‘Grow By Making Deals’ by The Micro Business Champion

‘Grow By Making Deals’ by The Micro Business Champion


Here we are just approaching the castle over
here and where everybody lived in Scarborough next to the very famous castle on the headland. That’s where they started playing cricket
and Scarborough is renowned for its cricket festival and the headland is absolutely massive. That’s the North Bay in the background now
and the North Bay is one of my favourite places and one of my favourite beaches for playing
cricket – as it was for Sir Michael Parkinson’. The North Bay is beautiful and this is one
of my favourite walks because in the five minutes we’re going to walk and talk, were
going to go across to the South Bay and you can see the contrast between these two magnificent
bays. The North Bay has famous attractions like
Peasholm Park and the largest open-air theatre in Europe which holds 7000 people. Walk with me and what I can do is talk about
my top tweet “Win-Win: Find opportunities to make deals”. Now a lot of people think the important thing
in business is about investing money. In actual fact all of the entrepreneurs I’ve met that
are incredibly successful have always had BREAKTHROUGHS and they’ve had the breakthroughs
by their ability to make deals. It can be like with Lord Sugar who made incredible
deals with manufacturers and with distributors – like with the owner of Currys and PC World. But it’s always about communication skills
and one of the things in this social media age that we should never forget is that our
communication skills are face-to-face communication skills. Whether that be on Skype or Google hangouts
or whatever these can be absolutely crucial in our making breakthroughs in our business. Actually creating opportunities by finding
out what the customer wants and then finding a way of actually giving them that. Finding
out what the supplier wants and giving them a way of doing that. The key skill is win-win
where they get what they want and I get what I want and we’re both very happy out of the
deal. Here we are moving along to the South Bay
with the wonderful castle, on the left here. One of the great things about the castle is
that it was the last place on the whole of the coast in the Civil War to actually give
in – so it was very royalist if you like. Richard lll, of course, is very famous in
Scarborough and there – downstairs – is one of the oldest buildings in Scarborough where
Richard lll stayed. Behind me is Anne Brontë’s grave. Haworth
where the Brontes lived is one of my favourite places as well and thing to remember is that
the Brontës were very enterprising. Emily Emily, Charlotte, Anne and Branwell all – and one
of the reasons that they published their books under male names was that was the way they
thought they could set up a publishing deal. They also wanted to set up their own private
schools to teach children. And so they were very enterprising as well as brilliant writers
and at the end of the day it was Charlotte who went to make a win-win deal with some
very sceptical publishers in London. So, we’re walking down to the Castle Dykes
now and what I’d like you to think about is – as you looked at the North Bay and as you
look now to the South Bay – What did you actually think? And the answer will be different for different
people. Some people look at Scarborough and will see it as a place for geriatrics, like
me. or they might look at it as a fantastic place you can play in the sea. Or they may
look at it as somewhere you can have fantastic walks and outdoor pursuits. Or you might look
at it as something rather fuddy-duddy and Victorian and decaying. We can all look at the same things in totally
different ways dependant on our background; our interests; our upbringing; our schooling
and so forth. That’s one of the reasons why you can’t actually negotiate until you’ve
found out what’s important to the people, the person you’re with. You can do that by questioning, listening
and summarising – checking that you’ve actually understood what is important. Then in negotiating terms it’s quite simple.
You actually give something of low cost to you but of high value to them … and in return
you get something that’s of high value to you. Of course it’s not just about your customer.
The buyer might want to look absolutely brilliant by negotiating you down on price. But if you’ve
realised that’s really important to them you might give them the price discount but you
get 50% of the deal as an upfront payment. Because here what they don’t know is what’s
important to you is that you need the cash now – really badly. So what you’ve got to do is ensure that the
ladder of your communication skills are absolutely fantastic. That way you can climb it with
Win-Win Deals. There is absolutely no way you can take your business forward without
your ability to negotiate Win-Win Deals

Leave a Reply

Your email address will not be published. Required fields are marked *