{"id":1028,"date":"2007-06-25T08:56:34","date_gmt":"2007-06-25T13:56:34","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2007\/06\/dealing-with-dealbreakers\/"},"modified":"2007-06-25T08:56:15","modified_gmt":"2007-06-25T13:56:15","slug":"dealing-with-dealbreakers","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2007\/06\/dealing-with-dealbreakers\/","title":{"rendered":"Dealing With Dealbreakers"},"content":{"rendered":"<p><img data-recalc-dims=\"1\" loading=\"lazy\" decoding=\"async\" align=\"left\" width=\"86\" src=\"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2007\/06\/windowslivewriterdealingwithdealbreakers-6305x-dealbreaker.png?resize=86%2C119\" height=\"119\" style=\"margin: 5px 10px 10px 0px\" \/> ManageSmarter.com offers a well-timed article titled <a target=\"_blank\" href=\"http:\/\/www.managesmarter.com\/msg\/content_display\/sales\/e3i8079aa366844bd53ae753b1572b5239f\">Top Ten Ways to Kill a Deal<\/a>.  I say this is timely in that we have been dealing with multiple employment offers over the past week.  These discussions are similar to salespeople closing a deal and, in fact, we like to observe the salesperson&#8217;s technique in handling these topics.<\/p>\n<p>The first point in the article is the most critical to success in negotiating:<\/p>\n<blockquote><p><strong>1. Don&#8217;t show emotions<\/strong><br \/>\nEmotion\u20ac\u201dsuch as neediness, desperation, or excitement\u20ac\u201dare immediate turn-offs. Keep your body language and style of speaking emotionally neutral. Prepare your state of mind ahead of time. Repeat the mantra, &#8220;I don&#8217;t need this, I don&#8217;t need this,&#8221; until you believe it.<\/p><\/blockquote>\n<p>Nothing is more important to successfully closing a deal than maintaining emotional detachment to the deal.  An emotional salesperson tends to lose objectivity which leads to them abandoning their selling approach.  It has been my observation that salespeople who reach this point lock in on quickly closing the deal at the expense of seeing the long-term implications of the deal.<\/p>\n<p>The best negotiators I have seen have the ability to walk away from the deal as this author suggests.  The threat of not doing business with you is the buyer&#8217;s strongest tool.  A salesperson who becomes emotional cannot negate this silent possibility.<\/p>\n<p>Another related suggestion:<\/p>\n<blockquote><p><strong>7. Don&#8217;t try to be friends.<\/strong><br \/>\nThe person sitting across the negotiating table from you is a respected opponent. <em>Thinking about a long-term relationship or dwelling on whether or not he likes you is certain to cloud your decisions and disrupt your emotional neutrality<\/em>. This keeps you from being in the present moment and from focusing, observing and collecting information.<\/p><\/blockquote>\n<p>One of the myths of selling that persists is the belief that the prospect must be your friend to purchase from a salesperson.  Yes, there must be some rapport-building (dependent upon the sales cycle), but friendship is not a prerequisite to closing.<\/p>\n<p>The reason this myth is so damaging is that salespeople cannot separate their emotions from their role.  Sales is a position racked with rejection.  A baseball player with a .300 career batting average can go to the Hall of Fame, but they still created an out 7 out of 10 times.  Sales is similar to this analogy in that even successful salespeople face more rejection than success.  If the salesperson ties their own self-worth to the suspect&#8217;s reaction to their approach, they will burn out quickly.<\/p>\n<p>As an aside, this principle is the primary reason why so few people are successful at selling.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>ManageSmarter.com offers a well-timed article titled Top Ten Ways to Kill a Deal. I say this is timely in that we have been dealing with multiple employment offers over the past week. These discussions are similar to salespeople closing a deal and, in fact, we like to observe the salesperson&#8217;s technique in handling these topics. The first point in the article is the most critical to success in negotiating: 1. Don&#8217;t show emotions Emotion\u20ac\u201dsuch as neediness, desperation, or excitement\u20ac\u201dare immediate turn-offs. Keep your body language and style of speaking emotionally neutral. Prepare your state of mind ahead of time. Repeat the mantra, &#8220;I don&#8217;t need this, I don&#8217;t need