The 12 Rules of Successful Copywriting, Selling, and Negotiating From an Unlikely Source
In "Negotiations", chapter 9 of his book "Statescraft And How to Restore America's Standing in the World", Dennis Ross - a Middle East envoy and chief peace negotiator for both the Bush and Clinton administrations, and now back on the job on the Obama team - talks about the twelve rules of negotiation.
I don't normally read much political non-fiction, so I understand if it isn't your thing.
After all, the politics in which you and I are interested is the politics of doing business, selling product, and making money...
And, the less politics, the better.
However, good ideas come from many sources.
And great ideas work across niche boundaries.
I heard Mr.
Ross speak a while back, found what he said intriguing and purchased his book.
When I reached Chapter 9 of"Statescraft", I really wanted to rename the book: "Salescraft And How to Put America's Businesses on the Road to Prosperity"; or maybe even better: "Salescraft And How to Restore Your Buyer's Confidence and Improve the Effectiveness of Salespeople".
In spite of the chapter title, "Negotiations", Mr.
Ross succinctly lists and provides examples and explanations of twelve rules to follow to manage a successful end to end sales process.
Rule #1:"Know what you want, know what you can live with.
" Rule #2:"Know everything there is to know about the decision maker(s) on the other side.
" Rule #3:"Build a relationship of trust with the key decision maker.
" Rule #4:"Keep in mind the other side's need for an explanation.
" Rule #5:"To gain the hardest concessions, prove you understand what is important to the other side.
" Rule #6:"Tough love is also required.
" Rule #7:"Employ the good cop - bad cop approach carefully.
" Rule #8:"Understand the value and limitations of deadlines.
" Rule #9:"Take only calculated risks.
" Rule #10:"Never lie, never bluff.
" Rule #11:"Don't paper over differences.
" Rule #12:"Summarize agreements at the end of every meeting.
" Politics and sales are difficult and noble professions when practiced by thoughtful and well-meaning people.
They are also close bedfellows; maybe today more than ever before in history.
Follow these rules from start to finish; from your first cold call to your final agreement; in your letters and in your meetings, and you could see a significant change in your results.
I don't normally read much political non-fiction, so I understand if it isn't your thing.
After all, the politics in which you and I are interested is the politics of doing business, selling product, and making money...
And, the less politics, the better.
However, good ideas come from many sources.
And great ideas work across niche boundaries.
I heard Mr.
Ross speak a while back, found what he said intriguing and purchased his book.
When I reached Chapter 9 of"Statescraft", I really wanted to rename the book: "Salescraft And How to Put America's Businesses on the Road to Prosperity"; or maybe even better: "Salescraft And How to Restore Your Buyer's Confidence and Improve the Effectiveness of Salespeople".
In spite of the chapter title, "Negotiations", Mr.
Ross succinctly lists and provides examples and explanations of twelve rules to follow to manage a successful end to end sales process.
Rule #1:"Know what you want, know what you can live with.
" Rule #2:"Know everything there is to know about the decision maker(s) on the other side.
" Rule #3:"Build a relationship of trust with the key decision maker.
" Rule #4:"Keep in mind the other side's need for an explanation.
" Rule #5:"To gain the hardest concessions, prove you understand what is important to the other side.
" Rule #6:"Tough love is also required.
" Rule #7:"Employ the good cop - bad cop approach carefully.
" Rule #8:"Understand the value and limitations of deadlines.
" Rule #9:"Take only calculated risks.
" Rule #10:"Never lie, never bluff.
" Rule #11:"Don't paper over differences.
" Rule #12:"Summarize agreements at the end of every meeting.
" Politics and sales are difficult and noble professions when practiced by thoughtful and well-meaning people.
They are also close bedfellows; maybe today more than ever before in history.
Follow these rules from start to finish; from your first cold call to your final agreement; in your letters and in your meetings, and you could see a significant change in your results.
Source...