The Other Side of NEGOTIATING and SALES

Let me be more unconventional to talk about sales and negotiations. Listen to a song The Other Side from The Greatest Showman musical! Except that it is a very good piece of music, it is an outstanding example how to breakthrough your opponent’s concerns and objections. Especially when they come from opposite beliefs and values. From PAIN to PLEASURE throughout W.H.A.T & Listening formula. “Now that’s a deal that seems worth taking…”

First of all, make sure that you know your audience. Ask them about their goals, what is important to them. If you know their needs and desires, you can narrow their focus into… pain, where they do not have something, which is important to them:

And I can cut you free

Out of the drudgery and walls you keep in (…)

Stay in the cage, or you’ll finally take the key”

And then you can push your future client into… digging in their own wound: always through the questions:

“Now IS THIS REALLY HOW you like to spend your days?

Whiskey and MISERY, and parties and plays”

And then your proposal, your service, your product will appear as a balsam for this wound:

“Just let me give you the FREEDOM to dream

And it’ll wake you up and CURE YOUR ACHING

Take your walls and start ’em breaking

Now that’s a deal that seems worth taking

But I guess I’LL LEAVE THAT UP TO YOU”

Listen to this song before your important meeting to remember these rules and… It is very a nice and energetic way to pick your state, is not it?

If you are even more interested in a topic, reserve your time 7 of June in London or 28 of June in Leeds. During these events you will have an opportunity to meet specialists from DM2Agency to talk about the most effective ways of sale and negotiating. Ralph Lightman, Senior Sales & Marketing Strategy Professional, will presence during experts panel session:

London, 7th of June: https://www.pblink.co.uk/event/business-mixer-ecommerce-june-2018/

Leeds, 28th of June: https://www.pblink.co.uk/event/business-mixer-leeds-june2018/

THE OTHER SIDE lyrics

P.T. Barnum:

Right here, right now
I put the offer out
I don’t want to chase you down
I know you see it
You run with me
And I can cut you free
Out of the drudgery and walls you keep in
So trade that typical for something colorful
And if it’s crazy, live a little crazy
You can play it sensible, a king of conventional
Or you can risk it all and see

Don’t you wanna get away from the same old part you gotta play
‘Cause I got what you need, so come with me and take the ride
It’ll take you to the other side
‘Cause you can do like you do
Or you can do like me
Stay in the cage, or you’ll finally take the key
Oh, damn! Suddenly you’re free to fly
It’ll take you to the other side

Phillip Carlyle:

Okay, my friend, you want to cut me in
Well I hate to tell you, but it just won’t happen
So thanks, but no
I think I’m good to go
‘Cause I quite enjoy the life you say I’m trapped in
Now I admire you, and that whole show you do
You’re onto something, really it’s something
But I live among the swells, and we don’t pick up peanut shells
I’ll have to leave that up to you

Don’t you know that I’m okay with this uptown part I get to play
‘Cause I got what I need and I don’t want to take the ride
I don’t need to see the other side
So go and do like you do
I’m good to do like me
Ain’t in a cage, so I don’t need to take the key
Oh, damn! Can’t you see I’m doing fine
I don’t need to see the other side

P.T. Barnum:

Now is this really how you like to spend your days?
Whiskey and misery, and parties and plays

Phillip Carlyle:

If I were mixed up with you, I’d be the talk of the town
Disgraced and disowned, another one of the clowns

P.T. Barnum:

But you would finally live a little, finally laugh a little
Just let me give you the freedom to dream
And it’ll wake you up and cure your aching
Take your walls and start ’em breaking
Now that’s a deal that seems worth taking
But I guess I’ll leave that up to you

Phillip Carlyle:

Well it’s intriguing, but to go would cost me greatly
So what percentage of the show would I be taking?

P.T. Barnum:

Fair enough, you’d want a piece of all the action
I’d give you seven, we could shake and make it happen

Phillip Carlyle:

I wasn’t born this morning, eighteen would be just fine

P.T. Barnum:

Why not just go ahead and ask for nickels on the dime

Phillip Carlyle:

Fifteen

P.T. Barnum:

I’d do eight

Phillip Carlyle:

Twelve

P.T. Barnum:

Maybe nine

Both:

Ten

Don’t you wanna get away to a whole new part you’re gonna play
‘Cause I got what you need, so come with me and take the ride
To the other side
So if you do like I do
So if you do like me
Forget the cage, ’cause we know how to make the key
Oh, damn! Suddenly we’re free to fly
We’re going to the other side
So if you do like I do
(To the other side)
So if you do like me
(We’re going to the other side)
‘Cause if we do we’re going to the other side
We’re going to the other side

Songwriters: Justin Paul / Benj Pasek; The Other Side lyrics © Sony/ATV Music Publishing LLC, Kobalt Music Publishing Ltd., Fox Music, Inc
Sources including American Shapiro Institute, DM2 Agency portfolio
2018-06-04T12:31:28+00:00

About the Author:

DOROTA IWANKIEWICZ, FCIM | Senior Strategic/Marketing Professional | External&Internal Branding Specialist | CIPD & CILEx member Dorota combines 20 years of experience and constant development in the range of influencing people as a senior marketing/strategic professional and a managing director conducting manufacturer's projects. As a senior marketing professional: she accompanies DM2 Agency’s clients to achieve their defined goals, using knowledge and rich resources from neuromarketing, behaviourism, psycholinguistics. Dorota is the author of an educational programme about the art of persuasion, protected by the intellectual property law and implemented by the best Polish universities, and she is a co-leader of business workshops cooperating with the top law’s firm from City London. Her portfolio, gathered for many years, represents examples of effective marketing&PR campaigns eg. VISA, Mastercard, GSK, British America Tobacco, Geberit. She was a leader in European transitional programme (cooperation: Poland and UK) focused on training systems in order to develop employability, improving the labour market according to EU programme Europe 2020 growth and jobs strategy. Dorota is future-focused, inquisitive and open-minded; seeks out evolving and innovative ways to add an irresistible value to the clients/organisations. She consistently leads by example, acts with integrity, impartiality and independence, balancing individual, organisation and legal parameters. EXPERTISE: Leadership and Management | Communications strategy | Negotiations | Neuromarketing | Public Relations | Employer Branding | Employment Law | Psycholinguistics

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