Low of 10 Options

A few years ago I had the pleasure of hearing Jim Rohn, an international motivational speaker, speak at a sales conference in Calgary. One of his many suggestions was to be guided in life, and in sales, by the Law of Ten Options. His point is this: with a cancellation or postponement of an event, there are always ten other options—ten alternatives to consider. For example: if you and your spouse had planned an evening out with the Jones but at the last minute they gracefully declined due to sickness, you now have ten options to consider—go see a movie, see a play, visit other friends, clean the garage, read a book and so on. All is not lost because of a sudden change in plans. The first five or six options may present themselves quite readily, whereas the final three or four may require some creative thinking—perhaps even some alternatives outside your comfort zone. It works well. My wife and I often discuss our ten options and frequently come up with options that are as enjoyable or more enjoyable than the original cancelled event.

Rohn's law can be applied to all situations and it can be particularly useful in pursuing the spirit of creative negotiation. Have some fun with it. Anyone with teenagers will immediately understand how effective it can be—teenagers exercise the Law of Ten Options on a daily basis.

Negotiation is not a game with a single objective but rather one step in building effective long-term relationships. It is only one of the ten steps in your Sequential Model but it can be the pivotal point in your relationship and your success. During negotiation you forge an agreement—like taking the relationship from a courtship to a marriage. "Will you marry me?" may not be your actual request but your final confirmation (the five magic words) certainly suggests the commitment and responsibilities of a marriage.

One of the surest ways to successful negotiation is to be well prepared. It's essential, but planning is often overlooked in the excitement of approaching the finish line. It's like training and conditioning to run a marathon but then running out of steam at the 24-mile mark. So many salespeople come close to the finish line but fail to complete the race because of a lack of training and preparation. We cannot afford to ignore the dire consequences of inadequate preparation. Planning is not an isolated step of your Sequential Model but is a prerequisite to successful graduation of each and every step—including creative negotiation.

The skills outlined in this chapter will help you to build confidence and reach your business and personal objectives. Understand not only how to negotiate, but when. Review the five principles regularly and continue to fuel your confidence to not only run a good marathon, but to finish it.