Sad Sales Negotiators Do a Bad Job

In the quest to do a better job at negotiating deals, sales negotiators have been known to do some pretty wild things in order to condition themselves to perform at a high level – extreme exercising, exposure to hot / cold temperatures, and even eating some pretty weird things. However, is it possible that they’ve been overlooking the most important thing – how happy they are?

The Power Of Sad

Dr. Robert Cialdini has spent a lot of time studying how we can persuade others and how they can persuade us. In fact he’s written a popular book on the topic titled Influence: Science and Practice in which he talks about what causes us to do things that we may not be giving a lot of thought to.

When it comes to sales negotiations, Dr. Cialdini and his peers have done some interesting studies that should cause all of us to sit up and take notice.

The Big Guess

The social scientist who were doing the research started with the hypothesis that when we get sad, we get motivated to do something to change our current circumstances in order to get out of our sad mood.

They took this thinking one step further. They also guessed that sad buyers would be willing to pay higher prices for a given product and sad sellers would be willing to sell a product for a lower price.Ã’Â Do I have your interest now?

The Experiment

The cool thing about being a social scientist is that you get to test your hypothesis on people, not rats. In this case the scientists had their (human) test subjects divided into two groups. One group watched a sad movie and then wrote a paragraph about how the movie made them feel. The other group watched a movie about fish (!) and then wrote about what they had done that day.

Next, both groups were once again divided into two groups and one group was asked to mark on a piece of paper what price they would sell an item at and the other group was asked to mark on a piece of paper what price they would buy an item at.

What the scientist discovered just might scare you. It turns out that their original guess was right: sad buyer ended up being willing to spend 30% more for an item than emotionally neutral buyers. Likewise, sad sellers were willing to sell an item for 33% less than emotionally neutral sellers. The really spooky part of all of this is that the sad buyers and sellers had no idea that their sadness had affected them so much.

Final Thoughts

Although we often get caught up in preparing for our next sales negotiation, what the social scientists have discovered is that we bring everything else that is going on in our lives to the table with us. On a similar note, the other side of the negotiating table does the exact same thing.

Before you start your next sales negotiation, you need to take a minute or two and evaluate how you are feeling. If there is anything that is bringing you down or making you depressed, then you have got to try to find a way to resolve it or at least make it better before the negotiations start. Learn to do this and it will allow you to close better deals and close them quicker.

Your Presentation Skills May Be Great, But What About the Sound of Your Speaking Voice?

I have belonged to a public speaking network for some time now and it never ceases to amaze me that the members do not talk about the actual sound of the speaking voice. From topics covering the value of content versus delivery to the elimination of nervousness and even ways to find speaking engagements, they never discuss the image of the voice and what it says about them.

If your delivery is dynamic but your diction is hard to understand, then it really doesn’t matter how great your presentation skills because your audience is left unable to receive your message. Perhaps you speak too softly and they cannot hear you comfortably. On the other hand, maybe you are too loud and your sound being amplified by a speaker is painful to your listeners’ ears.

Your voice may be excessively nasal, whiny, shrill, wimpy, young-sounding, old-sounding, hoarse, gravelly, quivering, or just plain unattractive. What do you think any one of those characteristics would say about you? As a public speaker, your voice is the vehicle for your words. If you take courses in and read articles about presentation skills, would you not want to do something about your vocal image – that which is transporting your message? (By the way, I’m talking about the voice you hear on your answering machine, not the one you hear in your head!)

What is fascinating is that we all have a better voice inside, we’re just not aware of it. It is richer, warmer, deeper in pitch, resonant, and has the ability to be projected without shouting. In addition, your ‘real’ voice – versus your habitual one – can last for greater lengths of time without doing damage to your throat and vocal folds (cords). This is known as vocal abuse and is common among politicians and public speakers. Hilary Clinton and Anthony Robbins are two very good examples of vocal abuse. The latter’s voice has deteriorated to such a degree that he needs steroids in order to speak for great lengths of time. That should never have happened.

Voice training is something all public speakers should consider because the voice is truly the fundamental, the building block. Everything else is the icing on the cake. Without a voice, there is no public speaking. Without the cake, the icing really doesn’t matter.

