WD Consulting & Training Services
 

Sales Negotiation

DAY 1

Module 1 - What is involved in sales negotiations?
- The basics of sales negotiations
- The process (script reading)
- Is it "Selling" or "Negotiating"?
- It's a give and take (script reading)
- The flow of this programme


Module 2 - Sales Negotiating Crimes
- Inadequate planning time
- Week information gathering
- Failing to negotiate internally first
- A rigid mind set
- Giving concessions too early
- Responding too quickly to each demand
- Not calling time-out
- Not putting yourself in the customer's shoes
- Letting egos interface
- Inattentive follow-through
- Four characteristics of effective sales negotiations


Module 3 - Basic Sales Negotiation Principles
- The 12 principles in sales negotiations
- Customers are paid to press for concessions
- Sales people have more leverage then they think
- There is always a Win-Win possibility - look for it
- The salesperson should always ask for something in return
- Negotiation is an attitude


Module 4 - Identifying Negotiating Objectives: Ours and Theirs
- Negotiable areas to consider
- Identifying trade-offs
- Create a negotiation objectives matrix
- Understanding the customer's need and wants
- Clarigy and test your assumpitons
- Case study: Pinnacle Electronics
- Writing out a Negotiation Statement


Module 5 - Assessing Leverage and Limitations
- Exploring the 8 areas for sales leverages
- Identifying your leverages and limitations
- Identifying the customer's leverages and limitations
- Case Studies & excersice

 
DAY 2

Module 6 - Assessing the key parties and key influencers
- Know who's who in the DMU of the organisation
- How do you deal with the members concerned in your transaction


Module 7 - Negotiating Styles
- Four styles are involved
- Participants are required to identify the style the suits them


Module 8 - Planning Win-Win Strategics and Tactics
- The four key strategic questions
- The classic win-win negotiation (script reading)
- Customer win-lose strategies
- The "Drop a Bomb" tactic
- Counter-tactics for win-lose customers
- Down by the seashore : A win-win negotiation
- Understanding the 8 counter-tactics to maintain and win customers
- Win-Win strategies and fall-back positions
- Differentiating your offer from the competition's


Module 9 - Negotiating Tools
- Assessing the negotiating climate
- Test your plan on the manager (script reading)
- The 6 areas of the sales negotiation planner (scirpt reading)
- Understanding the model of a sales negotiation planner
- The offer/response planning tool

 

Duration : 2 Days

 

From our participants who successfully applied the techniques:

- Mr. E.H. Ooi, Director, Jabil Global Services

- Mr. Ong Choon How, Marketing Executive, Staroil Marketing Sdn Bhd