The Profitable Horseman's Newsletter The only weekly electronic newsletter published for Professional Horsemen.
October 14, 2007

If you are struggling with finding enough time, enough money and enough of the right people in your horse business, then it may be time to get some help.
If you are looking for different results in your horse business, we should have a conversation about how Profitable Horseman strategies can help. (716) 434-5371

this week:
  • Wordless Negotiating
  • Speaking about the Horse Business...
  • Others have said
  • Back at the Barn
  • Are You Looking For A Better Strategy for Your Business?

  • Wordless Negotiating
    horse talk

    "Can't you do any better on the pricing?", the prospect drawled slowly. My mind raced through the possibilities: $ 100 off, 5% off, 30 day terms or maybe even 10% off. What to do I questioned over and over in my mind over the duration of just a few seconds. And then I remembered the power of "the silence technique"

    With great conviction and a calm voice I said, " No, the prices I gave you are my best prices."

    At that point I was done talking. I was afflicted with temporary lockjaw until the prospect reacted to my firm stand. The silence of dead air was paralyzing while I waited for what seemed to be an eternity for my sales prospect to respond.

    And, eventually he did respond. " Okay, I'll take it", he consented.

    The "He who speaks first loses" technique of negotiating had worked once again!

    A coworker introduced this negotiating technique to me some time ago. In simple language: present your price offer for an item and then shut up. Shut up means: no talking, silence, bite a hole through your lip if you have to, but calmly wait for the buyer or seller's response.

    You see, in our North American society, silence is an uncomfortable element in a conversation. We cannot tolerate "dead air". A result of too much radio and TV listening and viewing, the lack of sound has conditioned us to believe something is wrong.

    The radio station must have stopped broadcasting. The television station has a transmission problem. Things are broken because there is silence.

    And this is the way society has evolved into evaluating conversations. If the dialogue stops, if there is dead air, then something is wrong or it's broken. As you talk business and put an offer or counter offer in front of the buyer or seller, a silence or lack of response, will make you automatically think "It's not working, I've got to sweeten the deal" and you break the silence and begin talking.

    Silence is Powerful! Never assume silence is a form of rejection. It's a signal of thought taking place, nothing more. It's a waiting game for decisions. The impatient negotiator who makes concessions before hearing a response from the opposing buyer or seller is bidding in an auction with himself. He will never know that he would have had a deal with his first offer if he'd just waited a few more seconds.

    As you negotiate for price and terms in any type of sale or purchase, keep in mind the power of silence. Begin to test your capacity to feel uncomfortable with awkward silence in a conversation. Resist the temptation to play traditional negotiating tennis by returning each verbal volley immediately.

    Let silence be your invisible negotiating team.

    Speaking about the Horse Business...

    Need a speaker about the horse business for your horse organization?

    Talk to me about talking. Keynotes and workshops available. (716) 434-5371

    Others have said

    Better to remain silent and be thought a fool than to speak out and remove all doubt." -- Abraham Lincoln

    "All you need in this life is ignorance and confidence; then success is sure." -- Mark Twain

    "Silence is a text easy to misread." -- A.A.Atanasio

    Back at the Barn

    Our oldest son turned 23 this week and we celebrated his birthday at a restaurant near his Buffalo apartment. His girl friend, L, joined us as well for a delicious meal. Before dinner, Betsey and I got a tour of his "new" apartment. We had visited his first apartment several years ago and decided that one visit would do for a lifetime at that residence.

    I'm trying to not be judgmental, but I'm certain that the interior of that first apartment was decorated by cave men and served as an outpost for Attila the Hun. The new apartment, a " five star" in comparison, reminds us that we did okay as a parents with our first born and there is still hope for his five siblings.

    Are You Looking For A Better Strategy for Your Business?
    Doug Emerson photo

    I work with Professional Horsemen who are struggling with the business half of the horse business.

    Just like a top performing horse has a strong foundation, so does a top performing horse business.

    If you've had enough with not enough: time, money or the right people in your horse business give me a call and we can talk about how Profitalbe Horseman strategies can help you.

    Welcome to new subscribers this week. If you know other horsemen who would enjoy this newsletter, please forward it to them!

    I appreciate your help !


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