Module 3
This course focuses on generating a "win-win" outcome between you and your Client. We look at ways to increase profits, whilst protecting your Gross Profit. We train the sales team to trade in concessions and identify and deal with difficult customer behaviour. By planning more effectively for successful negotiations, we will achieve better clarity of terms and fewer implementation hassles. How do we maximise our power, reduce the fear of threats, and make realistic walk-away decisions?
OBJECTIVES:
By the end of the course participants will be able to:
- Plan and prepare for all types of negotiation
- Understand the impact on company profitability of discounts or other concessions made to a customer
- Build business needs into negotiations through S.P.I.N selling
- Understand the use of concessional training in negotiations
- Understand how individuals lower and higher your aspirational levels
- Use the' fear of loss' effectively
CONTENT:
Philosophy of negotiation
- Key principles of successful negotiation.
- Building long-term relationships.
- Recognising and managing buyers tactics.
Understanding the impact of concessions
- Impact of discounts and rebates.
- Pricing decision models.
Planning your negotiation strategy
- Assessing the situation.
- Identifying your negotiation objective and selecting effective strategies and tactics.
- Preparing the negotiation structure.
- Maximising the value proposition.
Negotiating effectively
- Interpreting the signals.
- Communicating convincing value propositions.
- Concessions and counterparts patterns.
- Distributive and integrative tactics.
Behavioural aspects of negotiating
- Resolving disagreement and conflict.
- Understanding buyers' motivational value systems.
- Top 10 'dirty tricks' used by buyers and how to handle them effectively.
