This course is provided by Wintrac.
Wintrac
provides one stop shopping for all your IT training needs. Wintrac’s course
catalog of over two thousand courses includes courses on
Leadership Development
training
Overview:
The Master Sales Negotiator Self Learning Program is a powerful and effective system that will teach you the skills necessary to close profitable deals while managing customers’ perceptions and building positive, long-term relationships. After working through this program, you will understand how to: control the negotiation process, utilize concession strategies and recognize concession patterns, overcome buyers’ tactics, and develop a complete, yet flexible, negotiation strategy that results in beneficial deals. The Master Sales Negotiator Program is a proven, easy-to-use, comprehensive system that has delivered results for thousands of salespeople across the globe.
Audience:
Sales professionals interested in maximizing their negotiation skills and understanding.
Prerequisites
None.
Course duration:
This is a self-paced program.
Course outline:
1. Core Tools of an Effective Negotiator
- The Fundamental Exchange
- The Power of 1% Negotiating
- The Real Secret to Negotiating Success
- The Settlement Range
- Finding the Customer’s Least Acceptable Settlement
- The Buyer’s LAS in a Competitive World
- The Buyer’s Added Value Matrix
- Information to Find
- Different Approaches for Telephone Negotiations
- Negotiating with a Large Customer Team
- Building Relationships with Difficult Buyers
- Handling “Give Me Your Best Price”
2. The Negotiating Cycle and the Psychology of Negotiation
-
Negotiating Cycle
- The Maximum Supportable Position
- The Total Information Situation
- Managing Their Perceptions of Your LAS
- Patience
- Tracking Time in a Negotiation
- The Negotiation Deadlock Process
- Building Relationships
- Creating the Win/Win Outcome
- Problem Solving Negotiations
- Working with Customers Who Never Reach Their Volume Targets
- Handling an Ambush Negotiation
- The End Run
- When Buyers Become Fixated on One Particular Item
- Bidding as it Relates to the Negotiation Process
3. Concession Strategies
- Asymmetrical Trades
- Concession Strategies
- The Yes If … Strategy
- Justifying Concessions
- Concession Patterns
- Split the Difference
- The LAS Magnet
- Introduction to Tactics
- Authority Limits
- Strawman
- Performing Without Having Added Value
- Handling a Boss Who Wants to Get Involved in the Negotiations
- Negotiating a Price Increase
4. Negotiation Tactics
-
Good Guy – Bad Guy
- Policy and Resource Limits
- Where to Negotiate and How to Set the Stage
- Speed Up
- Leaked Information
- Playing from the Weak Position
- Final Offer
- Broken Record
- Playing Dumb
- Change the Negotiator
- Unpredictability
- The “What If” Tactic
- The Hovering Pen and the Nibble
- Signaling
- Linkage and Separation
- Agreement in Principle
- Focal Points
- Fair and Logical
- Acting
- Walking Out of Negotiations
- Handling Customers Who Threaten Legal Action
5. Strategizing and Planning the Sales Negotiation
- Face Saving
- Helping the Other Party Sell the Agreement to Their Organization
- Emotions
- Caucuses
- Silence
- Body Language
- Planning the Negotiation
- Non-Price Settlement Ranges
- Customer Added Value Matrix in Detail
- The Four Categories of Added Value
- The Brutally Honest Added Value Differentiation List
- Raising the Customer’s LAS
- The Planning Agenda
- Team Planning
- Flex Plan
- Deal Breakers
- Customers Who Cherry Pick Your Included Services
