SALES NEGOTIATION SKILLS

Transcription

1 SALES NEGOTIATION SKILLS WHY NEGOTIATION SKILL ARE A CRITICAL The program deals with the realities of negotiating in today s commercial environment where confidence, strength and skills are all critical to successful negotiation. The course concentrates on practical issues rather than theories. Negotiating with customers, suppliers or colleagues is often part of our role. This program will help you to negotiate effectively to achieve mutually acceptable results that form the basis of profitable long-term relationships. A negotiation is an interactive communication process that may take place whenever we want something from someone else or another person wants something from us. Attitude is critical. Novice negotiators do not understand that everything is negotiable all of the time. Successful negotiators know the power of a collaborative approach, with gains for everyone. Successful negotiators know they need to see things from the other person's perspective, to work jointly with the client to create agreements that truly satisfy the critical interests of everyone involved. WHAT THIS NEGOTIATION PROGRAM OFFERS This program deals with the realities of negotiating in today s commercial environment where confidence, strength and skills are all critical to successful negotiation. While ensuring participants are able to recognise and handle the other side s tactics and ploys, the focus of the session is on helping participants to marry as closely as possible the real interests of both sides to achieve a deal which is a win:win, and which can develop into a long term mutually profitable partnership. Sales Negotiations is for salespeople faced with a complex sales task in which building the client relationship is crucial. It is most effective for salespeople who must negotiate price, terms, and conditions of a sale in a competitive environment. This program addresses: Driving principles that high performing salespeople use in successful negotiations Critical skills to identify the customers position, create forward momentum, and influence the customers perception

2 Discussion of five modes of negotiation and how they relate to results and relationship Examination of the perceived value that the customer is receiving and giving in the sales negotiation Practical application of five skills for surviving a competitive negotiation PROGRAM OUTLINE Sales Negotiations teaches negotiation methods that enhance both the customer relationship and sales results. The program focuses on developing the critical skills necessary for success and includes: The negotiation process: Understanding the difference between selling and negotiating. Laying the foundations for a successful negotiation. Why negotiations succeed or fail. Role-play practice. Preparation: A critical phase in any negotiation. Delegates will develop checklists to ensure every probable negotiation situation is thoroughly prepared for. Developing an overall strategy. The discussing phase: Promoting communication and trust. Identifying the agenda. How to establish a clear understanding on both sides of the important views and issues. Reading all the signals. Delaying movement until the best moment. (Role play practice). Proposing alternatives: How to move without giving everything away. How to achieve a mutually profitable result. How to handle deadlock if it occurs. Role-play practice to gain confidence in these techniques. Bargaining: Trading concrete concessions. Moving steadily towards agreement. Handling tactics and ploys. Using tactics to gain advantage. The dramatic impact on profitability of giving concessions on price. Achieving lasting agreement as the basis for a long-term relationship. Action plans and summary: Each participant will develop a plan for action in the short and long term. These will be detailed plans for the implementation of skills learned and the inclusion of others in the achievement of the new ways of working.

3 PROGRAM CONTENT OVERVIEW Pre program preparation assignment The negotiation processes Preparation for a real negotiation The four stages of learning Role play negotiation case studies The process of a Negotiation: 1. The Prepare Phase 2. The Discuss Phase 3. The Propose Phase 4. The Bargain Phase Proposing alternatives Evaluate the mechanics of a Negotiation: 1. Maintain control and strength in a negotiation 2. Plan a negotiation to achieve the best outcome 3. Understand the other side s real interests 4. Manage movement to avoid deadlock or unprofitable concession Recognise and handle the other side s tactics Action plans and summary Achieve a win-win situation FOLLOW ON SUPPORT TOOLS There are ten ongoing support tools designed to provide guidance and advice for participants. 1. Case Studies 2. Position and Interests 3. Negotiation Checklist 4. Three Outcomes of a Negotiation 5. Preparation Checklist 6. Components tool (5 areas of importance) 7. Analysis of Components 8. Analysis Decision-making Capability 9. Analyse Your Strengths and Weaknesses 10. You re Objectives 11. The Hidden Language of Signals

4 ACHIEVABLE OUTCOMES Upon completion of this program, participants will: Explain the negotiation process and the four phases necessary to structure a winning approach Recognise a negotiation situation Prepare effectively for any negotiation they find themself in Develop a negotiating checklist and use this in negotiating situations Ensure they have enough information upon which to base their strategies Determine options that open the scope of the negotiation Move effectively in a negotiation without giving everything away Structure the negotiation so that it moves towards a win:win Handle customer strategies more effectively Build better quality relationships with customers through better quality outcomes Develop specific strategies for a current real-life negotiation During the session we will link the contents of the program to your business objectives over the next 12 months. HOW WE FACILITATE THIS 2 DAY PROGRAM Using a small workshop environment combining group and one on one facilitation, your facilitator, Epoch will conduct strategic role plays based on case studies to demonstrate the power behind each of these skills needed to negotiate. Participants will need to have read and understood all pre-work prior to the program: 1. What did they learn from this assignment? 2. What were some of the gaps? 3. What couldn t they complete? During the session we will drill down into their accounts and understand what we need to do differently, more or better when they negotiate their real life situation with their client. Having done the pre work Participants will jump right in and start to understand what it truly means to negotiate and this will be introduce to them by a case study role play e.g. The Island Negotiation It is advantageous for participants to work on a generic example first when learning the process, techniques and skills to not over complicate the exercise and experience. Participants will study the role-play and be given time to evaluate the negotiation and have ample preparation time.

5 Once the role-play is completed we will debrief the group, it is important that each participant experiences an AHH-HA moment through the feedback sessions prior to them analysing the role-play for themselves Once this is completed we allow for open feedback and group discussion We develop the skills necessary through the role plays and coach them to use the key points they have learnt IF and THEN and be conscious of the four stages of the negotiation PREPARE, DISCUSS, PROPOSE, BARGAIN The role play facilitation process will take them closer and closer to the beautiful art-form of negotiation During this process we develop the skills necessary for them to have a greater understanding what the components and structures are within the negation. We then move into and complete their own real-life negotiation. What has to happen as a result of their negotiation and follow-up procedures? Participants will: 1. Create specific actions, who is responsible for these actions, and most importantly, what is the time-frame? 2. Need to their analysis to their Managers to enable them to coach and fine tune their real-life negotiation. 3. They will need to complete the overview document and seven-step process that has been given to them. This will prepare them for the negotiation using the simple four-step process below: 1. PREPARE 2. DISCUSS 3. PROPOSE 4. BARGAIN They will have the opportunity to practice all of the skills they have learnt over the two days and to initiate the IF and THEN process, which will help them move towards a win:win scenario. Even the best negotiator will learn from this program.