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BILLY ONG
Sales Negotiation
A 2 – Day Programme
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| Programme Outline |
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| › What is Involved in Sales Negotiation |
- The basics of sales negotiation
- The process (script reading)
- Is it “selling” or “Negotiation”
- It’s a give and take (script reading”
- The flow of this programme
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| › 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 characteristic of effective sales negotiations
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| › 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
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| › 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 assumptions
- Case study: Pinnacle Electronics
- Writing out a Negotiation Statement
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