the collaborative sales negotiator



Objectives

The course is designed specifically for salespeople to counter strategies employed by the competitive buying negotiator. It is often said that there are only three ways to make more profit. Raise prices, sell more at the same rate or cut costs. The Collaborative Sales Negotiator adds a fourth dimension; to achieve greater profitability in today's modern business environment there is a specific requirement to develop the skills which enable Negotiators to:
NEGOTIATE A BETTER SETTLEMENT.
A Collaborative negotiating approach ensures that both parties maximise their individual "WINS".

Target Audience

Sales Management: Salespeople: Account Managers: Buyers wishing to learn sales negotiation strategies:

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.