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Archive for the ‘Negotiating’ Category

“It’s All About Bucks Kid, The Rest Is Conversation” . . .

By senoff.michael@gmail.com On May 8, 2014 No Comments

“It’s All About Bucks Kid, The Rest Is Conversation” . . .

This was a quote from Gordon Gekko played by Michael Douglas in the 1987 movie Wall Street.

Now that was a great movie!

Gordon also said to Bud Fox that “The most valuable commodity I know of is information.”

And when it comes to winning negotiations, I believe this holds true.

If you’re unhappy with your lot in life, maybe it’s time you learn how to negotiate for what you want.

Finally, gain the confidence you need from having a system of negotiation you can use 24/7.

Learn how in my interview with Jim Camp.

The title is called . . .

How To Start Winning Your HMA Negotiations Before You Step Through The Door   Here;s a World-Class Training Session With Legendary Negotiation Expert Jim Camp On How His “Start With No” Negotiation System Can Transform An HMA 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

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.

If you want the link to this two part training, reply back to this email within the next 24 hours and I’ll send you the link.

Have a great Huuuuuuuup Daaaaaaaayyyy!

About the Author

Michael Senoff

I’ve spent the last five years of my life creating fascinating streaming audio interviews with big name marketers and getting them to spill the beans on how they got rich and famous and I’m giving most of my life’s work away free.

These interviews below are designed to be superior to any lecture out there.

They’re more informative, natural, and the information is more dynamic and dense.

The sheer scope of marketing and business growth information below is mind blowing.

Start clicking and get ready to discover this amazing gold mine!His over-the-top online audio interview web site http://www.hardtofindseminars.com is listed in the top 1% of most visited web sites in the world.

Michael has also worked as a coach and adviser to other famous marketing consultants.



My Number Twosday’s Interview . . .

By senoff.michael@gmail.com On March 18, 2014 No Comments

I’ve shared this pearl with you before.

Why?

Because it’s my number two most favorite interview next to the Fruit Guy recording.

If you’ve listened to this one already, go a second round cuz you’ll still be able to milk this peach.

It’s none other than the infamous Jim Camp Interview.

And if you have every want MORE of anything . . .

This two part interview is your welcome friend.

All aboard . . .

This train is headed to the land of negotiation.

The title is called . . .

MORE!

Since 1987, over 100,000 people have used his negotiation training and management system in more than 500 multinational organizations in a diverse array of industries to complete thousands of business transactions totaling over $100 billion.

Camp and his negotiation training and management system have been featured on CNN, CNBC, numerous radio shows, and in The Wall Street Journal, Fortune, Harvard Business Review, Fast Company, Inc., Cosmopolitan, San Francisco Chronicle, The Columbus Dispatch, The Christian Science Monitor, and San Jose Mercury News.

Knight-Ridder Publications declared his negotiation book “must reading.” Camp has taught his negotiation methods in nine countries on three continents.

If you’ve ever lowered your price or lost a hot prospect, this negotiating training could change the way you close deals forever.

When you hear the word “negotiation,” you probably picture a feel-good, give-and-take, win-win agreement.

But that kind of thinking usually leads people to make compromises in their heads before they even reach the negotiating table, essentially screwing themselves out of a good deal before word-one has even been spoken.

But that doesn’t mean you have to take a hard-line in order to be a good negotiator.

In fact, it’s actually just the opposite.

And once you learn a system for effective negotiations, you won’t ever have to worry about what to say at any bargaining table again (whether business or just day-to-day life) because it will all come naturally.

And in this two part interview, you’ll hear how to master the art of negotiating from negotiating coach and author of the bestselling negotiation book Start With No, Jim Camp.

Contact me and I’ll shoot you the link.

About the Author

Michael Senoff

I’ve spent the last five years of my life creating fascinating streaming audio interviews with big name marketers and getting them to spill the beans on how they got rich and famous and I’m giving most of my life’s work away free.

These interviews below are designed to be superior to any lecture out there.

They’re more informative, natural, and the information is more dynamic and dense.

The sheer scope of marketing and business growth information below is mind blowing.

Start clicking and get ready to discover this amazing gold mine!His over-the-top online audio interview web site http://www.hardtofindseminars.com is listed in the top 1% of most visited web sites in the world.

Michael has also worked as a coach and adviser to other famous marketing consultants.



Tom’s Lesson . . .

By senoff.michael@gmail.com On October 11, 2012 No Comments

Fifteen years ago, I had a business mentor named Tom.

He lived in his print shop, was estranged from his 5 children and lost the full use of his hands.

He soon thereafter lost his life to complications due to cardiovascular disease.

Nevertheless, when I first moved out to San Diego he took me under his wing.

