Possessing a sales negotiation strategy enables you to sustain your sale and manage buyer reactions and behavior.
The course provides the tools to become a skilled negotiator and to approach negotiation meetings with greater confidence. Both the tactical aspects of negotiation and the behavioral dimension of resisting pressure and successfully concluding the negotiation are addressed
- Handle all types of business negotiations with all types of stakeholders
- Mastering the most established negotiation techniques
- Identify the different negotiating styles of purchasing
- Defend the business proposal and resist pressure from the prospect or customer
- Getting a quid pro quo for each concession
- Sellers
- Commercial technicians
- Agents
Better prepare for business negotiation
- Economic implications of negotiation
- Keeping margins under control
- The model for anticipating buyer behavior
The buyer-seller relationship
- The buyer-seller power relationship
- Decoding the buyer's style
- Questions to ask to act on power relations
- A key point: convince before negotiating
Preparing the trade negotiation for room to maneuver
- Define goals, predict barriers, and set a demand level of
high start
- Processing of the initial argument/need binomial
- A simple and concrete tool: the goal matrix
- The construction of structured arguments
Aiming for a high-margin sale
- A simple 4-step method to always get a quid pro quo
- Know how to steer customer requests toward less expensive or nonrepetitive concessions
- The hard cases: negotiating with a nondecision maker or where there is little leeway
Defending the price: resisting objections
- Effective techniques for presenting price with confidence: when and how
- Defending supply and price
- "Review the price if you want to close": dealing with objections and selling the value added proposal
Identifying and foiling buyer's tricks
- Mistakes to avoid and possible tactics
- Resisting the impositions of "take it or leave it": how to say no when necessary
- From positional warfare to the search for common interests
- Win-win negotiation techniques
Getting to the conclusion
- Pre-closing techniques: exploratory and commitment questions
- Facilitating decision making: the art of concluding negotiations
- A concrete method for gaining customer commitment
Exercises
- Simulations on price presentation and how to obtain quid pro quos
- Pre-closure techniques
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