| p>Children are good negotiators. They know that | | | | terms and avoid tentative language that might |
| 'no' means 'maybe', do not give up easily, and ask | | | | invite denial. |
| for more than they want. | | | | Their enthusiasm pumps up the customer |
| They do not take "No" for an answer | | | | Dressed in her Girl Scout vest, Brie enthusiastically |
| Kids demand to know "Why". If they move past | | | | expected to close every sale. After introducing |
| the parental "Because I said so", they may | | | | herself and the cookies, she asked the closing |
| overcome the objection. The adult equivalent | | | | question, "How many boxes do you want today?" |
| words in the sales negotiation context are, "Tell | | | | She had the order sheet and the pen in hand. |
| me about it." This phrase opens the door to frank | | | | When sales professionals lose enthusiasm, it tells |
| communication and dislodges the 'No' answer. | | | | the customer that there is no compelling reason |
| They are persistent and creative | | | | to buy. |
| A rejection merely whets their creativity. On my | | | | They use High Initial Demands (HID) to their |
| 8-year-old daughter Brie's annual Girl Scout cookie | | | | advantage |
| sale, a neighbor said that she had already bought. | | | | Kids train their "customers" by presenting HID. A |
| Brie countered, "The thin mints are especially good | | | | friend's daughter told her horrified father that she |
| as frozen treats". As the neighbor reconsidered, | | | | wanted a nose ring. He tried in vain to persuade |
| my budding sales pro added, "They are great for | | | | her of the hygienic and sociological risks. |
| snacks when guests arrive." The neighbor bought | | | | Predictably, she burst into a tirade of how she |
| three boxes, and I relearned an excellent lesson. | | | | would be scarred for life without such a fashion |
| They listen and they ask the "What if" question | | | | statement. Caving to relentless pressure, her dad |
| Since kids hear 'no' as 'maybe', they relish the | | | | compromised on his daughter's 'reluctant' |
| opportunity to convert 'no' to the 'yes' column. | | | | concession that she get pierced ears instead. To |
| For instance, Brie asked, "what if I do tomorrow's | | | | reward her wisdom, and relieve his guilt, dad |
| homework today? Then Allison and I can go to | | | | threw in a pair of earrings. On the way out the |
| the mall until dinner." While it would annoy a buyer | | | | door, she winked at me and whispered, "Wow, all |
| if we were to continually ask 'why', we refine it to | | | | I really wanted was pierced ears, but I got |
| the "What if" question to reach the same result. | | | | earrings too." Unskilled adult negotiators reject HID |
| For example, "What if we were to extend the | | | | in a naïve attempt to save time and effort. |
| price protection? Would that seal the deal?" | | | | Kids know better. |
| They do not use tentative language | | | | Kids can teach us many lessons about negotiation |
| Brie's "What if" question closes in the affirmative. | | | | that we have forgotten as we matured. We can |
| Confidence precedes the sale. They use optimistic | | | | lean much from their natural negotiation skills. |