strategic negotiations...isolate in the act of closing why negotiations fail 1 - lack of adequate...
TRANSCRIPT
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
Thank You!