Before I begin, I would like to take a moment to thank Sales Initiative for the opportunity to guest article on this site. We follow their newsletter and visit the website frequently.
Society today, more than ever before, has created a false perception on what it takes to become successful. Over and over again we see on television and in movies that the only way to get ahead is to look out for yourself. While at some point you must focus on the best choices for your career, to ultimately be successful we must look to others to help us along the way. That is where the power of 'NICE' comes in.
Whether you are an entry-level sales representative or a high level sales consultant with clients across the globe, the benefits of being 'nice' are endless. Today, we will highlight one of those benefits, relationship building.
We have all been a part of a scenario where one party seeks to accomplish their goals and their goals only, leaving the other party with nothing. When the 'losing' party is left with nothing, the opportunity for a mutually beneficial relationship has been extinguished. Often, we are tempted to look at the short term plan to maximise our interests but fail to allow ourselves the opportunity to continue present relationships into the future.
When we lose sight of relationship building and are blinded by profit-margin lines, we create a 'Win-lose' situation. These types of situations force one party to be unhappy, it practically demands it. While we may satisfy our interests in the short run, a 'Win-lose' situation eventually turns into a 'lose-lose' situation.
How can that be? I satisfied my goals. I maximised my interests. I was promoted because of that deal!
What we forget sometimes is that there are very few deals in business or life that are truly one-time, never again transactions. Too many professionals enter dealings as though they will never do business with that person again, but often, that is not the case.
Building mutually beneficial relationships are vital to create future successes. Relationships create the possibility of repeat deals, but more importantly, they expand our network that will lead to new clients that were not available before.
Never burn bridges because you never know the impact one person may have on your life and career.
To avoid such a scenario—look to create 'Win-win' deals. This is the key to the power of NICE.
The expression 'win-win', where both sides win equally, has become a popular cliche that is impractical. In any given situation, one party is bound to get more, even if both sides are content with the outcome. That is why my focus is to create 'win-win' situations.
A 'win-win' situation is created when our interests are satisfied well, while allowing the other party to satisfy their interests acceptably. Because 'Win-win' is not 'Win-lose', you do not destroy the other side. Ultimately, this allows the current deal to last and leads to future, mutually beneficial deals.
The best way to get most of what you want is to help the other side get some of what they want. This is the key to the power of NICE.
Here are four easy-to-follow steps that will allow you to create 'Win-win' deals:
1. Know what you want. Assess your needs and wants before entering into a potential sale.
2. Know what they want. Find out—probe, dig, ask, learn from the other party.
3. Satisfy your interests well.
4. Satisfy theirs acceptably.
Good deals echo—they lead to more deals, more relationships, and higher profit margins.
The stereotypical CEO in movies who burns bridges to get to the top usually ends in their demise. Those who create long-term relationships that are mutually beneficial, 'the NICE guys', are the ones who sustain success for years to come.
By Todd Lenhart, President, SNI. He has more than 15 years of combined experience in the areas of sales, organisational development, and finance. As President of SNI, Todd implemented training solutions across a wide variety of Fortune 1000 clients including Verizon Business, ESPN, Sherwin Williams, T. Rowe Price, Bank of America, and Allied Capital. If you found this blog post useful and are interested in more information regarding our sales training, visit our website.