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CLASSIC SERIES - 5

SALES NEGOTIATING SKILLS

2
Days
Group
For Whom
  • Anyone involved in the sales negotiating process.
At the end of the programme the participant would have learnt
  • How to prepare for Negotiations
  • The different negotiating styles and how to adapt to them
  • The different variables to trade instead of just focusing on Price 
  • How to Identify the tactics of the customer and plan the counter 
The Four Phases
Prepare

Discuss

Propose

Bargain
fast-forward-solid
BEFORE THE PROGRAMME A readout to get ready for the programme
AFTER THE PROGRAMME A 20 min ONE on ONE coaching
fast-forward-solid
What makes an Effective Negotiator?
  • The Process
  • The Skills
  • The Attitude - A Feeling of Capability
  • What kind of Negotiator am I - A behavioral test
The Preparing Phase
  • The importance
  • Preparing vs. Preparedness
  • What needs to be prepared
  • Analyzing the competition-SWOT with a Twist
  • Analyzing the customer
The Discussing Phase
  • Establishing position and interest
  • Recognizing Desirable and undesirable behaviors
  • Questioning, listening and conversation technique
  • Understanding the position and interest
The Proposing Phase
  • If..then..+... technique
  • Choosing variables
  • Effect of moving on price
  • Cost vs. Value matrix
  • Volume Vs. Discount profitability view
The Bargaining Phase
  • Customer tactics vs Counter tactics
  • Three types of negotiators
  • Handling the deadlock
  • Dealing with hard bargainers
The Behaviors to Succeed
  • Being seen as value adding
  • Being trustworthy
  • Being clever but credible
  • Being financially savvy
Conversation
"Negotiating is a lot more than mere bargaining"