Why is the first impression of a person so important?

Jack K. (his real name was changed to preserve the client's confidentiality) stood on the doorstep of a restaurant he wanted to buy. He wondered what went wrong in his meeting with the business owner.

Heading to a meeting with the seller, Jack got into a traffic jam. As a result, he was twenty-five minutes late getting there. Moreover, five minutes before entering the building of the restaurant, his friend Alex called, and Jack entered into negotiations, but continued the conversation with Alex for another five minutes.

Sitting down opposite the owner, the man insistently said: "Tell me about your restaurant." The seller got up and left. Leaving, he said to his broker “I will not make any discounts for this person! Let him buy this restaurant at the stated price or simply fail."

What are the main mistakes of the buyer?

The main mistake of the buyer is poor preparation or its complete absence. The buyer thinks, “I'll go and talk to the seller, and then we'll see what happens.”

Preparation for negotiations includes collecting all public information about the company, analyzing the company provided to you by the broker, making a list of questions, and preliminary planning of your proposal (as if you wanted to buy a business right now). You need to determine the maximum amount that you are willing to pay for the business and the minimum that you can offer. Obviously, in the above example, Jack didn`t conduct any preparation.

The second mistake is a violation of good manners. You arrive at the wrong time, communicate impolitely, and so on. The main element of the negotiation protocol is respect for the opposing side. Having arrived twenty-five minutes late, Jack demonstrated that these negotiations were a secondary task for him. Moreover, by speaking on the phone, he made the situation even worse.

As paradoxical as it may sound, people often behave irrationally in irritation and can leave the negotiations without listening to the proposals.

The third mistake is that a person succumbs to manipulative aggressive tactics of the opposite side. The salesperson in the example used one of these tactics. Much of it is his irritation, but some act this way with a cool head. To recognize manipulative techniques, you will need to study our Negotiation Basics class. Find out which negotiation style is the most insidious.

To make a good first impression, remember:

5 ошибок покупателя на первой встрече с продавцом3

  • Preparing for the meeting should take you three times as long as you plan for the meeting itself.
  • If you cannot meet the allotted time frame (you are late, you cannot finish the meeting on time), you should always notify and wait for an agreement from the opposite side. Read how to improve your negotiating position.
  • Resisting aggressive manipulative techniques begins with recognizing them. To do this, you need to study them.
  • Even if you are in the role of a buyer, you cannot afford to be arrogant. You should always behave professionally.

To conduct your first meeting with a salesperson successfully, you must follow all of these rules. This is the only way you can achieve success. You can learn these rules in our class.

You should also understand the goals of the seller of the business in order to win over the owner of the business.

Read What Our Clients Say (Google Reviews)

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