How to level up your game: "Me, Myself and I"
Or not. Part #2
To kick off the year positively, we're here with three valuable recommendations to elevate your negotiation and listening skills. Our first piece of advice was centered on the art of listening to understand rather than simply responding. Now, let's delve into our second tip, which revolves around the strategic use of the first-person pronoun "I." It might sound simple, but mastering this can significantly impact how you and your company are perceived by clients, ultimately enhancing your negotiation game.
So, why should you even care about the pronouns you use? Your choice of pronouns influences not only how individuals see you but also shapes their perception of your entire company. Although it might seem like a minor detail, it can play a crucial role in upscaling your approach. As we've previously emphasized, in the negotiation arena, your customer is the main character. To shift the spotlight onto them, employ pronouns like "you" and "your" to convey collaboration and partnership. This might require tweaking your pitch and adjusting your interaction style, but the payoff is well worth it. Take a moment to pause before responding – it's a positive practice.
Now, a crucial point to avoid is the tendency to respond with a dismissive "I know" when acknowledging customer input. This not only shuts down the possibility of the customer feeling they've contributed something valuable but also denies you the opportunity to gain further insights on the topic. Instead, consider repeating the last few words your customer shared. This not only displays your attentiveness but also allows for a seamless redirection of the conversation. Chris Ross from Black Swan has some excellent insights on this particular topic.
At times, you may want to interject with personal contributions like "I believe," "I think," or "I understand that." Here, consider opting for "it seems that..." as an alternative. Customers are more interested in what your company or the industry thinks than your personal opinions. This approach safeguards you from potential misinterpretations.
Selling is about human interactions and trust. Therefore, it's natural to be personally invested in the relationships. And an “I” will be a good way to make that statement. But it's essential to strike a balance with a collective "we" to emphasize your company's overall strength and capabilities. As much as you want to show your customer that you will be there when needed, you want to show that there is a whole organization to support. And this is what a “we” conveys.
Remember, everything boils down to individual preferences and should be adapted based on context and customer feedback. This article serves as an invitation to step back, analyze your interactions, and observe the positive changes that unfold in your negotiations, whether with clients, spouses, or children. Give it a try and see the transformation.