Knowing the factors a prospect uses to make a buying decision is critical to successful negotiation.
Customers today are more astute and better informed about their options and alternative sources of supply. They are educated about your competition. They demand the best price and the best deal. They are unlikely to accept an initial proposal and often plan to negotiate modifications before they buy.
Knowing the information a customer is using to make a buying decision allows the salesperson to respond with alternatives geared toward the prospect's decision to buy. Addressing the specific factors that create the prospect's buying decision allows the salesperson to present a balanced negotiation.
Participants must have authority to negotiate at some level with the internal or external customer.
| · | Recognize when to negotiate in the sales cycle. |
| · | Use skillful communication to ensure you know a customer's needs before negotiating. |
| · | Gain time to present a suitable response to customer demands. |
| · | Negotiate alternatives as necessary and sell solutions. |
| · | Respond appropriately to emotions expressed by the customer. |
| · | Ensure the customer and sales representative leave the sale feeling that each received value. |
| · | Once a proposal is presented, the salesperson focuses on price. |
| · | Potential customers pick apart proposals without seeing the entire value of the solution. |
| · | Customers often walk away feeling that they didn't get a good deal. |
| · | Sales representatives work hard to establish a competitive advantage with customers only to downplay this advantage in negotiations. |
| · | One-day program |
| · | Two trainer(s) |
| · | Maximum class size: 18 |
Adjust quantities to suit your program
| · | One Facilitator Guide with timed agenda |
| · | Media Disk - Power Point of training sides, review copy of workbook and handouts |
