Words of Wisdom — Exactly What to Say in Sales or Negotiations

• For every day you read a book, millions of others didn’t.
• For every morning you woke up early to create and produce, millions of others slept in.
• For every day you kept going, millions of others quit.
• “I go back to something that [former Time Warner CEO] Dick Parsons said to me when I was a much younger executive. We had been sitting at a table together negotiating something, and he came to me afterwards and said, “One thing to remember as you go through life is that it is always wise to leave something on the table — that a victory for one side or the other is a prescription for failure. So be careful. Just because you can get someone to agree to very tough terms doesn’t mean it’s going to be in your long-term interest to do that.”
• There are two types of people: one that makes a decision now and another that waits. Steer people toward the type that helps your goal. People always want to know what type of person they are
• I bet you are a bit like me: you establish connection. We both enjoy working on something that will pay dividends later and make eye contact
• If…then: conditional statements hold weight like during childhood and have consequences
• Don’t worry: with people who are nervous. Said confidently and useful in high stress.
• What most people would do is or in your circumstance most people would: people follow others and find safety in numbers
• The good news is or that’s great! positive labeling, prefacing, or shifting. Just focus on the positives of the deal
• What happens next is… effortless instructions and move forward with your directives
• What makes you say that? Shift in control and prevents pre judgments and understanding their point of view to help them with their decision
• Before you make your mind up…Move them to a maybe from a position of no
• If I can… will you…?
• Is this enough for you…? Between two options and one option had one more extra unit
• just one more thing (simple, small order or ask, one more question, … up sell in crime shows
• Would you do me a small favor? mutual benefit and could be a conditional yes. Ask for Referrals when the customer says they are happy (“thank you”). Don’t know when to ask or how to ask when they are happy
• You wouldn’t happen to know
• Just out of curiosity…
• It works great! Simple,positive,and not confusing.