Negotiation Concessions Coaching Kit
How can this help your sales team? Conceding too much, too soon, is the most common mistake made by average sales negotiators. Successful negotiators have learned through experience to eliminate this mistake. Exchange, or give-and-take, is the essence of negotiation. This kit will improve the ability of the sales team to explore for and exchange currencies other than price. Your salespeople will reach better and more profitable agreements by applying the concepts in this kit to an upcoming negotiation. The following topics are included:
-Three common mistakes made by average negotiators
-Definitions and examples of prime, alternative and elegant currencies of exchange, followed by a brainstorm activity
-Guidelines on giving and getting concessions
-Negotiation planning form worksheet, including a role play practice activity
The Coaching Kits are designed to benefit all levels of sales experience. As the facilitator, you have the opportunity to customize the activities and discussions so that they fit the experience and skill level of your sales team. Digital access allows you to print exactly the number of handouts you need so you buy one kit for your entire sales team for each subject you want to teach. Each kit focuses on a particular sales skill and includes:
Participant Handouts - The Negotiation Concessions Handout includes key teaching material, plus planning pages for exercises. Negotiation Concessions Sample Handout
Video - The Giving and Getting Concessions when Negotiating Video contains two to three short teaching segments by a Peak Selling instructor so you don't have to lecture if you don't want to. Negotiation Concessions Sample Video
Manager's Notes - Providing step by step guidance on how to run the meeting and activities. Negotiation Concessions Sample Manager's Notes
Teaching Tips Handout - provides practical advice on how salespeople learn best.
To learn more visit the following pages:
Coaching Kits for Sales Managers Negotiation Concessions Coaching Kit