Sales Negotiation Strategies and Techniques

A two-day, custom-tailored, onsite workshop packed with interactive exercises, role-plays, as well as both small-group and full-group discussions. This program is the perfect extension to the Sales Excellence® Core Methodology for sales professionals who face significant competitive pricing pressure and profit erosion.

Learning Objectives

Create a comprehensive strategy for each account so you are consistently presenting new ideas that maximize profits for you and your clients.

Develop tools and processes that document requests and tradeoffs already made as well as how to turn every customer request into an opportunity for a tradeoff.

Using a business case or ROI projection, help your buyer recognize benefits in order to validate the value received for your price.

Use the Sales Excellence Negotiation Process to identify and overcome objections, reach mutually beneficial agreements, and bring business to closure.

Internalize and apply the Top 10 Rules of Effective Negotiation to position yourself to win while commanding a premium price.

Establish primary and secondary negotiation strategies and the top three tactics for each.

Establish parameters that detail what’s negotiable and what isn’t.

Establish effective competitive differentiation based on what your buyer values

Learn to minimize price erosion and protect profitability using tradeoffs, counter offers, and hypothetical resolutions.

Learn and practice the Top 10 Most Effective Negotiation Techniques.

Module 1 : Identifying and Minimizing "Profit Leaks"

The concept of margin and profit “leaks”
Exercise: Where are you leaking margin/profit?
Changing your attitude: “That profit is yours, not theirs.”
Changing your behavior: How do you slow these leaks?
Best practices for isolating and stopping profit leaks

Sales Tool: Minimizing Profit Leak Worksheet

Module 2 : Defending Yourself Against "Profit Extortion"

The motives and behavior of today’s buyers
Your buyer’s top ten negotation tactics
Exercise: Defending yourself and your profit margins
Dealing with and managing predatory buyers
Becoming a black belt in profit self-defense

Sales Tool: Profit Self-Defense Checklist

Module 3 : Developing Your Negotiation Leverage

Understanding the seven forms of negotiation leverage
Developing your own negotiation leverage
Mitigating your buyers’ negotiation leverage
The three major precursors to effective negotiation
Exercise: Winning the quest for negotiation leverage

Sales Tool: Negotiation Leverage Worksheet

Module 4 : Pricing and Negotiation Strategy

The difference between pricing and negotiating
Rules for effective pricing strategy
Playing offense and preparing to score on defense
Exercise: crafting mutual “Profit Opportunities”
Presenting Profit Opportunities to your client

Sales Tool: Profit Opportunities Planner

Module 5 : The Six "Advanced Basics" of Negotiation

Asking great closing questions
Exercise: Identifying and handling objections
Using a pre-negotiation agreement
Leveraging the Counteroffer
Mastering the art of the trade-off
Maintaining control with the Hypothetical Resolution

Sales Tool: Negotiation Process Worksheet

Module 6 : The Art of Trading Profit for Profit

Identifying your buyers’ most common profit requests
Defining what could represent “profit” to you
Determining what you might be willing to “trade”
The concept of surgical concession-making
The art of creative deal-making
Role play: Trading profit for profit

Sales Tool: Trading Profit for Profit Worksheet

Module 7 : Strategic Negotiation Planning

Planning your pricing and negotiation strategy
Anticipating your customer’s requests and demands
Preparing your own requests and demands
Defining your own “walk away” point
Leveraging the concept of “Trade Packages”

Sales Tool: Strategic Negotiation Planner

Module 8 : Simulated Negotiation Strategies

Work in small teams to prepare for complex negotiation scenario
Develop an effective pricing and negotiation strategy
Meet with mock buyer (or buyer group) in a simulated negotiation scenario
Bring mock deal to closure while maintenance and maximizing profitability

Sales Tool: Pipeline Performance Planner

Course Description

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You can download a course description brochure here.

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Client Testimonials

“The half-day workshop you did for us at our recent sales meeting was exactly what our sales team needed. Thank you for taking the time with me up front to customize the content so that it was directly applicable to our business.”