Randoskie, look deeply into my eyes… deeply… deeply… you’re getting sleepy …sleepy …now you see a pot of gold at the end of a rainbow… you see a pot full of real estate deals… you want that pot of deals. You are now pulling out your credit card and buying my real estate course. See it. You pick it up and feel the energy. It’s lovely and profitable. And it’s only $997 plus tax and shipping!
Negotiations are very much like hypnosis. The issue is, if the prospect wants to be hypnotized, or not. I’m not talking about some weirdo thing, but just about giving the prospect what he wants. What is that?
Its a transformational experience/event… debt relief; pride of ownership; success; some problem solved by what we offer, or some combination. The better we match our solution to the problem, the more hypnotic we become…
Barney Zick’s a good source on this. In fact, he interviews a car dealer to discuss the ways to deal with the slick tactics they use on potential customers (and how to get the price we want).
The thing that separates us from the con men in ‘hypnotic’ negotiations, is not whether we’re using ninja hypnotic negotiations, or not, but our willingness and ability to remain truthful.
Of course being ‘honest’ doesn’t mean giving away our position, or undermining our negotiation tactics. It is about sticking with the script.
In my entire three and a half weeks as a negotiator, I’ve found that sellers routinely lie their faces off in negotiations. It’s up to us to trip them up, and use their lies against them to get what we want …and help the seller get what he needs. It’s win/winish.
That said, you know the ones that get taken to the cleaners the most often?
It’s the folks that demand something for nothing. They’re the same ones that buy lottery tickets; bet on horses; are at the casinos once a month, and what not.
Which brings me to my last point. Timing is everything. It’s amazing what negotiation geniuses we become when we sift our prospects down to the most motivated.
One way I’ve found to do this is to put a barrier up, that motivated sellers have to overcome just to talk with me. Of course, I’ve put the most specific, tailored bait out for them to bite on, but they’ve got to ‘do something’ in order to get in touch with me. I don’t reach out and do any touching, in the meantime.
This could be illustrated by that insurance ad where the guy is offering their client a discount on their insurance by dangling a dollar bill on the end of a fishing pole. Every time the customer reaches for it, the guy pulls up on the fishing pole, and they can’t quite grab the bill.
The difference is that we let the prospect catch our dollar, but it comes with US attached. Meantime, the unmotivated prospects won’t reach for the dollar. They just stare at it, and then kick themselves, because it’s not a $100 bill. Yeah, well we sift out the ‘something for nothing’ prospects that will waste our time.
Anyway, that’s my take on it.