| Session I ~ 45 Minutes |
|
Introduction to Negotiating Principles – Negotiating is a Process |
|
|
Salespeople often believe that negotiating is something that occurs at the end of the sales process near the close. Nothing could be further from the truth. Negotiating is a process that occurs along with the sales process. What you do and say at the beginning of this process severely affects what takes place at the end of it. In this session we are explain and evaluate negotiating principles and how proper positioning throughout the entire process impact the ability to justify your price and protect your margin. |
|
|
|
| Session II ~ 45 Minutes |
|
How Different Types of People Negotiate |
|
|
Customers and prospects have different expectations from salespeople. If they are treated the same, the salesperson is missing opportunities to move the process forward. This easy to use method teaches time-proven skills for recognizing expectations and building positive relationships. Attendees learn a better understanding of themselves and other people, how to work and negotiate with people in varying situations, and how relationships affect the perception of value. |
|
|
|
| Session III ~ 45 Minutes |
|
Tactics |
|
|
Tactics people use when negotiating are reviewed. Covert and overt tactics are covered with examples and counters. |
|
|
|
| Customized Virtual Sales Call ~ 45 Minutes |
|
First Virtual Negotiating Call via Zoom |
|
|
Participants negotiate—individually—with a Sales Concepts instructor during a recorded sales call via Zoom. The scenario, designed by their managers and a Sales Concepts instructor, simulates a realistic environment. Participants should demonstrate value in the meeting. Individual feedback is provided following the call. |
|
|
|
| Session IV ~ 45 Minutes |
|
How Questions Impact the Negotiating Process |
|
|
Asking questions is essential to discovering and understanding what is important in a negotiation. Purposeful open-ended questions asked with intent provide the best information. |
|
|
|
| Session V~ 45 Minutes |
|
Assumptions - Concessions - Power |
|
|
Assumptions: Work to avoid relying on assumptions. They keep you from evaluating a situation with an open mind and impede creativity.
Concessions: We all must compromise when negotiating. Do it in a way that does not damage your margins.
Power: Understand, identify and leverage your sources of power.
|
|
|
|
| Session VI ~ 45 Minutes |
|
Situation Analysis |
|
|
The use of a strategic negotiating planning tool is discussed. We provide the tool for all participants. |
|
|
|
| Customized Virtual Sales Call ~ 45 Minutes |
|
Second Virtual Negotiating Call via Zoom |
|
|
This second negotiation is a follow-up to the first negotiation and an opportunity to close. Feedback from the instructor follows the twenty-minute negotiation. The tactics used are discussed regarding their effectiveness. Comments, feedback, and recommendations by the instructor make this a powerful learning session. |
|
|
|
| Session VII ~ 45 Minutes |
|
Course Summary |
|
|
Attendees and instructors discuss the negotiating process and what they plan to do differently as a result of the course. Attendees are encouraged to set themselves apart from the competition, pay attention to style, ask questions, listen, negotiate value instead of price, and close throughout the process. |
