There is never just one need. There are always more. The milk-run salesperson accepts the first one that appears, tries to meet it and moves on. Busy right? Lots to do. Efficient. Except they don’t learn anything. Without learning, a salesperson is at the mercy of the market. The successful salesperson moulds the market, and is not a victim of it.

Just one need – ‘unless you’re the cheapest don’t bother’; or… ‘it must be here by tomorrow – whatever the cost’. We all know there are other needs, but we often don’t act like they matter, and sometimes fail to prioritise the time, patience, skills to identify and meet them. (And many clients kid themselves about this too.)

You know the needs – cost, time, quality, quantity – any business metric. Then add risk and warranties , maintenance and strength of relationship/trust.

But it’s the other needs – the personal ones – the ones we don’t talk about at parties – that are the hardest to judge and assist with.

Would you like to know if your client gets a personal bonus on this deal, if promotion is damaged by failure, if there is a ‘get square’ – old fashioned revenge for past negotiations gone wrong. What if they have made other mistakes, become politically isolated, or are about to move into another role?

How do you spot these needs? Do you see them, enquire after them, learn about them? Think of 3 of your development clients (not big yet, but on the rise) – what do you know about them really?

Or is the schedule of the milk-run – your need – more important.

ENS International will help you to see these needs. Look out for their public programs in all capital cities.

Or call me to discuss. 1800 25 99 66.

This is a one-day workshop that provides highlights of the ENS International Negotiation & Influencing model. Participants will cover the foundation stones of professional negotiation practice, and have their curiosity whetted for indepth coverage at a later date.

We cover planning your outcomes, needs, common ground, style, tactics.