If you are listening in the UK this episode may trigger some of your British reticence. This ones all about negotiation and selling, so steel yourself to have the nerve to ask for what you are worth. Neil explains how good sales is actually providing a service that people really want and negotiation is just the pathway to it.

 

KEY TAKEAWAYS

• Sales is often seen as a shameful occupation dedicated to persuading people to buy things we don’t need in Britain.
• Negotiation is often perceived as adversarial and unpleasant. It is actually about leading the customer to the correct decision so they can get what they want while satisfying your requirements as a seller.
• Understand that the customer is trading something of lower value for them for something of higher value. 
• Once the intention to buy has been agreed upon then negotiation is just the details of the means of delivery.

 

BEST MOMENTS

‘We don’t big ourselves up. We don’t stand with our heads held high and proud. It’s really not the British way, is it? But if there’s one thing that we’re brilliant at here in Britain, it’s misunderstanding the ideas of sales and to a certain extent negotiation.’

‘Then enable them to exchange something that’s of low value to them, money, for something that is of enormous value for them ; understanding, technical skill, accelerated learning and time compression.’ 

‘I’m offering them, for an amount of money, a pathway to become who they most want to be.’

‘If you sell properly, ethically and effectively you’ll probably have a lot less negotiation to do when you present your prospective student or client to the solution they’ve always wanted.’ 

 

VALUABLE RESOURCES

The Tutor Podcast

 www.Neilcowmeadow.com

 

ABOUT THE HOST

Neil Cowmeadow is a maverick peripatetic guitar teacher from Telford with over 19 years’ experience in the business of helping people. Learn how to start, grow and love your business with Neil’s invaluable advice and tips without the buzzwords and BS!

 

CONTACT METHOD

[email protected]