Hidden Needs Drive Sales Negotiations

All sales negotiations are driven by both public and private needs. If you can understand and deal with the other side’s hidden needs, then you’ll have more power during the negotiation.

It’s What Lies Below The Surface That Really Matters
When we enter into a sales negotiation, we like to kid ourselves that we know what the other side is looking to get out of the negotiation. At least on the surface, all sales negotiations look the same.

The easy-to-see desires of the other side generally come down to one of three things: money, goods, and / or services. This is what we can see and this is what we spend our time preparing to negotiate. However, that’s really only part of the story.

Knowledge Of Hidden Needs Boosts Your Power
I’m sure that you’re probably already agreeing with me that knowing the other side of the table’s hidden needs would be advantageous when you are getting ready to negotiate. However, did you know that this knowledge will increase your negotiating power?

Remember that power in a sales negotiation is a difficult thing to nail down. However, the more that you know about the other side and their hidden needs, then the more negotiating power you’ll have.

The Search For Hidden Needs
If we can all agree that identifying the other side’s hidden needs is a good thing, than all that is left for us to talk about is just exactly HOW you can go about doing that. The key is to have a good set of questions.

These are the questions that you need to ask yourself BEFORE you enter into a sales negotiation. Not every question will pertain to this specific negotiation and your list will evolve over time. Here’s a good set of questions for you to start asking yourself:

  • Do they want to make their lives easier?
  • Do they want to appear to be competent?
  • Do they want peace of mind?
  • Do they want to be listened to?
  • Do they want freedom of choice?
  • Do they want to keep their job?
  • Do they want recognition?
  • Do they want to be liked?

Final Thoughts
As you enter into a sales negotiation, you need to realize that the other side of the table probably has more hidden needs than they have publicly known needs. What this means for you is that the other side of the table won’t say “yes” to your requests until after at least some of their hidden wants have been fulfilled.

In the end, all negotiating is about making sure that you have enough power to be successful. One of the most important keys is to realize that we need to also address the other side of the table’s hidden needs in order reach an agreement that both sides can live with.

If you can learn to spot these hidden needs before you enter into your next negotiation, then you will be able to close better deals and close them quicker.

The Five Minute Business Presentation Ideas

Most of us feel that making a five minute Powerpoint presentation is like putting an elephant into a small refrigerator. It is just a metaphoric example to express how difficult to cut-sized your product launching report as your product has several important features. It is extremely a challenge to make your audiences listen to your product promotion within given short period of time.

Why it has to be done within five minutes?

No other reasons. If your product is good, it can only take few minutes to mention. It is like TV and radio advertisements – the delivery of the main messages counts, not the total amount of the presentation slides.

How to make a slide that can promote your product fast and simple?

For instance, let’s say we want to promote various of associated computer mouse products.

In the beginning, you need to have high resolution pictures of the computer mouse products. Avoid using low resolution pictures as your audiences will not able to see your products clearly even though it is within viewing distance.

Creatively align these pictures on your slides. You do not have to enlarge these pictures on one slide. It is possible for you to include several pictures on your slides. For better view, include three to four pictures on your slide. After adding pictures into your slide, start using simple effects on these pictures. In this case, choose “Grow/Shrink” for “Emphasis” custom animation. This particular animation will enlarge each of the picture within customizable sizes. In this example, once you click on the slide, the picture will enlarge by 400%. Once the picture is enlarged, you can take this opportunity to elaborate your product during the actual presentation.

Since you have added all pictures with custom animations, you need to make it disappear after you need to proceed with the other picture. Basically you need to create “Now-You-See-It-Now-You-Don’t” picture appearance for your audiences. Take note that no text-contents are included in this slide. Within the custom animation task panel, earlier you will see the “Grow/Shrink” effect that you have added earlier. Add “Exit” effects on the selected pictures and choose “Box” exiting effect.

Finally, manually arrange the sequences of selected effects earlier (“Grow/Shrink” and “Box”) in order to create an “Now-You-See-It-Now-You-Don’t” picture appearance. Now, you are ready to fascinate your audiences with your new product launching.

Choosing the Right Lean Manufacturing Presentation for Your Company

Lean manufacturing principles use continuously developing practices, implemented through tried and tested techniques to help your company gain more productivity, customer satisfaction and employee fulfillment. It’s a complete path to overall improvement, with the basic goal of reducing wastes or deficiencies and adding value.

While it is very effective, Lean manufacturing is not easy to implement. It takes cooperation, will, motivation, and more importantly, the desire to learn. The fundamentals of it are primarily taught through an extensive presentation. Many companies offer these presentations for varying prices. And while Lean is a well-known philosophy, there is no standard modular system for teaching it. This is what those companies attempt to do, and so, before you sign up for a presentation, you should always check for an overview of contents and pick the one that’s either most comprehensive, or the one that suits your company best.

Its principles can be learned easily with the right tools. These tools typically involve the Lean manufacturing presentation that includes other teaching tools, like Lean games and simulation.

The philosophy of Lean involves a lot of jargons – jargons that describe principles that either involve or preclude one another. Thus, a good Lean manufacturing presentation should contain extensive discussions of these principles in the right order of association for the trainees to properly grasp and comprehend.

A good Lean manufacturing presentation should also be able to help you visualize your transition from your old practices to the new Lean practices. It should effectively illustrate how you can eliminate your company’s inefficiencies and wastes, by seeing the differences between your old practices and Lean. The presentation should also help you with describing techniques and clear examples of appropriate practices for certain events.

Most importantly, like a real instructor or sensei, your Lean manufacturing presentation should be able to teach you how to identify obstacles and help you learn how to come up with effective ways to overcome them. Overcoming obstacles is the best skill that your presentation should be able to give. This is the key to sustaining Lean principles and practices in managing your manufacturing business.