Blog: A sales negotiation process

"Remember the Nissan negotiation we talked about - it finally paid off with 2 new program/business awards and 1 follow-on award - nomination letters received. Total annual sales revenue is $5MM."

Account Manager Tier I

"Ed provided us with an action packed, fully interactive training program on sales negotiation skills. He was able to effectively engage our diverse sales teams and provide them with many takeaways that can be used immediately in our daily negotiations. Ed focused our sales teams to: understand the Guiding Principles, apply techniques to manage the negotiation process, and to "think on our feet" to disarm argumentative situations. I have already seen our staff putting the training to use in their daily negotiations. It was time well spent for our sales team."

V.P. Sales - major aftermarket supplier

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Sales Negotiation Skills Training

Maintain Your Margins and Enhance Customer Relationships

Major focus:

  1. Preparation is key to success

  2. Talk in the language of business: cash, working capital, return on assets, margin / income, NPV, IRR, DSO, etc.

  3. Utilize personality style analysis tools strategically and tactically during a sales negotiation

  4. Adapt LinkedIn Advance for Networking techniques to profile decision makers

  5. Use decision making triggers of: logic, emotional (intuitive) feelings, and credibility

  6. Understand the negotiation process, tricks, and gambits

  7. Use refocusing techniques to "think on your feet"

  8. Use questioning and listening skills to acquire information on the needs, wants, positions and interests of the customer

  9. Respond where it is a "blame" game or irrational conflict

  10. Craft a strategy to enhance the relationship after the agreement

  11. Structure the sales negotiation process to know what tradeoffs are reasonable and when to walk-away from a deal

  12. Use Tablets and Cloud technology to improve productivity of sales professionals

Protect your price (margin) and grow marketshare is today's mantra. And applying sales negotiation skills with various buying types: purchasing specialists, buyers, commodity managers, technical managers, design engineers, release engineers etc. is difficult. They are savvy, educated and know the tactics and gambits of vendor negotiation. Their concept of negotiation is to commoditize the product or service so that price and delivery are the only factors in the negotiation. Sales professionals are challenged to differentiate and show the financial value-added benefits. Effective negotiation requires preparation, ability to talk as a business person, customer insight, creativity, ability to "think on your feet", courage, persistence, and the "right" attitude. The skills process, such as the program for CharBroil, is designed for the business to business negotiation environment where long term relationships are important. Our negotiation process, honed for decades in the difficult negotiation environment of the automotive industry, uses financial value and refocusing techniques to alter, or neutralize, the buyer's perceptions. The process uses tested sales negotiation skills to: maintain the relationship, minimize concessions, and protect margins.

Delivery methods:

  • One-on-one coaching
  • National / annual associate meeting topics with break out sessions
  • Classroom instruction emphasizing technique practice with role-plays and case studies
 

 

 
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