Role of the Professional Salesperson
- Understand the Difference Between Manipulative Selling and Consultative Selling
- Be Aware of Key Sales Responsibilities of Professional Salespeople
Role of the Buyer Defined
- View the Sales Negotiation Process More Objectively from the Customer’s Viewpoint
- Understand the Concept of Selling Profitable Deals More Fully
- Analyze the Financial Aspects of a Deal
- Be More Aware of Your Perceptions of the Sales Negotiation Process
- Build a Stronger Foundation for Selling to a Sophisticated Buyer
- Become Familiar with Common Ploys and Countermeasures Used in Sales Negotiations
Role of the Professional Salesperson Redefined
- Understand a Typical Buyer’s Motivation in Most Situations
- Differentiate Yourself from Your Competition
- Become More Aware of the Consultative Sales Process
- Understand the Difference Between Selling and Negotiating
- Understand the Importance of Selling First, Negotiating Last
- Handle Premature Negotiation Pressure from the Buyer
- Know When and When Not to Negotiate
The Sales Negotiation Process
- Identify Elements of an Offering
- Identify Negotiating Chips
- Assess and Define Negotiating Authority
- Create Value, Which Offsets the Need to Make Concessions
- Understand the Value of Maneuvering Room, Concession Planning, and Planning
Using Powerful Sales Negotiation Planning Tools
- Understand the Process of Establishing Settlement Ranges in Advance
- Understand the Concept of Planning for Concessions
- Become Familiar with the Sales Negotiation Planning Instrument
- Become Familiar with a Format for Providing Feedback on the Sales Negotiation Process
A Sales Negotiation Exercise
- Develop Settlement Ranges
- Identify Negotiation Chips
- Plan Concessions
- Complete the Sales Negotiation Planner
- Recognize the Importance of Planning
- Evaluate the Sales Negotiation Process More Fully
Win-Win Sales Negotiations
- Determine If a Sales Negotiation Was a Winner for Both Sides
- Avoid Many Critical Mistakes in Sales Negotiations
- Understand the Importance of Following Through After the Negotiation Is Completed
- Understand Your Own Effectiveness in Sales Negotiations
- Develop a Plan to Improve Your Sales Negotiation Effectiveness
Power and Position in Sales Negotiations
- Evaluate Relative Strategic Positions of the Parties to a Sales Negotiation
- Understand Fundamental Strategies for Various Power Positions
- Become Aware of Different Sources of Real and Perceived Power
Increasing Your Personal Power in Sales Negotiations
- Identify the Four Primary Negotiating Styles
- Understand the Primary Goals and Fears That Motivate Each of the Four Styles
- Apply Basic Strategies to Favourably Influence Each of the Four Styles
- Be More Effective in Persuading Buyers Who Are Different from You
Case Study: Negotiating a Mutually Profitable Win-Win Sale
- Develop a Greater Appreciation for the Importance of Internal Negotiations
- Gain Additional Experience in Developing Settlement Ranges
- Gain Additional Experience in Identifying Negotiating Chips
- Gain Additional Experience in Planning Concessions
- Gain Additional Experience in Completing the Sales Negotiation Planner
- Become More Effective in Sales Negotiation Planning
- Influence Buyer Behaviour More Purposefully
- Evaluate Your Personal Performance More Fully
Tips for Achieving Success as a Sales Negotiator
Become More Aware of Key Elements That Lead to Success in Sales Negotiations
Using Powerful Sales Negotiation Planning Tools
Understand the Process of Establishing Settlement Ranges in Advance