He helped finance my small business ventures.

I had no money back then.

We’d meet at the Denny’s at 2203 Via De La Valle in Del Mar California.

And Tom loved business.

And he’d love teaching me about business.

He would talk for hours.

And I would listen.

One of the things he would always say to me is this . . .

Emotion plus emotion equals problem.

He would do it over and over again.

Drill it in to my head.

I’d act like I knew what he was talking about.

And I must say, back then I did not have a clue the impact these five little words could have.

I forgot Tom’s lesson a month ago.

I had seen an offer for some furniture that was located up in a Vista California storage shed.

About 40 miles from me.

There was one piece in particular, a china hutch, that I instantly fell in love with.

Harry, who was 85, was clearing out his storage locker so in the event something happened to him, it would be less of a burden on his beloved wife.

I had to hire movers.

( yes, I used Craig’s list )

I had committed to buying the 5 pieces of furniture for $1000.

I had nowhere to put all this stuff.

My wife said she did not want it at the house.

And if it was outside, it would get ruined.

So, the only option I had was to shove it all in my small little office.

The moment I saw the items up close, I fell out of love with my deal.

But I was committed.

The movers were there with the truck.

Harry had come to meet me.

This was a pain in my ass.

I had to take my entire morning to dive up to North County.

It was hot as hell.

I had to deal with these movers, Rocco and Vincent.

And now, I’ve got all this furniture piled up in my office.

It’s a mess.

But it’s not ALL bad news.

I’m confident, within time, I’ll make some money on the hutch.

But in the end, it’s not going to worth the frustration, time and effort.

So be careful when you fall in love.

Think things through . .

Before you buy . .

Before you talk  . .

And before you agree.

My emotions got the best of me on this deal because I forgot Tom’s lesson.

And I don’t want the same thing to happen to you.

PS. I was able to sell one of the items, a Pearl grandfather clock.

A Chinese man named Wang Tang picked it up for $125.

He was so excited when I asked if I could take a photo of him by his new clock.

And if you want to see the photo, I’ll send it to you with a shot of all this stuff piled up on my office.

Just e-mail me and in the subject line type out in all caps . . .

WANG TANG PHOTO

And I’ll send it right over.

PPS. Tom also told me a trick when ordering ice cream at any restaurant on how to get two scoops but only pay for one.

I’ll send that to ya too.

It works every time.

Emotion plus emotion equals problem.

Learn it.

And

Live it.

About the Author

Michael Senoff

How to get two scoops of ice cream for the price of one.

Here is the  little ice cream trick Tom told me about .  He said when you’re ordering ice cream at a Denny’s or any restaurant what you do is you order one scoop of ice cream. Double check the price and then tell the waitress to please put that in a soup bowl. And what will happen is the waitress when she is scooping the ice cream. One scoop will look so small in comparison to the size of the soup bowl that the’ll give you another scoops to fill up the bowl. Try it. It works every time.

I’ve spent the last five years of my life creating fascinating streaming audio interviews with big name marketers and getting them to spill the beans on how they got rich and famous and I’m giving most of my life’s work away free.

These interviews below are designed to be superior to any lecture out there.

They’re more informative, natural, and the information is more dynamic and dense.

The sheer scope of marketing and business growth information below is mind blowing.

Start clicking and get ready to discover this amazing gold mine!

Michael Senoff is the CEO and publisher of http://www.hardtofindseminars.com and http://www.myfirsthmaclient.com

The world’s leading free digital consulting audio business library.

Michael is an experienced Internet marketer and talk show host and a popular professional interviewer.

Michael has taught 100% online around the country & around the world to more than 50,000 students.

His over-the-top online audio interview web site http://www.hardtofindseminars.com is listed in the top 1% of most visited web sites in the world.

Michael has also worked as a coach and adviser to other famous marketing consultants.

Michael is a husband and father of two young boys in Southern California.

He has a successful audio publishing business.

Michael is originally from Atlanta Georgia and is now based in San Diego, California.

Michael works with small to medium sized companies on four different continents.

He is the author of the book: “TALK YOURSELF RICH”: (86 of the most revealing, proprietary secrets on the subject of how to make more money with audio interviews and the soon to be released sequel:

AUDIO MARKETING SECRETS. How To Make Your Own Information Product Using Audio Interviews.

Michael may be contacted at Michael@michaelsenoff.com  or at (858) 274-7851

Michael Senoff
Founder and Executive Editor

www.hardtofindseminars.com

michael@michaelsenoff.com

858-274-7851 Office
858-274-2579 FAX
Michael Senoff
JS&M Sales & Marketing Inc.
4809 Claremont Drive
San Diego, CA 92117