Negotiation is one of the most common approaches used by businesses to make decisions and manage contractual disputes. Every dollar a sales person gives away in unnecessary discounts and unneeded free “extras” is a dollar lost forever from the bottom line. Yet even seasoned, well trained sales professionals fall into costly negotiation traps that cost their companies money. They give away too much too quickly. They surrender information which erodes their negotiation power. They talk too much about price and not enough about value.
Each sales person knows that gaining customer commitment is a sure way to a profitable business partnership. But in today’s marketplace, securing customer commitment is more challenging than ever before. Increasing competition and escalating customer demands make it difficult for salespeople to gain acceptance of an initial sales proposal. More often than not, the salesperson is expected to negotiate or risk losing the business.
This two (2) day seminar gives the participant tools and techniques to use in the negotiation process and how to position their products and services as value add to the customer without having to give up unneeded free extras or potential earned revenue.
Seminar Objectives:
- Identify the role of the salesperson in the negotiation process
- Identify the role and expectation of the buyer in the negotiation process
- Develop a winning strategy
- Implement your plan
- Manage your internal resources
- Discuss setting your negotiation range
- Define the steps in the negotiation process
- Getting to Agreement
Topics discussed during this seminar are:
- Role and Responsibilities of the Account Managers
- Understanding the Types of Customer relationships
- Tools to Improve the Negotiation Process
- Determine Which Situations Require Selling Skills vs. Transactional or Consultative Negotiations Skills
- Understanding the Customer’s Perspective
- How to Develop a Mutually Beneficial Agreement
- Adopting a Rational Mindset for Negotiating
- How to Generate variable Alternatives that satisfy the Requirements of All Parties
