Negotiation Strategy and Planning
Workshop Description
A sales leader at one of our clients said that "...all our salespeople negotiate but not all of them do it well." This workshop will teach your entire sales team to negotiate well. The purpose of this workshop is to learn how to select the most appropriate negotiation strategy and how to plan for and negotiate agreements that are a win for you.
This interactive 2-hour workshop highlights practical negotiation concepts and guidelines, including a role play activity that highlights three different negotiation strategies.
Depending on what works best for you, the workshop can be taught in-person or virtually. Peak Selling will also customize the content at no additional cost to include examples that are relevant to your company and industry.
Who Should Attend?
All salespeople, regardless of experience level, will benefit from this workshop. Sales leaders should also attend so that they can assist their sales teams to use the skills and concepts after the workshop concludes.
Topics and Objectives
1. Selecting the Best Sales Negotiation Strategy: Learn three different sales negotiation strategies, including when and how to use each one depending on your assessment of the customer situation. A short role play activity introduces this concept.
2. Planning for a Win: The best negotiators distinguish themselves by what they focus on during the planning process. You will learn the three main factors that will make the outcome a win for your company. Each person will receive a Negotiation Planning Form that can be used to prepare for future negotiations.
3. Other Strategic Factors: The workshop concludes with a discussion and brainstorm activity on other factors that should be considered in your negotiation strategy. For example: What if the customer uses adversarial tactics such as threats and deadline pressure? How and when should you vary your negotiation style? What if you have reached your limit on price concessions?