COURSE CONTENT
Module 1
What is involved in sales negotiation
•The basics of sales negotiation
•The process (script reading)
•Is it “Selling” or “Negotiating”
•It’s a give and take (script reading)
Module 2
Sales Negotiating Crimes
•Inadequate planning time
•Weak information gathering
•Failing to negotiate internally first
•A rigid mind set
•Giving concessions too early
•Responding too quickly to each demand.
•Not calling time-out.
•Not putting yourself in the customer’s shoes.
•Letting egos interfere.
•In attentive follow-through.
•Four characteristics of effective sales negotiations.
Module 3
Basic Sales Negotiation Principles
The 6 principles in sales negotiation :
•Customers are paid to press for concessions.
•Salespeople have more leverage than they think.
•Always try to make it easier for the customer to negotiate.
•There is always a WIN-WIN possibility – look for it.
•The salesperson should always ask for something in return.
•Negotiation is an attitude.
Module 4
Identifying Negotiating Objectives: Our & Theirs
•Understand the two types of objectives in sales negotiations.
•Negotiable areas to consider using the “musts” and “wants”.
•Evaluating trade-offs.
•Create a negotiation objectives matrix.
•Case Study: Pinnacle Electronics.
•Workshop.
Module 5
Negotiating Styles
Four styles are involved.
Note: Participants are required to identify the style that suits them.
Module 6
Assessing Leverage & Limitations
•Identify your company’s/product’s leverage and limitations.
•Identify the buyer’s leverage and limitations
•Exploring the 8 areas of sales leverage.
Module 7
Assessing the key parties & key influencers
•Know who’s who in the DMU of the organisation.
•How do you deal with the members concerned in your transaction?
•Workshop
Module 8
Planning Win-Win Strategies & Tactics
The Reactive and Proactive perspectives.
Understand the various types of customer strategies to win a
negotiation and the counter-tactics available to you.
Module 9
Negotiating Tools
Applying any one of the following planning tools:
•The Sales Negotiation Planner.
•The Concession Curve; and
•The Offer/Response approach