Posts tagged as:

manipulation

Don’t pay Nobby with Nuts!

September 25, 2009

I recently spoke with a supplier with whom I was looking to do some outsourcing with.
He gave me a price of £20 per widget.
I told him this wasn’t good enough.
“But Richard, he said, “I’m bleeding myself dry at that price as it is, I really can’t go any lower!”.
“I know” I replied, “that’s why I [...]

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How to become a Human Lie Detector – Lesson 1

June 15, 2009

The Eyes have it!
The ability to read people is key, not only in sales negotiation but also in everyday life as well.  This post will give you a key skill in this ability!
So how can someone’s body language let you know if they’re lying or not?  It’s a huge topic but let’s start with the [...]

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The First Rule of Negotiation

June 10, 2009

This is my first post for you regarding the subject of negotiation, and we’re going to start with rule #1.
Rule #1 – never accept an opening offer, without challenging it first.
There is no exception to this rule – even when you have an opening offer that is acceptable to you.
Lets look at the following scenario:
John [...]

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Want to win business? Take a tip from a waiter…

June 8, 2009

How can one waiter earn almost double the amount of tips than a colleague?
Taking out of the equation that they’re equally as pleasant a very successful technique some waiters use is called ‘mirroring’.
Mirroring is a huge subject; one that I can cover in many posts but the waiter technique I’m about to share with you [...]

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Polar Bears – They can reduce your running costs!

May 6, 2009

Further to the last post, Marketing, Urinals and Manipulation here’s another example of the ‘Side Door” tactic.
A hotel on the English Riviera wanted to cut it’s laundry costs and tried to get their guests to re-use their towels when possible.  To do this they placed a card on top of the towel bails offering a [...]

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Marketing, Urinals and Manipulation!

May 5, 2009

Sometimes, using the “Side Door” rather than the “Front Door” is the best way in.
This especially applies when you’re getting your customers to behave in a way that you want.  It’s not groundbreaking stuff to learn 99% of your customers don’t care about you, or any problems you may be having, etc.
FACT -  Customers are [...]

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