Are You Really Negotiating?

first_img Essential Reading! Get my 3rd book: Eat Their Lunch “The first ever playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition.” Buy Now Countless.That’s exactly how many times I have been told by sales managers, sales leaders, and entrepreneurs that their salespeople need negotiating training And who couldn’t benefit from more training in negotiation (especially in this Disruptive Age, when prospects want to commoditize you and your offering)?But the negotiation problem isn’t that they could use more training. It’s that they need to start negotiating.It’s All About PiesThere are two parts to negotiating:  increasing the size of the pie and claiming part of it.Negotiation starts with increasing the size of the pie. When someone asks you to sharpen your pencil and you run and ask your sales manager to allow you to discount the price, you aren’t increasing the size of he pie. Instead, you’ve moved on to the claiming phase. More accurately, you’ve let the client determine that you are in the claiming phase.To negotiate, you have to work on making the pie as big as possible. I see salespeople play small, afraid to create the maximum value for their prospective clients because they fear that it will increase the risk and the time it takes to win (and sales leadership should be indicted here for allowing a short term focus to outweigh long term goals and value creation).This is the first stage. What can you do to make the pie bigger for both of you?Slicing the PieThe second phase of negotiating is dividing up the pie. Doling out the price concessions isn’t the right approach when it comes to claiming value.Negotiating means ensuring that you negotiate the profit margins your business needs to execute on the what you’ve sold. It means that you find an agreement that allows you to capture value in proportion to what you create. It means you help your client makes the right investment. This isn’t easy. It never has been.You need to push back and reiterate the value you create. You also need to help your buyer justify your pricing internally.If you’re going to improve your negotiating, you have to start by actually negotiating.QuestionsHow much do you work on increasing the size and value of the pie?How much do you work on confirming that the value you create is the value your client really needs from you?When you negotiate, do you claim a portion of the value you create, or do you really just negotiate the discount?What do you do to reiterate the value that you create?How do yo help your clients justify the investment you are asking them to make?last_img read more

Pakistan armyman held for terror links with Hizbul Tehrir

first_imgPakistan Army is under the scanner for alleged terror links once again. Brigadier Ali Khan, a serving Pakistan army officer, has been arrested by army officials for suspected links with a banned terror group. Reports say authorities detained Brigadier Khan for ties with defunct terror group Hizbul Tehrir. The report of the brigadier’s detention was confirmed by the Inter-Services Public Relations (ISPR), Pakistani media has reported. The senior army officer Brigadier Ali Khan was posted at the GHQ.For more news on India, click here.For more news on Business, click here.For more news on Movies, click here.For more news on Sports, click here.last_img read more

Hundreds of expensive CWG gizmos go missing

first_imgEight months after the Commonwealth Games, skeletons continue to tumble out of the taint-ridden Organising Committee’s closet.The stock-taking of the assets purchased for the October 2010 Games has thrown up an endless list of expensive gizmos that were purchased but are now untraceable.The OC officials are finding it difficult to fix the exact worth of these gizmos as the files pertaining to their purchase are also missing.As many as 125 laptops, 45 television sets, including 33 LCDs, 25 desktops and over 40 DVD players are found to be missing. The list of missing gadgets is endless. “About 580 mobile phones issued during the Games can’t be traced, as is the case with 15 missing printers, two scanners, 10 microwave ovens, 80 web cameras which were installed on desktops, 10 projectors and 110 phone sets used for internet facility at the venues. Someone has even taken away about 80 pedestal fans from our possession,” OC chief executive officer Jarnail Singh said.Even the plaques, which were to be gifted to the heads of the Commonwealth Federation, were not spared. As many as 180 plaques were designed at a cost of Rs 23 lakh.Today the OC can account for only 89 of them. As they were not gifted to any representative of the Commonwealth Federation, the OC officials were perplexed about the fate of the remaining 91 plaques. The OC officials realised that the plaques had been stolen only when one of their consultants was caught carting it away on a close circuit TV camera. The consultant was later confronted and the plaque retrieved.The disclosure made by the OC chief to Mail Today part of the report being prepared for the Union sports ministry which will present it to the Cabinet at the monsoon session of Parliament.advertisementThe missing inventory is apart from what the Prime Minister appointed V. K. Shunglu Committee has pointed out in its report about the irregularities in giving of CWG contracts and the corruption trail being probed by the Enforcement Directorate and the CBI. Senior officials claimed that the “missing inventory” does not include furniture, which would be more in numbers than what has been disclosed so far.”Unlike government offices, we never kept a record of our furniture, nor did we number it according to the year of purchase. It’s a poor asset management, which has been repeatedly pointed out by the audit teams of sports ministry since 2006. But we failed to correct ourselves,” a senior officer of the OC’s finance wing, said.The OC CEO Singh said, “We can’t even claim back our own furniture because we don’t have proper records of that, nor can we put its worth in rupees as we don’t know in which year it was bought.” The ministry’s audit team would be doing the final exercise very soon. But it would be a messy affair still as there would be many missing links as usual, Singh said.”We are preparing this official note where we are going to present the correct picture to the ministry and also admit that tracing the missing stocks is beyond our capacity,” a senior OC official said.There is something more baffling for the OC officials as they try to bring the shutters down at 1 Jai Singh Road, the OC headquarters.”A lot of our stocks is not matching the purchases in account books as we get ready for our last audit. Besides the list we have prepared for the ministry, there were a lot of items purchased between 2006 and 2008 in the run- up to the 2010 Games and the Commonwealth Youth Games in Pune. A lot of these items are missing in our current stocks and mostly got misplaced or stolen when OC headquarters shifted to its present address,” another senior OC official said.The OC’s poor asset management and lack of proper stock verification exercises in the five years leading to the Games is reflected in what OC officials have to face daily. Contractors and vendors make a beeline to the OC headquarters almost daily to claim payment of bills for the logistics support they provided during the Games.”The problem is that the official files do not have the bills while officials within the OC authenticate their claims. We do not even have those logistics to allow for the payment. At the same time the account books cannot be completed without settling these claims,” the official said.These are mostly small vendors who did the contract in the range of Rs 5 lakh to Rs 10 lakh and may are approaching the court to settle their claims, he added.advertisementNo one in the OC is able to resolve the mystery of missing gizmos, files and bills. Perhaps the jailed OC chairman Suresh Kalmadi and his henchmen would be able to do it.For more news on India, click here.For more news on Business, click here.For more news on Movies, click here.For more news on Sports, click here.last_img read more

Deakin to Host Twilight Touch Weekend

first_imgMatches will begin in the twilight hours and teams will compete for a share in the prize money. It is expected that eight teams will hotly contest each of the men’s, women’s and mixed divisions. Pool games will tap-off from 2pm on Saturday 22 August 2009 with the semi-finals and final held on Sunday 23 August 2009.  Lock in this weekend and get your team together. Places are limited so to avoid disappointment contact ACT Touch on 6212 2880 or visit our website (www.acttouch.com.au) to secure your spot for the Twilight Touch Weekend.last_img read more