this,&#8221;&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2007\/06\/dealing-with-dealbreakers\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[9],"tags":[],"class_list":["post-1028","post","type-post","status-publish","format-standard","hentry","category-sales-techniques"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-gA","jetpack-related-posts":[{"id":636,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/02\/how-to-recover-from-a-big-mistake\/","url_meta":{"origin":1028,"position":0},"title":"How To Recover From A Big Mistake","author":"Derrick Moe","date":"February 6, 2007","format":false,"excerpt":"Yahoo Hot Jobs offers Bounce Back After A Big Mistake. The article provides 6 steps for recovering from a significant error. This topic is of great importance in hiring strong salespeople. Sales requires people who have a unique ability to handle rejection and move on without flinching. Similarly, strong salespeople\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1412,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/02\/7-signs-you-are-a-bad-boss\/","url_meta":{"origin":1028,"position":1},"title":"7 Signs You Are A Bad Boss","author":"Derrick Moe","date":"February 8, 2008","format":false,"excerpt":"I thought the article was going to be anecdotal and humorous, but it is actually quite insightful. Inc.com offers this article - The Office: The Bad and the Ugly - which is well reasoned. Here are the 7: 1. The staff has developed guidelines for dealing with you and quietly\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":746,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/03\/qualifying-or-responding\/","url_meta":{"origin":1028,"position":2},"title":"Qualifying or Responding","author":"Derrick Moe","date":"March 12, 2007","format":false,"excerpt":"Managesmarter.com offers a short article regarding Best Sales Practices of 2007 that contains a stellar piece of sales advice: \"The dictum of 'No RFP shall go unanswered' is not a good idea,\" says Sam Reese, CEO of sales training firm Miller Heiman. Because of the time, energy and money involved\u2026","rel":"","context":"In &quot;Sales Techniques&quot;","block_context":{"text":"Sales Techniques","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-techniques\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1474,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/03\/benefits-of-a-recession\/","url_meta":{"origin":1028,"position":3},"title":"Benefits Of A Recession","author":"Derrick Moe","date":"March 18, 2008","format":false,"excerpt":"BusinessWeek.com offers up a provocative article about the slowing economy - The Upside of Recession.\u00a0\u00a0 Interesting opening: Pop quiz, hot shot: What do MTV, Trader Joe's, and the iPod have in common? Yes, of course, they're all now ubiquitous and make our lives much more agreeable. But to us, the\u2026","rel":"","context":"In &quot;Marketing&quot;","block_context":{"text":"Marketing","link":"http:\/\/selectmetrix.com\/blogs\/category\/marketing\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1615,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/06\/creative-employer-gas-programs\/","url_meta":{"origin":1028,"position":4},"title":"Creative Employer Gas Programs","author":"Derrick Moe","date":"June 13, 2008","format":false,"excerpt":"This article from abcnews.com discusses different corporate plans to help employees deal with the rapidly increasing gas price.\u00a0 Of all the creative approaches I have read of late, I think this one takes the cake (my bold): The career search Web site Jobing.com's program really helps employees' wallets. Those who\u2026","rel":"","context":"In &quot;Compensation&quot;","block_context":{"text":"Compensation","link":"http:\/\/selectmetrix.com\/blogs\/category\/compensation\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":643,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/02\/dealing-with-the-insufferably-arrogant\/","url_meta":{"origin":1028,"position":5},"title":"Dealing With The Insufferably Arrogant","author":"Derrick Moe","date":"February 7, 2007","format":false,"excerpt":"No, I'm not talking about Trump. Selling Power has an article titled How to Handle the Devil without Getting Burned. We've blogged often about the most insufferable salesperson we have encountered in our years of working with sales departments. Now that I have read this quick article, I have found\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1028","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=1028"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1028\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=1028"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=1028"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=1028"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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