This course is designed for sales executives, account managers, sales managers, and anyone else involved in tech-based solution negotiations.
Here’s what’s covered:
How to simplify & lead complex, multi-party, multi-issue negotiations with a goal of everybody involved getting a win
Why you have to be perceived as wanting the business (instead of needing it) and how to pull that off
How to quickly profile all the stakeholders involved in the decision (clients, partners & your team) so you can lay out an effective strategy
How to understand the needs, wants & politics of all key players
Separating & distinguishing between must-have & nice-to-have needs & wants
How to reframe demands & stances from clients, prospects, partners & team members into their needs & wants
How to create options even when the other side pushes back
How to find common ground when there doesn’t appear to be any
Why you want to control the process & the only time to use their process
How to get agreement on following your process to get an All-Win outcome
How to get mentally ready, including discovering the power you have & leveraging it
How to navigate thru conflicting goals and pressure (both internal & external) to an all-win solution
How to determine a least acceptable outcome (and walk-away point) for each issue before you meet with the client
How to frame/position your offer so it’s seen as a big win for them (and better than your competitor)
What you should rehearse (practice or role-play) & how to do it efficiently
How to implement trades (and eliminate concessions)
How to explain contractual terms, so they’re seen as fair, in business language
How to quickly, yet comprehensively, analyze your current situation
How to make the deal better (create bigger wins) without losing ground
How to handle tough questions/objections
How to counter the other side’s power tactics & dirty tricks
How to allow the other side to “save face” (and why you want to do that)
What to do when you have a deadlock
How to create & regain momentum
How to walk away & still protect the relationship
How to help your client advocate negotiate internally
How to sell (position) the agreement to constituencies (including the top management of both sides)
How to measure the success of a negotiation beyond getting the deal done
How to uncover new business opportunities in a negotiation
How to renegotiate a bad contract
If you’re interested, please contact bob@labarberagroup.com for more detail