Before The Negotiation: Diagnose Their Pain
Lesson 3 from: FAST CLASS: The Power of NegotiationVanessa Van Edwards
Before The Negotiation: Diagnose Their Pain
Lesson 3 from: FAST CLASS: The Power of NegotiationVanessa Van Edwards
Lesson Info
3. Before The Negotiation: Diagnose Their Pain
Lessons
Class Introduction
15:07 2Before The Negotiation: Assess Your Assets
08:08 3Before The Negotiation: Diagnose Their Pain
06:13 4Before The Negotiation: Do Due Diligence
05:46 5Before The Negotiation: Interest Matchmaking
03:34 6Before The Negotiation: Prep Purposefully
05:52 7Before The Negotiation: Bring Aids
08:57 8Before The Negotiation: Prime Value
04:53Before The Negotiation: Ask, Ask, Ask
06:38 10Before The Negotiation: Leverage Agreement
05:29 11During The Negotiation: Money Talk
11:45 12During The Negotiation: Money Chasers
07:29 13After The Negotiation
03:05 14Bonus Lesson: Email Negotiation
03:26 15Bonus Lesson: How To De-escalate
04:03 16Bonus Lesson: Dealing with Deadlock
05:12Lesson Info
Before The Negotiation: Diagnose Their Pain
Okay. We talk about pain points. There are two different kinds of pain points that we've already touched on for this course there are vitamins and there are pain killers for the people You're talking to the pain killers. Are they really quick ones? Right. So the vitamins are the good for use in the pain column. What goes there? Current problems. Painkillers? What is something immediate that you can solve? Ideally in the room you mentioned knowledge earlier, right? Like your your breadth of knowledge. That could be a pain point. So what's a very current problem you could solve for them? Future problems. Vitamins, Right. One of the good for use. Why is what can you give to them for the long term, Short term versus long term pain, The good for use. And what else can you fix for them? How can you help if you think about your services or if you're asking for a raise for your boss? What are all the ways that you help your boss and your colleagues every single day? We very rarely think about ...
solving pain points that way. But I bet the list is really long, right? So do the worth audit and give yourself 20 minutes per question and see how long you can go right? Try to get 50 instead of five. The best negotiators are creative strategic thinkers. Most people think of negotiation of the best negotiators at negotiators as being aggressive, right or being forthright. No, the best negotiation negotiators are creative. They're extremely strategic and thinking about How can I solve every single pain point? And how can I unbundle when we're talking about unbundle ing? How can I unbundle my assets? How can I take all of my skills left and right brain thinking my knowledge, my experience and break those out into 56 10 different assets as a very strategic and creative way of thinking. And hopefully I can help you with it if you're having trouble. So if you had a little trouble with the were thought it. If you're having trouble filling in one of these columns in your work in your negotiation cheat sheet, I have tons of examples of assets and pain points beyond just wedding photography that could kind of get your creative juices thinking this is just one example, So if you're having trouble, look in the workbook and you'll see all those examples and see which ones resonate with you. Another option here you're having trouble is try to do an inter informational interview with one of your previous clients and ask them to help you fill out your assets and your pain. POINT COLUMN. You can even tell them I took a negotiation class. I loved working with you. I want more clients like you. Could you let me know what problems that I solve for you before we met? Once we met after we worked together, Would you help me? Felt this column special note. It's a lot of the time before I go into negotiation. I'm sitting. I printed this out. I'm in my little notebook and I've drawn my columns and in brainstorming and I'm writing and I'm guessing right sometimes before you meet, you don't exactly know what's gonna come up. You haven't heard about the mom liaison issue yet. What I say is put it all down. Guess as much as you possibly can and then circle those things later. So what I will often do is when someone hits upon a pain point or an asset that I brainstorms. I've been circled out. Or highlight that on my sheet like this was it right? So guess as much as you can, and then you can circle or star or highlight the ones that actually kind of came up. Eli Broad. The best move you can make a negotiation is to think of an incentive the other person hasn't even thought of. That's the best prep weaken Dio remember that their job is not to creatively think for you the biggest mistake that happens. People email me all the time. They say, No, Vanessa, I would love to talk, to love, to pick your brain or I love toe work together. I love to work of the science of people. They don't give me any reason. They want me to do the strategic thinking for them. When we talk about breaking things down, I want to get a specific in this nitty gritty as possible, right? Like big, large promises. As much as we like them, they do not usually work. So think about what are the bullet points underneath this promise or this offer. Ideally, before you walk into negotiation, you have at least five or 10 for each at least. And if you only have two or three, they need to be broken down further. But you have to find ways to break them down to smaller chunks which we call unbundle ing. This is also how we tackle the question. What to charge? I think this is how we do it. This is how I like to price out. Some of you already have a price in mind, right? Like this. If you're working with tenants, you know, real estate, there's other things going into this. But if you're like, what do I charge for a service or I'm having trouble justifying what I charge. This is how I want you to approach it first. If you calculate all of the items in the pain column, what is the total saved? It can be money, but also be goods. What are you saving them? If you calculate all the assets in your asset problem, what have you invested to get those assets? When you break down what you're offering into small pieces, it becomes easier to see how much value you are providing. So we're talking about I don't feel like I deserve this much right Or this number feels too big to me. When you're looking at 10 items in each column and putting a number item beside each of those bullet points, you're like, Wow, but this isn't just one wedding. That's how people think of it. 0 $5000 for one wedding. No, it's not $5 knowledge born wedding. If you measure all the different things you've done and actually have a side for this, which I'll show you in a second, that makes it a lot easier to qualify the pricing for you and for them. And the great thing about doing this, by the way, you don't have to do this on your sheet unless you want to. This is more of a thing you can do for generalizing your rates. This also becomes the rationale for when they ask you what went into your pricing, right. So when someone says, you know, where did you get this number? I just can't imagine spending x amount on X. You can say, Let me break it down for you. You can say for this service for this for that. For this, you don't have to put a number amount Rex and they, they might add all up, you can say like it's 15 years of this. I've upgraded my gear three times in the last four years with 10 to $20,000 worth of gear, right? Like all those line items there, right at the top of your head.
Class Materials
Bonus Materials with Purchase