Do you know how to tip the balance in a
negotiation?
Are you fully aware of the stakes involved in your negotiations?
Can you reconcile ‘successful negotiation’ and ‘customer
loyalty-building’?
For whom
Sales people or managers with proven
sales and negotiating experience
Objectives
Understand the negotiation process.
Choose your negotiating style to suit the context and what you
know about the customer.
Optimize your preparation for negotiations.
Excel in face-to-face meetings.
Adopt the most appropriate behavior in the situation.
Program
The sales negotiation process
- Evaluating the risks of sales negotiation.
- Choose your negotiating position before the meeting.
- Preparation.
Being an effective negotiator in meetings with professional
buyers
- Mastering the seven keys to effective meetings.
- Avoiding the traps and tricks used by professional buyers.
The relationship: the heart of successful negotiation
- Communicating effectively.
- Developing interpersonal relationships.
Conclusion: six-point checklist to the three dimensions of
negotiation
- Sell first, negotiate afterwards ... if necessary.
- If you feel like a hostage, free yourself first.
- Feel responsible for your company’s margins, not your
client’s.
- Negotiate the various terms of the agreement.
- Create a favorable relationship at the end of the contract.
- Be a leader in your client relationship and not the great
soloist virtuoso when negotiating with the buyer.
Benefits for the participant
Drive sales through effective
negotiation.
Be a more proficient negotiator.
Be a confident negotiator.
Improve professional and personal relationships.
Benefits for the company
Increase the long-term ROI of
commercial agreements.
Find new ways to consolidate customer strategies.
Build effective relationships with your customers.
Develop the flexibility, adaptability and effectiveness of your
sales teams.
Concept
Three dimensions of sales
negotiation
1] Process: organize the way you plan and prepare for your
negotiations
2] Relationship-building: know the most effective way to behave
and communicate.
3] Structure: master the techniques of conducting negotiations.
The roadmap of successful negotiation meetings:
- Maintain the balance of power
- Allow yourself room for maneuver
- Understand the difference between selling and negotiating
- Never give away: always trade off
- Be able to improvise
- Reassure the other party
- Steer the meeting
Intensive practice for a first-hand experience of the three
dimensions of negotiation
The Lilly case: what are the keys to successful negotiation?
Pair work discussion and full-group summary on:
- The objective and process of negotiation.
The Tuba case: the importance of relationships
A high-impact video sequence: individual feelings and
reflection, then work in sub-groups:
- Raise awareness of the importance of interpersonal
relationships, over and above a command of negotiating
techniques.
‘Eight buyer traps’: become negotiating tacticians!
A learning game in the form of a puzzle played in sub-groups:
- Spot and understand each trap, and find ways to avoid them.
