You don’t need to study personality types to handle transactions with different people. In his class “The Psychology of Sales and Negotiation,” sales expert, author, and instructor EksAyn Anderson explains that by following a few basic principles, you can successfully negotiate with anyone while building relationships for future deals.
Take a minute to listen and understand the other party’s position. Whether it’s your clients or people on the other side of the closing table, find out their terms before you jump in with your offer.
Tailor your approach
People like to do business with people who have similar personalities. You don’t have to become a different person—just don’t use the same approach with everyone. If you’re dealing with someone who’s blunt and all-business, ditch the small talk and get to the point.
Find common ground
Look for things you agree on. Before you discuss the items the parties aren’t in agreement about, recognize the many issues you’ve already settled.
Reinforce the positive
The most effective way to influence people is through positive reinforcement. That means rewarding people with your words for behavior you want to see more of. For example, say “I appreciate you making your house available in the evenings this week for showings. It’s been a huge help.”
Remember the Golden Rule
It sounds trite, but treating others as you want them to treat you does work. That doesn’t mean you have to be a pushover, though. Be nice and stick to the basic principles of the Golden Rule.