should always remain emotionally calm, no matter how much you are provoked. You should be prepared to compromise and also try to convince the other party to make compromises. This is best accomplished by being prepared to adjust your expectations in order to meet the needs of the other party. Often it’s good to ask, “Does that sound OK to you?”

Whenever a negotiation involves money, it is wise to let the employer put the figure on the table first. This eliminates the possibility of you quoting a figure that might be either too high or too low.

At the same time, it’s also good to aim high, so that you won’t be exploited. Nothing beats confidence at the negotiating table, and that comes from understanding of what wining the negotiation means to you and your future career prospects.

Flexibility – The Key

You should always remain flexible throughout the negotiations. This is important, just in case the other party decides to change the terms of the deal. Your preparation will help you immensely, as you may need to change your negotiation approach without putting your objectives in jeopardy.

Showing signs of desperation may also prove expensive in some negotiations. It’s better if you indicate that you really want the deal to come through – but not at the price of saying yes to every issue.

How you close the negotiation is important. That means making sure that there are no loose ends left to tie up.

When it comes to your career, negotiation is necessary. Follow the tips above, and you will probably be successful.

How To Make A Presentation for First Time

Finally, I was able to do a first time presentation to an audience about the topic “Loving Your Neighbor”. The goal of my topic was to be able to explain the meaning of Christian love and to help us in applying in our daily lives.

I never hesitated when I was given the invitation to to be a speaker  from one (1) of the nine (9 ) series of talks on Christian Life Seminar (CLS). This activity is just one of the many programs of CFC FFL Singapore as an evangelistic and missionary community. It has been my thought principle to be able to make a little difference to my fellow people in everyday life. I knew God was the one who invited me to share my talent and be able to teach. You can never say no to Him, right? I remember Jim Rohn shared one of his philosophies. There are three (3) disciplines that you need to do if you want to pursue spiritual development:

1. Study – means you have to learn the disciplines, study the Holy Scriptures, attend seminars, and listen to sermons or preaching.

2. Practice – implement what you learn. Set a personal prayer time. Start to make a habit to pray with the family.

3. Teach – sharing what you’ve experienced from the first two (2) will accelerate the learning process.

Of course I accepted the responsibility. What should I do next? I want to share with you some practical steps about how I prepared to do my first time presentation:

  1. Know your stuff – pick a topic that you are interested to share. In my case, the topic was handed to me by our service leader.  The nice thing about each particular topic was that you have a reference from previous speakers who have done the presentation. I borrowed their personal resource like PowerPoint, reference book, recorded audio and other stuffs that may be helpful. Ask and ask. Never be afraid to ask questions or tips that can help you in delivering a good presentation. Thanks also to my mom for helping me too. Do some extra research on the topic over the internet.  Another tip is to add some of your personal experiences or you can also borrow other person’s experience.
  2. Practice – Rehearse out loud with your PowerPoint and tickler notes. I need to improve more on this one. A good idea is to record yourself either video or audio. I actually recorded the actual live presentation for my purpose of review and further improvement.
  3. Relax and pray – having deep breathe-ins and breathe-outs will help relax and calm down the butterflies in your stomach. I know a friend who does some exercises to pump out the energy. Prayer is a very powerful resource to ease up tensions and build up confidence.
  4. Visualize – Imagine yourself speaking your voice confidently to a large crowd. Visualize the audience clapping out loud. I must say that this is very effective and yes indeed it became true. They really did clap. They even gave me handshakes and gave uplifting praises. The feeling was awesome.

Some additional advice is to look directly to your audience faces  as if you’re speaking to a friend. It’s a good way to involve them in your conversation. Look for people who smile as they can help you gain your confidence. If you are nervous to look at their faces, just look straight to the wall on the level of their faces but it is really nice to have an eye contact with your audience.

Lastly, if you are given an opportunity to speak in front of an audience, never hesitate to volunteer. This is very effective in overcoming your fears of public speaking.

Sales Presentation Skills Tips – Selling Techniques to Increase Sales of Insurance

Sales presentation skills and selling techniques are only valuable to sales of insurance if the agent knows about them. Revealed will be some insurance sales presentation skills, and also tips and selling techniques on how they should be applied. Read on.

New insurance agents are given minimal training. The exception is learning how to attempt setting up an appointment and what the company wants them to say when they are on a presentation. Both are “century old” scripts that their sales manager requires agents to learn without any variation. Of course, because a few agents before them progressed using these same identical rehearsed techniques then old logic says they must be effective. That is fine if you have exactly the right type of people you are trying to make presentations with.

Unfortunately, this is the real world with all kinds of people with a wide variety of reactions.

Insurance sales presentation prospecting can be a career ending process without the necessary skills. If you learn selling techniques using a pre-set script for prospecting, you are setting yourself up for failure. Even though you have learned responses to almost every objection, you have not learned the key lesson for successful sales presentation making.

When to stop talking

Every person is a suspect, very few are potential prospects. Of the potential prospects, occasionally you will have a person to set up an appointment with. Therefore sales presentation skills become priceless.

Talking and talking will get you nowhere. You were instructed how to talk, but the best insurance sales representatives are very keen listeners. The majority of people do not want to suddenly agree to immediately consider buying more insurance. Look at a 20% closing rate by seeing 8 week prospects a week. That translates to about 34 presentations monthly and around 7 sales. An experienced agent chooses by careful listening, the correct style of prospect to meet. Therefore, maybe only 6 to 7 quality prospects are seen, but applying selling techniques 50% are closed. The final results are drastically different. 28 monthly presentations and 14 sales. Less time was exhausted by professional insurance presentation skills, and not being afraid to risk being fussy. Double the sales were made.

The easy solution.

First realize that everyone is not ready to make a commitment to listen to you give an insurance sales presentation. Next, understand that getting objections after objection means you are letting the person wear you down with excuses. Bad sales presentation appointments and long conversations will only lead to defeat. Keep remembering there are countless people who need your service. Listening carefully will quickly tell you, which ones.

Sales Techniques Advice: When to Close

So many lost insurance sales occur because the representative will not stop talking. Increase your sales of insurance by not feeling that you always have to give your entire presentation. This also goes for describing the 101 benefits people can derive from purchasing the plan you are presenting. Here again, the culprit is less talking and more listening and looking for buying signals. Go to the presentation with the idea that the prospect already wants to buy from you. You do not need to battle, over sell, or talk on and on.

Back when I was an insurance sales person in my prime, there were many times when I was finalizing a sales application within 10 minutes. There were also quite a few, when I decided to leave after 10 minutes. As a sales manager watching a newer agent attempt sales presentation skills, often I had to kick the agent’s foot. The person had already given the buying signs, it was time to quit talking and start writing out the application.

Best Sales Presentation Skills Advice: Convince your prospect that you are trustworthy and reasons how that prospect’s particular emotional needs will be filled. Then stop the presentation!

Adapt your prospecting and sales presentation skills to each individual person. Only say or ask what you need, and you will quickly know when you have spoken enough. In sales of insurance, remember that an 80% closing average beats a 20% closing ratio all the time.

Too much talk will get you balk. Listen, learn, and earn.