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In past negotiation lessons, I’ve highlighted strategies and tactics that you can use when negotiating. I’ve discussed the value of being able to read and interpret body language (nonverbal signals). I’ve elaborated on the virtues of being mindfully astute when it comes to deciphering nuances that occur when negotiating. The one thing I haven’t touched on in any great length, in any lessons, is the value ‘hope’ plays when negotiating.

I don’t wish to sound whimsical nor capricious, but there’s something to be said about faith, belief, and ‘hope’, when you negotiate. Of course, you still have to prepare for any negotiation by doing your due diligence when it comes to gathering background information on the other negotiator, creating a plan for the negotiation (your road map), and determining what you’ll do if the negotiation doesn’t go the way you want. Nevertheless, you can add an additional dimension to the negotiation by having faith in your abilities and giving consideration to the role ‘hope’ will play.

Let me state, I’m not a huge fan of the law of attraction, but there are ‘things’ that occur in the universe that none of us are truly aware. That being the case, might ‘hope’ really be a viable resource that you can use to enhance a negotiation? There will be setbacks and heartbreaks when you negotiate. Things won’t always go the way you planned, but if you can keep yourself from feeling beaten, downtrodden, and discouraged, you’ll keep ‘hope’ alive.

Have you ever thought that something you wanted very badly would never come to pass? Then, when it didn’t, your first thought was, I knew it wouldn’t happen. Think for a moment. In the instant you thought about a negative experience, it occurred. Maybe part of its occurrence came to fruition,partly due to the thought process you manifested. I’m not suggesting you can will something into existence nor will it away, but if you think you can, or you think you can’t, you’re right! The direction in which you think, will be the direction in which you’ll move.

When you negotiate, instead of being pessimistic, try to be optimistic. Allow ‘hope’ to replace doubt. Allow ‘hope’ to replace fear. Let not your imagination be your downfall, due to your lack of belief, faith, or conviction that you have about your negotiation position and the outcome you seek.

The next time you’re in a tough negotiation situation and you’re not sure if you’ll be able to acquire the outcome for which you search, close your eyes, while at the negotiation table, and quietly start thinking or chanting out loud, ‘I have ‘hope!’ By doing so, you will enhance the chance that the negotiation will turn out to be more positive for all involved. This may not work, but if your chant is heard by the other negotiator, believe me, it will get his attention. Upon seeing and hearing you, he may give consideration to helping you achieve what you need and want from the negotiation.

Even if using ‘hope’ in your negotiation doesn’t bear fruit, it won’t leave you bare. You will have discovered another tool that will cause pause in a negotiation. During that pause, the negotiation can be reshaped, revamped, and redirected. Done right, with the proper timing, you’ll throw the other negotiator off his game. At that time you’ll have a momentary advantage. Use ‘hope’ wisely and you just might shift the power of the negotiation to your advantage; after all, who knows? With ‘hope’ the unimaginable may become reality … and everything will be right with the world.

The Negotiation Lessons are …

· When you’re handed a plate that’s broken into a million pieces and all you have is a single rubber band to put it back together, what else can you do except ‘hope’. When negotiating, don’t discount the value of ‘hope’.

· While negotiating, pay close attention to the dynamics that are occurring. If the other negotiator is faith based, or one that can be easily mollified, you can use flowery language such as, ‘I ‘hope’ we can achieve the outcome we’re seeking.’ This type of negotiator will be more impressed by such language and easier to assuage.

· It’s been said that “Chance favors the prepared mind.” When your negotiation plans fail to bring forth the outcome you seek, or it’s not going in the direction in which you’d like, use ‘hope’ and always try to keep ‘hope’ alive.

When you think about it, life is a series of negotiations. The American Heritage Dictionary defines negotiate as conferring with another or others in order to come to terms or reach an agreement. You negotiate with others far more often than you may realize–negotiations that include interactions with family and friends, getting the best deal on a consumer purchase, and a wide variety of business activities.

Though effective negotiating does come more easily to some than others, it’s a skill that anyone can learn and everyone should. Though the consumer culture in the United States doesn’t leave much room for negotiation–you’re not, for example, likely to be able to dicker over price in a major department store–there are still plenty of opportunities for negotiating. The clerk at Bloomingdale’s might not have the authority to give you a discount, but the owner of a small store certainly could. And if you’re in business, you’ll find yourself negotiating on a wide range of issues on a daily basis, from prices and terms with vendors to salary and benefit packages with employees.

