Stories that really were, deals that did not happen and how it all relates to how to deal with people who are created…
Stories that were real, deals that didn't happen and how it all had to do with how to deal with people screaming at you over the phone.
For years our office was on Franklin Avenue in Brooklyn. For those who know, today is a "hot" area, but go back a few years, even the pizzeria did not want to make a delivery to our office for fear that the courier would rob, and we are talking about delivery in real daylight. Brother, there were days. Interesting and not really related.
At the same time as Franklin there is a clown. Same story just less beautiful. Does not matter. So on Classon was a two-story property, empty at the level of exterior walls only. There were not even windows. Open a lily stone next to the word "ruin" and you may find a picture of the place there. So of course I called the landlord to ask if he would like to sell. Makes total sense, doesn't it? I spent the next five minutes hearing him yell at me. What a brat I am, his dad said never never sell real estate, his grandmother has wheels etc. The phone. A month later I called him again, and again shouting. And so a month later, and the one that followed, and the one that followed until one day I called, I asked, for a moment it was quiet from the other side and then shouting, but this bank, and I swear that if I lie a Soviet satellite will fall on my head, I told the office he was going to sell me The property. Why did I know? Because it was the first time he hesitated for a moment before shouting at me. Seed the idea I had sown months earlier, that it was time to sell, sprouted. A few weeks later we got a contract. End of story number one.
Story November Num
As part of the property that everyone is chasing, a small empty house was hidden on a large plot of land between the Prospect Heights area. Kowalem tried to get the contract. Well. Without success. The master there was a climbing piece and nothing helped. I tried phones, when it didn't work I sent an agent of the same section, maybe a cultural connection would work, we heard she liked to drink and he also came with a bottle of wine. Nada. I was impressed that she mostly enjoys what everyone chases after her. But don't despair, it sure doesn't work.
One day a phone call and she's on the second line. "Are you Tal?", "You sent me a letter to buy the property. In it we will meet and talk about it." "Okay" I replied without revealing that we had talked before and that my agent was in touch with her. "You're invited to the office," I suggested, "no," she replied, "where we meet in a cafe or bar." Agreed.
On the way to the meeting I memorize to myself that nothing worked. Must have a different angle of attack, must do differently from everyone, so I put on my Lucifer face and smiled a devilish smile. I arrived at the meeting, I demonstratively refused to invite her for a drink claiming that it was not a "date" but a work meeting and that if she wanted to drink she had to come to the office, the water there was free. When she threatened to leave the restaurant anyway, I agreed and the rest of the meeting took place while standing on the sidewalk, while I showed complete intolerance. I think to this day this has been the meeting I have been to the most not intentionally nice. When I got back to the office I met the agent and told him. He did not believe that I had taken this approach and that it would work. Three weeks later we got a contract. When I told the agent he left the office for a few moments and came back with a cigar. The cigar was on my shelf until I left.
To the record, even though we got both contracts, we finally did not buy any of these assets. Each of its causes is. Part of the business.
Why am I even tiring you? Emphasize that negative reactions are often just the beginning. Most of us do not like to hear 'no'. It is our need to be acceptable that opposes this word. We translate "no" to rejection, hurt or offended, cut off contact and in fact do not let the "no" brew into something positive and remain if the conclusion that "no" is a bad thing. "No", even if it is said in an unpleasant way is just "no". That doesn’t mean he can’t turn into a “yes” or something positive if only he is given a chance. I'm sure you know a couple he's been chasing for years, she refused (or vice versa…) and now they's a big love. What is this if not proof of my point? Years after these events I read the book Never Split the Difference and Start with a NO. These two excellent negotiation books emphasize "no" as a starting point in negotiations, not the end. Turns out the FBI got over it too.
This week I posted the number of phone calls I made last week, and was asked several times about how I deal with the negative reactions. The reluctance of many to make phone calls, especially cold ones, is usually due to fear of the answer "no" (certainly if it is repeated hundreds of times) or hostile treatment of the other party. This is completely understandable, and the coping or inability to cope is real. Although I'm not an expert on cold calls, but experience does its thing, so here are some tips I hope will help:
1. Understand and accept at the level of logic that "no" is a legitimate answer, and it in no way radiates on who you are or on the quality of your work. Maybe he just does not want to sell. Or buy. No need to get excited about it. Thank you very much and move on.
2. Sell a good product and control the details. Whether the product is you or a service you provide, make it a good product. It is easier to feel confident when you have quality in your hand.
3. Practice what you want to say. Much. really a lot. What to say, what to answer different questions (Most of each industry has fixed and repetitive questions) and don't try to pull out of the waist. Don't you know? Admit it, take time, check it out and come back with the right answer. Again, control of conversation, answers and cases and responses imparts self-confidence. This, and of course experience.
4. Common mistake - make sitting calls. Our brain translates size into self-confidence. It is not for nothing that we stand up when we are angry or raise our hands when we win. Size makes the difference. Make standing calls. Or walk. When you stand, you are bigger and automatically the subconscious transmits more confidence. Feeling "weak"? Stop and do some stretching. True.
5. Make jokes in advance - All you need is one or two jokes. They don't even have to be really funny, but the chance of an aggressive negative reaction goes down if the conversation is smiled.
6. Bless. Reward when something shouts at you or something like that you mumble "blessed". It turns out that it's harder to hurt or react hard to someone when you mumble that he is "blessed." He does not have to be blessed. Remember you are doing it for yourself, not for him. By the way it works great on the road, so next time you are cut you will try.
7. Work in high volumes and raise probabilities - one "yes" gives wind that lasts for a long time, only it takes a lot of calls to get to "yes".
8. The latter is for the well-to-do without basic shame - I started it as a joke, found it working, sometimes, and adopted it as an emergency tactic. If someone is really angry and not nice, I note that it sounds like he is having a hard day and I ask if he wants me to sing him a song. The part is that if he says "yes" you have no choice. Aggressive people expect an aggressive back response. It catches them unprepared and completely breaks down their whole approach. If they respond to it positively, and it does not always work, you will be friends forever.
Successfully
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