Before pitching check:
Client insight- understand what’s important to the client
Be sure that your value proposition matches clients needs.
Demonstrate flexibility
Sticky Ideas for success
Simplicity – finding the core of the idea
Concreteness- making sure that the idea is being grabbed and being remembered later
Credibility- giving an idea believability
Emotion- helping people see the importance of an idea
Stories- empowering people to use an idea through narrative
Unexpectedness- grabbing people attention by surprising them
Create value in a negotiation
Generate options and packages that “increase the pie”.
Suspend criticism
Invent options without committing
Build relationships
Best alternative to a negotiated settlement
Set value threshold
Know your interest
Know the other party’s interest
Know who you are negotiating with
Know your options
Know your best alternative
Client insight- understand what’s important to the client
Be sure that your value proposition matches clients needs.
Demonstrate flexibility
Sticky Ideas for success
Simplicity – finding the core of the idea
Concreteness- making sure that the idea is being grabbed and being remembered later
Credibility- giving an idea believability
Emotion- helping people see the importance of an idea
Stories- empowering people to use an idea through narrative
Unexpectedness- grabbing people attention by surprising them
Create value in a negotiation
Generate options and packages that “increase the pie”.
Suspend criticism
Invent options without committing
Build relationships
Best alternative to a negotiated settlement
Set value threshold
Know your interest
Know the other party’s interest
Know who you are negotiating with
Know your options
Know your best alternative
No comments:
Post a Comment