Jim Camp Interview

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How To Start Winning Your Client Getting Negotiations Before You Step Through The Door

 

World-Class Training Session With Legendary Negotiation Expert Jim Camp On How His “Start With No” Negotiation System Can Transform your client getting practice

   A new HMA consultant lands an appointment with a large company. He’s thrilled at first and can’t wait to get in there. Then, his mind starts racing, “Wait a sec, I’ve never landed a large company before. They’re going to think my fees are way too high for my experience. I’d better lower my prices and…” 

Most of us have trained ourselves to compromise a negotiation before we’ve even left our house. The cycle of assumptions – compromise – assumptions – compromise is human.

The good news is – the first step to changing human behavior is recognizing it. And in this two-part audio with Negotiating Expert Jim Camp, be prepared to throw everything you know about negotiations out the window and retrain yourself on what works because it’s probably your own “win-win” thoughts that are holding you back the most.

And Jim’s unconventional methods have set a new standard when it comes to negotiations. He’s coached deals worth billions all around the world – helping businesses, governments and leaders. And in this audio, you’ll hear what he can do for your HMA practice (and your life).

Part One: Why Creating Vision Is So Important And How To Do It

Visions drive negotiations. In fact, Jim says the only time you’re ever safe in a negotiation is when you’re in the other person’s world – in the middle of their ideas and visions. And you can place yourself there by using statements and questions that not only create the kind of vision you need but also allow the other person to discover how working with you is a part of it all. And in Part One, you’ll hear exactly how to do that.

You’ll Also Hear…

·      A little known fact: Give someone the right to say “no” and you’ll get more “yeses” every time – here’s how

·      The very first thing you should do when you negotiate with prospects during cold calls, exactly how to negotiate your way in to see decision makers, and word-for-word scripts you can take straight to your phone

·      The only way to phrase questions and statements so they create vision – and specific examples from Jim on the kind of visions you’ll want to create

·      How to control a conversation so you never have to worry about things going off-track – but the one phrase you can say that will bring it all back if it ever does

·      All about the “Colombo Effect” in negotiation, why it works so well, and how to work it

·      The one little sentence that blows the deal every time – and what to say instead

·      Why it’s so important to dump the needy “must-close-this-deal” mindset – and the only mindset you should try to come into negotiations with

·      Exactly what Jim means when he says negotiations should “start with no,” and how to start winning your next big one before you leave the house

Part Two: Stop Turning An Opportunity Analysis Into A Presentation

Jim never makes PowerPoint presentations, or any kind of presentation for that matter. He says even though they’re supposed to create vision, because presentations are full of facts and promotional material, they usually only create objections. To avoid sounding like an attorney presenting facts, it’s better if you deal with information in a questioning way so you allow the other side to discover on their own that they want to work with you. And in Part Two, you’ll hear how that’s done.

You’ll Also Hear…

·      Why Jim never uses the words “power,” “leverage,” or “advantage” when describing negotiations – and the kinds of words he does use in order to create the right mindset 

·      How to deal with price objections – and how to set a value agenda for a negotiation so the other person discovers your worth… and doesn’t care about price

·      Concrete examples of how the vision you have of yourself can hold you back in a negotiation before you’ve even said a word

·      Why it’s absolutely critical to make sure the other person “has a full budget” before you go into a negotiation, what that means, and how to do it

·      The 3 negotiations Jim has taken part of that he’s most proud of

·      How Jim’s system helps you “fail safely” before a real negotiation (so your training just kicks into “autopilot” when the negotiations really count)

If you’re tired of not getting to that next level in life, it could be because you’ve trained yourself to compromise your own success. Negotiations are more than just a part of business – they’re a part of everyday life. Give up the give-and-take compromise (that actually begins in your head long before any real negotiation happens) and learn the power of “no.” And in this audio, you’ll hear how to do that from world-renowned negotiation training expert, Jim Camp.

Free HMA Marketing Consulting Training

  transcripts download mp3 part one
  Download Emerson's Essay On Compensation download mp3 part two
 

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