Do We Really Need to Negotiate If We’re Going to Be Partners?

Welcome To The Age Of Partnering
Remember when every business used to view themselves as an island? This made life pretty simple for anyone doing sales negotiations – it was always us vs. them. Well, it sure looks like someone farther up the corporate ladder has been reading those business self-help books and they’ve decided that there is a better way to go about doing things: partnering.

Why Does Becoming A Partner Make Life So Difficult?
So just what is a partner? In simple terms (and it can get a lot more complicated if you let it), a partner is another company with which your company has decided to form a special, deeper, relationship. For a sales negotiator, this new type of relationship can complicate our lives immensely.

Before partnering came along, you had a great deal more latitude in how you conducted a negotiation: simply put, you really didn’t care that much about the other side of the table – you just wanted the best deal for your company. Partnering changes all of this.

The key here is to view a partnership as a bonding of two companies together (dare I say “marriage”? ) This is much different from a simple long-term partnership where you treat the other firm nicely, but you know that it’s not going to last (perhaps “dating” would be the right word here).

What Role Does Win-Win Negotiating Play In A Partnership?
One of the biggest changes that a partnership brings about in the life of a sales negotiator is the arrival (with a “thud”) of win-win negotiating. Instead of having the latitude to walk away from a deal with a partner, you’re pretty much expected to be able to reach an agreement with them. After all, they are a partner, right?

What this means is that the clever sales negotiator (you) now needs to use win-win negotiating techniques to find more things to negotiate about. The more discussion points that you can put on the table, the better your chances are that you’ll be able to craft a deal with your partner.

One important point that often gets overlooked when sales negotiators start to use win-win techniques with partners is that this does not mean that everything gets shared equally. Instead, what it really means is that everyone walks away feeling satisfied – one side may get 60% and the other may get 40%, but everyone feels as though they got what they needed.

Oh Yeah, That Power Thing
Power is a big part of any negotiation – who has it, how much of it they have, and how you can get more of it. You need to realize that just as in the fact that win-win deals don’t mean that everything is shared, the balance of power will always be unequal.

How much power you have often flows from how much information you have about the other side (your partner), and how much information they have about you. Since it’s a partnership, both of you will know more about each other than most parties involved in a standard negotiation would.

Since you know that you will be negotiating with your partner, as a sales negotiator you have a responsibility to make sure that others in your company don’t end up giving all of your negotiating power away. Sure openness is a good thing, but let’s not take it too far.

What All Of This Means For You
The role of a sales negotiator has become more complicated with the arrival of business partnerships. What use to be a relatively simple process of going into a negotiation with the goal of only improving your company’s position has now been changed.

In order to look out for a partner’s wellness during a negotiation, win-win techniques need to be used. This brings up more complicated issues surrounding what makes a deal fair for both parties and just how to make sure that you retain your negotiating power.

Business partnering is not going away. Sales negotiators need to accept this fact and adjust how we go about negotiating with this new type of opponent / adversary / other side of the table. If we can find ways to create deals that fully benefit both sides of the table both today and tomorrow, then we will have come to terms with the brave new world of partnerships.

Product Innovation Concepts

New products are being developed on a constant basis for the self defense products industry. The distributors see the new designs cross their desks, and stock the new products on store shelves. Many have websites that require updating on a regular basis with new products.

Self defense products have to keep evolving to do a better job with less effort. If an attacker targets a victim, the victim must be able to deploy the device with minimal effort and use the device effectively. Design translates into easier initial deployment and fewer errors in the act of self defense.

Although there are some genuinely novel self defense devices, most innovations are improvements on current designs. Largely, this is true of most industries. Take an already successful product and make it better. Some general observations about product innovations are valuable.

Collecting data on a successful product will typically reveal that some customers would prefer the product be made with other features. That data may indicate enough design issues to cause a radical redesign of the product. A transition of this sort may significantly add to market share.

Totally new inventions may be difficult to get off the ground financially for a successful business. This route is notoriously difficult, and perhaps only for the entrepreneurs with the most dedication and a knack for vision. Be ready to deal with patent attorneys and have many lean years of difficulty.

Many innovations may only be centered on small changes, or even just aesthetic design alterations. Making straight-forward aesthetic changes is common in self defense products. Some degree of technical innovation is often combined with aesthetic improvements to make an old product style look refreshingly new.

Some products could do better to be made with multiple color and style options. This is true for many hand-held electronics designs. Plastics manufacturers may be able to accommodate the design requirements for a successful new product launch without costing your business a fortune.

A “eureka moment” will often have to be followed by dozens if not hundreds of test trials to bring a product to a final stage. However the journey may be rewarding. Consider the possibility that you may learn many things along the way that were previously unknown, and this knowledge may become a source of new innovations.

Innovation may be a hard challenging process, but there are rewards of personal satisfaction as well as potential wealth building. Much wealth these days is built by consumers buying new products that make the old product largely obsolete. All products wear out, so new and improved designs are likely to be tried in place of old designs in any consumer market segment. Embrace your innovative capacity.

4 Ideas For Selling Information Products

This is no different than selling any other product. In many ways it is better. Because people access the information everyday by the millions there is a built in market for you to make money off of. Here are 4 selling information products online tips that will help you make more sales.

We have all heard the famous saying by the world’s first millionaire, J. Paul Getty. He once remarked that he would rather earn 1% on the sales of 100 people than he would earn 100% on the sales of his own. Think about that as it applies to selling information products on the internet.

1. Amazon got it right in the mid 90′s when they started one of the first affiliate programs. An affiliate is someone who gets paid to sell someone else’s products. It is a mutually beneficial program for both the product owner and salesman. What works so well for information products is they can be sold on the internet by anyone who wants to work at promoting them.

Digital information products are even better because there is no shipping or collections involved. If you are the information product creator you just need to get everything set up online and then go find affiliates to make sales for you. Clickbank,, Associate Programs, and others are places affiliate go to find products to sell. If you want to get paid over and over on the efforts of others getting affiliates is a great way to do it.

2. Network marketing is another way to sell information products online. Success University is one example of a online information product that is being sold via network marketing. They have a monthly membership based product that provides personal development training and it is all internet based.

As a business person with information products to sell you could consider starting your own online network marketing business. If that does not appeal to you then you could become a distributor and build your own worldwide business selling other people’s products and make money on your distributors sales as well.

3. A third way to sell information products online is to buy products with resell rights and sell them on a blog. If you were to create an authority blog that people come back to over and over then you have a built in target market to resell products to. A blog monetized with resell products is great because you get to concentrate on blogging and not product creating.

Blogs are a great place to sell information because your visitors are coming to you to find information and they come back creating the possibility for repeat business. Resell products are perfect because you can find them all over the internet and then put them on your blog for people to pay you 100% profit on.

4. Another way to sell information is via email. Using and autoresponder you can build a mailing list and then make money selling to your list. A monthly ezine would be one way to do this. An ezine is short for electronic magazine. Today we call it an ezine when it really is your newsletter delivered to a subscribers email address.

As your subscriber base grows it is a gold mine for you and your information products. As long as you have subscribers you have potential to make money virtually anytime 24 hours a day by sending out an offer to your list. When you weave your products into your newsletter you are packaging free information with products for sale which is a less threatening way for someone to buy from you.

This is 4 ideas on selling information products. These are all proven ways to do it and when you make your products digital in nature you can do it all online.