You don’t need to study personality types to handle transactions with different people. In his class “The Psychology of Sales and Negotiation,” sales expert, author, and instructor EksAyn安德森 explains that by following a few basic principles, you can successfully negotiate with anyone while building relationships for future deals.
慢下来
Take a minute to listen and understand the other party’s position. Whether it’s your clients or people on the other side of the closing table, find out their terms before you jump in with your offer.
调整你的方法
People like to do business with people who have similar personalities. You don’t have to become a different person—just don’t use the same approach with everyone. If you’re dealing with someone who’s blunt and all-business, ditch the small talk and get to the point.
找到共同点
寻找你们意见一致的事情. Before you discuss the items the parties aren’t in agreement about, recognize the many issues you’ve already settled.
加强积极的一面
The most effective way to influence people is through positive reinforcement. That means rewarding people with your words for behavior you want to see more of. 例如, say “I appreciate you making your house available in the evenings this week for showings. 这真是帮了大忙了.”
记住黄金法则
It sounds trite, but treating others as you want them to treat you does work. That doesn’t mean you have to be a pushover, though. Be nice and stick to the basic principles of the Golden Rule.