I discovered my real voice many years ago and it is only improving with age. It’s a marvelous feeling to have total control over your voice no matter what the situation. What image is your voice projecting?

Considerations That Will Benefit Your Medical Facility

The challenges in managing a medical facility are innumerable. Besides being sensitive, everything always seems to require a lot of attention. Daily, you deal with a diverse range of issues revolving around your staff, the patients, equipment and so forth. As a manager or owner of a medical facility, such issues may have led you to search for solutions alongside effective ways of improving the business. This article contains six factors you should consider to overcome some common challenges and make sound improvements to your facility, so keep reading!

Use quality medical equipment

This is where a lot of focus is necessary. Low-quality medical equipment can lead to poor treatment outcomes, increased malpractice claims and legal battles, high overall costs and so forth. In the long run, such issues can affect the number of people your facility attracts as well as the number of customers it retains. Therefore, you need to make several considerations when purchasing medical equipment to ensure you get high-quality equipment, such as electrocardiographs, surgical instruments, and BFW’s surgical headlights. In addition, you should ensure that they are durable and as advanced as they can be.

For instance, you need to make sure that your surgical lights adhere to the International Electrotechnical Commission’s (IEC) surgical lighting standards of temperature management and color temperature.

Mind your aesthetics

Most medical facilities focus so much on functionality. They make sure that their hospitals have electricity, a reliable backup system, clean, running water, and proper medical waste disposal. However, this is not enough; aesthetics matter. It pays when your hospital provides your patients with a warm and comfortable environment.

A prevalence report by the Federal University of Rio Grande showed that up to 60% of inpatients suffer from anxiety, among other common psychiatric disorders. This is because most of them fear medical results, injections, and contracting hospital-acquired infections. Making your hospital aesthetically appealing can boost your patients’ recovery process by reducing their anxiety and depression.

Therefore, consider adding fresh color to your walls with paint or wallpapers and improving the lighting. You can also install an aquarium, incorporate indoor potted flowers, and add cool lighting to the décor. These could make your facility preferable.

Employ highly qualified personnel

It is common knowledge that medical practitioners are some of the most learned professionals in the world. In addition to that, you should settle for employees who are more than book smart. Your facility needs ethical workers who not only enjoy their work, but stick to codes of conduct and rules. You should also ensure that your workers are frequently trained on emerging issues to make them dependable in emergency cases.

Furthermore, it would help if you kept your personnel highly motivated. You can achieve this by appreciating their work, improving appointment scheduling, and giving them good pay and days off. Motivating your staff is a good way to make them work more passionately, thus enhancing your facility’s service delivery.

Focus on customer relations

Hospitals are more than just treatment centers; they provide a social environment where people interact. Therefore, like any other business, your patients need to feel appreciated and understood, not just treated and discharged. Running your facility in a patient-centered approach makes it more hospitable.

To achieve this, you need to train your staff on essential communication skills ranging from simple greetings to breaking bad news. Your team members need to be good listeners who are careful about their patients’ needs. Your facility should offer clear communication with patients, especially when explaining diagnostics and treatment options.

Have a proper data center

A proper data collection and analysis department helps provide critical information on how to manage the institution properly. This can help you reduce errors that occur as a result of information mix-up. For example, you need to be aware of a drug scarcity situation as soon as it occurs as well as when purchases need to be made, and other critical issues like what feedback your patients give. You also need to have up-to-date medical records to reduce the chances of having a misdiagnosis and help you make timely follow-ups with your patients.

Give back to society

Every facility exists within a community. It is appropriate that your facility gets involved in community-based activities every once in a while to build credibility and trust. Activities your facility can organize or participate in include: getting involved in medical camps, partnering with NGOs to provide some medical services to the vulnerable, family fun days, and tree planting events.

Conclusion

So, if you’ve been looking for ideas on how to improve your medical facility you should consider updating your medical equipment, improving your aesthetics, employing highly qualified personnel, focusing on customer relations, establishing a proper data center, and giving back to society. These ideas may be all you need to achieve your desired results.