On 10/16/02 14:08.02, Eric Johnson said...
Custom installers
have always had to deal with potent negotiators,
many of our customers earned the money to afford
a custom installation by negotiating far bigger
deals than a home theater!
To my fellows in the business, take heart. Good
negotiating skills can be learned! The important
thing to remember is that negotiating price doesn't
have to be unpleasant. Remember, just like Mike
P has said, all potential customers are looking
for "service" and value. You need to learn to
pleasantly communicate your value.
Here's two books I recommend:
Getting to Yes: Negotiating Agreement Without
Giving In
by Roger Fisher, William Ury, Bruce Patton
Getting Past No: Negotiating Your Way from Confrontation
to Cooperation
by William Ury
If there is enough demand, I will propose a class
on this to CEDIA. Let me know what you think!
Best Regards,
-Eric
Eric Johnson
www.hometheaterpro.comPhone 1-800-247-7001
Consider them read!!
The fact that out clients are far better negotiators than us is so true. I have negotiated price on nearly every large job I've done. I always think "dam he's good" and try and learn a little from each of my clients skills.
As for good books, one that lays a good foundation is "How to Win Friends and Influence People" by Dale Carnagie. Great book, It's been years since I've read it and I still today apply the highlights I remember.
The bottom line here is if we can't negotiate, all of our knowledge, skill, service is useless.
I think a course by a Motivational speaker like Ron Ball or even Mr. Zig Ziglar (if he's still with us)could prove to be invaluable to our businesses and industry.
Just my 2 cents.
CMack
