strategic negotiations...isolate in the act of closing why negotiations fail 1 - lack of adequate...

STRATEGIC NEGOTIATIONS

Client Centered Sales Process

• Approaching • Receiving Information • Presenting Benefits • Responding to Objections • Gaining Commitment

Using Negotiation • Purchasing

• Relationships

• Committees

• Jobs/Promotions/ Salary Increases

• Sales

Why Negotiate

Good sales negotiation can easily add 10% to

sales revenues, which goes straight to the bottom line as incremental profit.

What is Negotiating

• Reach agreement

• Crafting outcomes

• Doing the right thing not just being right

What is Negotiating Not

• Giving concessions

• Being unreasonable

• Not SELLING

When Negotiate CCS Sales Process

• Approaching

• Receiving Information

• Presenting Benefits

• Responding to Objections

• Gaining Commitment

Negotiating Value

The 5-Point Strategy

• What do I want?

• Why do I need it?

• What do they want?

• Why do they need it?

• What are the possible outcomes?

Johari’s Window

You Know

You Don’t Know

Prospect

Knows

Public Blind Spot

Prospect

Doesn’t Know

Hidden Unknown

The Salesperson’s Window The Salesperson’s Window

Example

Behaviors

7 Different Types of Buyers

The Nibbler

• Isolate in the act of closing

• Use Quid Pro Quo

When negotiating, you need closure. Therefore, know all the terms and

conditions, and make sure you isolate them each and every time. Example: - Sales person, “Is this the only thing we need to discuss?” - Customer, “Yes” - Sales person, “You sure there is nothing else out there that is

stopping you from signing this contract today?” - Customer, “ Yes, I am sure.”

Closing the Sale

Assume that the client is ready for the next step and attempt to move forward.

Example:

You’ll have the agreement in your hand by the end of the day.

Assumptive Close

Choices

Quid Pro Quo

Urgency

Have the client choose between multiple options.

Example:

Do you want to reserve the week of the 14th or 21st?

Confirm that if you can meet certain criteria the client will move forward.

Example:

If we can come to agreement on the cost of transportation, are you saying that we can move forward with this?

Create urgency by letting the client know that there is limited availability of the product or time restrictions on product/service.

Example:

This sells out quickly, however, I can confirm this for you now while it’s still available?

Isolate in the Act of Closing

Why Negotiations Fail

1 - Lack of Adequate Preparation

2 - Lack of Trust

3 - Did Not Build Rapport

4 – Misread Other’s Motivation

5 - Emotional Involvement

6 - Fear of Leaving Something on the Table

7 - Lack of Leverage to Move Transaction Alone

8 - Real Issues Not Communicated or Understood

9 - Bringing in Legal Counsel Too Soon

10 - Conflicting Personalities

11 - Tactics were Transparent

12 - Deal is No Longer a “Good” Deal”

Do’s and Don’ts

• Do give concessions slowly

• Do use Time as a negotiating leverage

• Ask for help

• Don’t be afraid to walk away and come back

• Never give without getting something

• Don’t meet half way

Legendary Sales and Service

Contact Information…

Amber Fox 614-353-3194

amberfox@signatureworldwide.com

Thank You!