May 2018

All posts from May 2018

5 Key non-Verbal tips for Negotiations

by Joseph McGuire on 18th May 2018 Comments Off on 5 Key non-Verbal tips for Negotiations

Throughout_the_Negotiations (Medium)

People may hear your words but they feel your body language”- John C Maxwell

You’ve done your due diligence on the business and prepared your position but you still have to meet and deal with the people. As we know these situations can be tense, and emotions have a way of creeping into our decision making. The ideal outcome is win-win but the reality is often different. So what can you do to influence positive progress? Here are 5 practical tips to help you tune in to and connect with your counterpart:

1) Walk calmly and slowly with an upright bearing into the room. This conveys a message of confidence and ease on your part, and the slower movement is non-threatening. It’s also a very good idea to observe how your counterpart moves and note if they move slowly, fast or with any degree of jerkiness. The latter will denote agitation or anxiety – unless of course there is a physical condition causing it – and may require an extra effort on your part to calm the atmosphere.

2) Shake hands. Research from Harvard Business School and the Booth School of Business (University of Chicago) shows that parties who shake hands at the outset experienced greater openness around issues of contention, leading to more satisfactory outcomes for both sides. (Note: the handshake should be neither the ‘Wet Fish’ nor the ‘Bonecrusher” – see my previous article on handshakes: https://www.linkedin.com/pulse/introductions-your-handshake-speaks-volumes-joseph-mcguire/)

3) Make eye contact. It’s striking how often people focus on reading from prepared statements or turn their eyes away. It is equally advisable not to stare in an attempt to psyche out your counterpart a la boxers at a weigh-in. Calm relaxed and regular eye contact, ideally for a maximum of 30 seconds at a time conveys that you are present and engaged with the process.

4) Your smile should be the full Duchenne smile where your eyes crinkle, rather than just your mouth being involved. A full smile also conveys relaxed confidence and openness to engaging. It will also help ensure you remain relaxed as it transmits through your own physiology.

5) This may not always be possible depending on the setting, but if possible I’d recommend keeping your counterparts feet in view. Any sudden change of position, especially if the feet turn towards each other reveals the point being discussed is a ‘hot button’ for them. I’d advise noting it, letting it pass, and allowing the conversation move on to more neutral territory. When they have returned to their baseline state i.e. normal body language/posture raise the topic again. If their feet make the same or similar movement stick with the topic until you’re satisfied with the answer.

In the real world you may not always achieve the result you desire. You may have to settle for your BATNA – best alternative to a negotiated agreement – but at least if you’ve adopted the above tips you’ll be in a much more relaxed state regardless of the outcome.

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Joseph McGuire is the owner of Clearsight Communications who provide personal evaluation services and training in the areas of senior level recruitment/promotion, negotiations, sales communications and HR. Individual consultation sessions are available both in person and via Skype. He is also in demand for group presentations, private functions and conferences.

For further information email: info@clearsightcommunications.com

Or call: + 353-(0)87-246 1853

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Joseph McGuire5 Key non-Verbal tips for Negotiations

How Is Your Sales Team Performing?

by Joseph McGuire on 4th May 2018 Comments Off on How Is Your Sales Team Performing?

Sales handshake

Make a customer, not a sale.” – Katherine Barchetti

You have targets and quotas. You have current and potential customers, but sales figures are not meeting your expectations. Some of your team are doing superbly but others are under-performing. You like them as people and you know they have potential – and in today’s climate you can’t easily fire them!

The training they’ve had has brought limited results. One probable issue is that they’re using a ‘one-size-fits-all’ approach and treating each customer the same way. When we see things through the customer’s eyes we increase our chances of success. It’s not simply a question of price or want but rather of understanding their perspective and outlook. Give them the information they way they need to receive it and you open the door to success. You also sow the seeds for a successful long-term business relationship.

It’s not about having the right opportunities. It’s about handling the opportunities right.” –Mark Hunter

Learning to recognize small but significant differences in each person and respond accordingly brings a change in results. With new skills your salesperson achieves more and exudes greater confidence. You’re happier as profits rise and your customers get better service.

Key visual cues provide insights into the personality and behaviour style of each customer. These cues reveal how best to communicate with your customer – and potential customer – as an individual. Learning those details and how to use them well makes a big difference to your bottom line.

“Joseph’s unique skill clearly has an extensive range of applications for any person or business, a very powerful tool with immediate commercial benefits” – Stuart Sheehy (Financial Controller and Chartered Accountant)

When you’re ready to upskill your team in a way that makes a lasting difference call Clearsight Communications. We offer a range of training options to meet your needs and boost your sales.

Joseph McGuire is the owner of Clearsight Communications who provide personal evaluation services and training in the areas of senior level recruitment/promotion, negotiations, sales and HR. Individual consultation sessions are available both in person and via Skype. He is also in demand for group presentations, private functions and conferences. For further information email: info@clearsightcommunications.com

Or call: + 353-(0)87-246 1853

Feel free to share this post...Share on FacebookTweet about this on TwitterShare on LinkedInShare on Google+Email this to someone
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Joseph McGuireHow Is Your Sales Team Performing?