the collaborative sales negotiator

Introduction

A collaborative sales negotiator:

• Provides high perceived added value to the customer.
• Encourages the customer's involvement and support for a high margin solution.
• Thinks strategically.
• Is creative and entrepreneurial.
• Closes the sale by negotiating for both parties to profit.
• Enjoys higher than average margins results.
• Faces competitive situations with confidence.

Key Learning Outcomes

• Develop a negotiating strategy using the 5 total performance guidelines in negotiating profitable sales.
• Clearly identify the cost of any concession that is being considered and the value of it to the other party.
• Obtain the Customer's "shopping list" before commencing the bargaining stage of the negotiation.
• Focus attention onto the dominant buying motive at each potential impasse phase of the negotiation.
• Recognise the four major causes of an impasse and position the negotiation strategy to avoid the impasse occurring.
• Project personal power into the negotiation whilst maintaining a collaborative "win-win" atmosphere.
• Prepare a strategy to counter the major tactics buyer's use in gaining maximum concessions.
• View the negotiations through the eyes of the buyer.
• Recognise the difference between selling and negotiation.
• Employ the P.R.I.S.M. pre-proposal strategy to ensure the solution has been accepted and there is a clear desire to proceed with the proposal before the negotiation commences.
• Organise negotiation into four stages: Preparation: Preliminaries: Bargaining: Finalising.
• Use the power of information to negotiate a win-win settlement.

Key Points

• Project a collaborative approach so that both parties maximise their individual wins.
• Work with the other party to provide added value and build long term business partnerships.
• Focus on the overall result rather than scoring minor negotiating points.
• Search for areas of common ground to resolve differences.
• Listen to the customer's viewpoint and look for alternatives to satisfy the needs of both parties.
• Explore mutual interests to build win-win outcomes.
• Display creativity in problem solving and conflict resolution.
• Build a persuasive case for their negotiating points from a "YOU" perspective

The 10 Negotiating Guidelines for Collaborative Sales Negotiators:

• Include a satisfactory situation for the other party also.
• Aim High.
• Know your customer before you start negotiating.
• Don't give away information or concessions without getting an equal amount back in return.
• Learn not to give in easily and begin conceding too soon.
• Keep the whole package in mind at all times.
• Negotiate at your pace; don't be rushed to concede with the promise of a speedy conclusion.
• Keep searching for variables to trade and achieve acceptable compromises.
• Don't let the customer manipulate your attitude.
• Test for a quick commitment, but be prepared to negotiate using time.