Fundamentals of negotiating

There are three fundamental components of negotiating: listening, obtaining information, and overcoming objections, and they occur simultaneously. To be a good negotiator, you don’t need to be pushy or overbearing, you don’t need to be the loudest or most forceful speaker, and most importantly, you don’t need to be offensive. Successful negotiations come from understanding these three components and using them in a way that results in a win-win transaction.

Good listeners place as much or more emphasis on what others are saying than on what they themselves are saying or planning to say. You can develop your own listening skills by changing your attitude from one that is self-centered to one that focuses on the other person. When you are truly focused on what the person you are negotiating with has to say, the information gathering process is enhanced. And that brings us to the second component of negotiating: obtaining information.

In order to propose an acceptable agreement, you need to understand what both parties need. You already know, of course, what will work for you; asking good questions and then listening carefully to the answers is a very direct and quite effective way to find out what will work for the other person.

Finally, as you negotiate, you will have to overcome objections. Many people fear objections, but a good negotiator welcomes them. Why? Because what is often perceived as an obstacle is really just a request for more information. When people seek more information, it usually means they are looking for reasons or ways to make the deal work.

Objections typically come in the form of questions but may be statements. If possible, find out what’s behind the objection before you respond to it. You may discover that it’s not really an objection at all.

Good negotiators are not adversarial or challenging. They listen, gather data, and address concerns, then offer a proposal that will work for all parties. Develop and refine your negotiating skills and you’ll find that every aspect of your life will become much smoother and more rewarding.

Yes, minutes-not hours. Not days. Not all weekend. Not anymore. If you’re ready to connect with customers and prospects and share your solutions-here is the quick and easy way to design highly persuasive sales presentations.

Sales presenting is a critical part of professional business. If you’re good at it…you’re prepared. You’re also well ahead of the curve of folks who are suffering under these false assumptions:

A. I’m more creative ad-hoc

This is a scary belief. If you are telling yourself this fiction, watch out. If you hear it from a co-worker or teammate, challenge it.

Creativity is best when you’ve got a solid story structure and have rehearsed like wild.

B. I’m best when I wing it

Variation on a theme. Do not fall for this illusion. Winging it is a joke. Even if you’re a pro. Even if you’ve done it before. Even if you have a very attractive alternative for how to spend your time before your pitch.

Don’t fall for this kind of thinking. It can be a cover-up story you’re telling to yourself to avoid hard work.

C. I already pitched to this group before

Things change. People change. You’ve changed. If you’re going to be at the top of your game, approach your presentation with fresh eyes and new enthusiasm.

Relying on a dusted off presentation is a really bad idea.

O.K. Now that we got those out of the way, what are you going to do to create powerful sales presentation-fast?

Follow these 6 steps and you’ll be off to a great start.

1. Start With Targeting The Client’s Problems

Based in your research and understanding, identify the top problems your client faces. Start here. Show that you understand, know and are listening to your client’s true needs.

2. Prioritize Options

In traditional newspapers, articles were written with the most important facts and news first. Then, if the editor needed to cut the story, they would cut off the bottom-which contained less important information.

Approach your presentation planning the same way. Organize key concepts by importance. Then, if you need or want, you can skip the less important points based on time and client interest.

3. Highlight Benefits

Building your presentation on your client’s top priorities, structure your story. Using a presentation storyboard is the fastest and easiest way to plot your strategy, organize the time and highlight important benefits.

While your company may offer several types of services such as consulting, training and sales presenting-focus on the specific benefits that address your client’s issues.

Many sales presenters neglect to consider this point. They may find certain benefits more intriguing or important. But what you prefer is not crucial. Focus benefits to connect-the-dots with the problems your client wants to solve.

4. Engage and Interact

Old-school selling often encouraged sellers to: “tell, tell, tell.” Instead, organize your presentation to include times for the audience to interact. Plan your sales presentation with ample time for discussion, Q & A, and client interaction.

Hint: do this early on. The sooner you hear what is important to your client, the better. You’ll be able to adapt and flex your message to match the mood.

5. Personalize With Relevant Examples

Be the person everyone wants to listen to. Share your personal experience through short, powerful and relevant examples. This is where practice and rehearsal really pay off.

Work through your potential examples with your presentation coach. Practice sharing anecdotes. Speak briefly. Share your story with passion.

6. Finish With Clear Compelling Message

It’s often said that people remember the beginning and end of a sales presentation-more than anything else. End on a bang, people will recall you, your brand and your offer.

If you must make a decision to cut a section in order to end with impact, slice away. Take a surgical approach to send the strongest message in the shorter amount of time.

Using these 6 tips, you will be able to create persuasive sales presentations in minutes-not days.