Objections and Negotiation
In seeking a "win-win" solution, we must first find these.
What are common interests?
Their main goal in a relationship is the relationship itself.
What is a relationship oriented personality?
We can demonstrate this by using a collaborative approach while working with customers, partners, and peers.
What is Enthusiasm?
Before deciding to hold a meeting, we should do this first.
What is Establishing Need?
We can try to eliminate these by following the mantra "When something is not said, it does not exist"
What are assumptions?
Relationships are often built with this gift
What is time?
Being proactive to support our customers effectively and efficiently is an example of this.
What is Ownership?
The key meeting outcomes are clearly stated here.
What is an Agenda?
Our positions and interests are formed from these.
What are needs?
The benefits that people are expecting to have by using our product or service.
What is value?
Demonstrating intellectual curiosity to search for new trends and approaches is one way we can practice this.
What is Craftsmanship?
Once established, these should be reviewed and confirmed at the start of each meeting.
What are Ground Rules?
Sometimes we must say "no" two or three times before questioning for need.
What is the "Broken Record Technique?"
When doing this, you will feel better about what you do and say.
What is being yourself?
Being solution oriented instead of problem oriented is an example of this.
What is Ownership?
With the help of the timekeeper, the person in this role needs to enforce the expectations set forth in the meeting agenda.
Who is the Facilitator?