selling negotiations
TRANSCRIPT
Successful Negotiations Skills
The Trucon Consulting Group, LLC
Successful Negotiations Skills
The Selling Process1. Prospecting – Marketing2. Preparation3. Presenting4. Overcoming Objections5. Closing6. Building Relationships
Successful Negotiations Skills
When Not to Negotiate
Before you establish your value proposition
During the overcoming objections step of the selling process
Successful Negotiations Skills
Establish the Groundwork
Agree to negotiate Set the agenda Choose a team
Successful Negotiations Skills
The Process Start with the maximum
reasonable position Otherwise when you
concede you’re lying Develop an acceptable
offer Develop a walk away
position Remember – The
agreement is still at risk
Everything is Negotiable
Examples
Pricing
Payment terms
Training
Warranty
Tech support
Upgrades
Successful Negotiations Skills
Successful Negotiations Skills
ExamplesPackagingSizesElectronically vs PersonallyFinancingInterest RatesCertificationsApproved DistributionMarket AccessCustomer Lists
Successful Negotiations Skills
Negotiation Rule
Do not settle an individual line item until all items are negotiated
Successful Negotiations Skills
Conceding is Essential Almost always accept an
offer, but with a counter First concession always
the largest Know the industry and
your counterpart by doing excellent research
Engage an expert if necessary
Successful Negotiations Skills
Understand People and Motivation
DISC Profile Fear, Anger, Love, Hate, Ego, Pride Network with the other party Offer specific and general
responses, Krunching
Successful Negotiations Skills Propose an Agreement and Put It in
Writing
An offer Acceptance Terms Medium of exchange
Currency or barter Two sane parties of legal age Signed – Witnessed Be careful about setting poor precedents
Successful Negotiation Skills
Gary D. SealeThe Trucon Consulting Group, LLC
www.truconbd.comhttps://www.linkedin.com/in/truconbd
Austin, TXhttp://www.slideshare.net/GaryDSeale/selling-negotiations