Sellers today must work harder than ever to reach the final stage in pursuing a sale: The Negotiation. Therefore, the urge to close can overwhelm other considerations, namely price. At that moment, many sellers concede to pricing pressure, rather than explore the customer’s underlying needs to protect the value of the sale.
McKinsey’s research shows that a 1% increase in discount results in an 8% decrease in operating margin. However, research shows that this price concession isn’t necessary. In fact, in many cases, customers are willing to pay more.
In a survey, 82% of respondents stated they “strongly agree” that they would pay an average of 4.2% more for a “high-quality” product. By controlling perceptions of value, negotiators can preserve or even increase the deal size.
This 2-day Consultative Selling Negotiation Program teaches your team the mindset and skills needed to reach the best win-win solutions for your company and your customers and improve sales pricing and profitability. When your team has done the sales negotiations right, it can strengthen your relationship with your customers instead of weakening them.
Who Should Attend This Course?
What Will You Learn?
Sell the value of your solutions and reduce price pushback
Lead masterful sales negotiations that lead to win-win solutions for you and your customers
Avoid critical mistakes in the negotiation process that kill credibility and the sale
Win against lower-priced competitors
“Module 1: Sales Negotiation Mindset
Negotiation Challenge: To Uncover Your Negotiation Mindset and Habit
Avoiding Common Negotiation Pitfalls
The 6 Key Elements for A Successful Negotiation – Mindset, Skills, Information, Analyzing, Strategy and Emotion
Creating an Empowering Mindset for Success in Negotiation
Module 2: Influence and Persuade Different Buying Styles of Customer
Self-Assessment: Understand Your DiSC® Sales Style & Negotiation Style
Know Your ‘Fears’ and Limitation in Sales Negotiation
How to Overcome Your ‘Fears’ to Increase Your Power in Negotiation?
Recognizing & Understanding Different Customer Buying Styles & Negotiation Styles
How to Influence and Persuade Different Buying Styles of Customer In Negotiation
Module 3: Crucial Skills for Effective Sales Negotiation
Questioning Strategy – Levels and Types of Questions to Encourage Customers to Think More Deeply and Critically
Handling Resistance and Objections
Managing Deadlock Situation in Negotiation
Managing the Atmosphere and Environment in Negotiation
Module 4: Sales Negotiation Preparation
Information Gathering – Know Your Counterparty and Competitors
Identify Underlying Aims and Needs (Underlying Interests)
Customer Analysis – To Determine Your Negotiation Positioning
Set Your Negotiation Goal & Negotiation Strategy
Developing Your Concession Strategies and Tactics
Strategies to Increase Your Power & Positioning In Negotiation
Strategies to Negotiate with Different Characters of Customer
Module 5: In the Room: Proposing & Bargaining
Opening – Begin the Negotiation
Managing the Atmosphere of Negotiation – Establish Common Grounds
Observing Customer’s Body Language and Using Body Language to Help You Enhance Your Positioning in Negotiation
How to Propose Your Concession Plan in a Persuasive Manner to Gain Customer’s Commitment?
Finalizing the Agreement
International Sales Trainer & Sales Coach
Elev8 Asia Sdn Bhd is a HRDF Certified Training Provider in Malaysia which founded in year 2015.