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The Secret To Successful Business Meetings

By Guest

I had a phobia about getting new customers when I first started my online marketing business. This phobia is known as a fear of rejection, and in the sales arena is called a fear of cold calling. It is common problem faced by new entrants to most businesses, and is understandable, given that xenophobia is well known and even reinforced by many of our social structures.

For me, I knew I wasn’t afraid of talking to people. In fact I loved it, and still do. No, my issues were related to the outcome of my approach to people about my business – my fear was of their rejection of my business, not of me. Once I had identified that, I had something to work on and to combat.

My mentor instructs on small business strategies. He believes we can break every personal interaction down to basic components, and work out scenarios where the outcomes are optimised, without creating further unresolvable problems for any of the involved parties. Necessarily these strategies must incorporate all parties needs, if they can be ascertained.

If you think about that objectively, you are forced to focus on the gestalt, rather than your desired outcome. This is empowering in that the other party will quickly realize that you are not pressuring them, or looking for the quick sale. Their interactions will be more open, relaxed and ready for any required negotiation.

If this sounds complex, don’t panic. Techniques are available to help set the strategies. I use a chart which some will recognise as a Ben Franklin to identify the various factors at play.

Initially, I write down what I want from the interaction of the parties. I list my goals, my potential emotions, and work out what i expect from the other party, my expectations. This is not always easy, but with practice the process becomes automatic. The hard part is the emotions which drive our decisions – we need to be careful and anticipate all possible permutations.

Next comes the tricky part. I try to think of the other party or parties’ goals and expectations. The the even trickier part I try to imagine what thieir emotions might be during our interaction.

Imagine this: I am to call a prospect, to see if he will be making an application to join my primary business.

My objective is to have my lead submit an application to join the business. If they decide against that, the goal is to retain them as subscribers to my email newsletters.

My emotions would be excitement/fear that they will not want to complete an application, pleasure/excitement if they decide they will, and disappointment if they decide they are not interested.

My positive expectation is that my lead will complete the application, the negative that they are not interested at all, and should they not be ready to submit the application, I would expect that they would stay on the list. I expect they will avoid money decisions, will be suspicious and could even be hostile and rude.

Their goal may be to avoid spending money, and to find out what it is that I am marketing. Their emotions may be fear that I will somehow force them to give me money, or to take some advanatge away from them. They may be excited that they may be close to joining a business opportunity, or they may be frightened by it. Their expectations may be that they will be subjected to a sales pitch, and that they will say no.They may also be expecting more information about my opportunity, and they may be expecting to make a decision about that.

Each of these possibilities can be envisaged and planned for. An optimum and mutually acceptable compromise on differing expectations is far more likely should the whole scenario be assessed.

Don Fuller has been successfully using this and other methods to grow his online network marketing business for years. If you want more information on the methods available to empower your business and your interpersonal skills, you can subscribe to our newsletter by going to his website and following the prompts to his On Line Opportunity or visit Don’s Blog

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Topics: Negotiation | Comments Off

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Article Citation
MLA Style Citation:
Guest, Guest "The Secret To Successful Business Meetings." The Secret To Successful Business Meetings. 3 Jul. 2010. 21 Nov 2014 <>.

APA Style Citation:
Guest, G (2010, July 3). The Secret To Successful Business Meetings. Retrieved November 21, 2014, from

Chicago Style Citation:
Guest, Guest "The Secret To Successful Business Meetings"

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