Building a WIN-WIN Relationship thru’ Effective Negotiation
Do you have a customer who bought your Products or Services at the Price you Quoted?
May be NOT. But WHY? Have you ever thought about this?
Why do we Negotiate at all?We negotiate to satisfy or protect a need or want. Negotiation allows two or more interested parties to move away from their position into the realm of interests. It’s an iterative process which allows parties to protect their interests and ensure their relationship is kept strong. Negotiating well means every party feels happy and satisfied with the end outcome. No one feels cheated or taken for a ride.
Thanks to internet and availability of information at Buyer’s fingertips, procurement officers are savvier than ever and are always on the lookout for the best deals. They are looking for best value at reasonable cost. During the commitment phase of procurement process, buyers will often seek to negotiate to get a better deal.
Negotiation skills are vital in sales organizations. Negotiation is an ever-present part of any sales process. Customers are always keen to know the price and can informally negotiate by throwing options but formal discussion start to happen when proposals are submitted. Effective negotiating can directly impact the final price for the deal which has direct relationship with your targets and sales revenues. Ensuring a proper price protects sales revenue and improves profit margins.
If you want your Salespeople to improve your Profit margins, Compete on product Value rather than only price, Enhance how Customers perceive your credibility, Value of your products and your capabilities, then a Negotiation Skills training Program can help
TransformzU Consulting Negotiation Skills training program helps IT Product and services companies gain their buyer’s commitment without losing trust. This is a comprehensive sales Negotiations Skills Training program where sales professionals can learn how to protect their price, close the negotiations faster and accelerate sales cycle.
With this training you can navigate thru the negotiation process or contracts without succumbing to discount pressures. You will also learn how to reach the best win-win solutions for your company and your customers.
- Why we Negotiate - The psychology of negotiation
- Recognise and counter Negotiation Tactics - Learn how to identify customer tactics and ways to counter them
- Value Proposition - Learn how to use value proposition to thwart the points raised by customer
- Avoid Damaging Relationship - Learn how to stay positive thru’ the negotiation cycle and protect the positive intent of the negotiation process
- Protecting your offer - Learn how you clearly articulate the methodology of your pricing to ensure that customer is able to understand and not come up with unreasonable asks for their price expectations
- Objection Handling - Learn how to handle objections and ensure your replies move the deal towards closure
- Handling Competition - Learn how to defend your proposal, value and offer against competition
- Discounts - Learn how you handle the buyers need for discount and how you protect your pricing objectives
- Credibility - Learn how to build and maintain your credibility during the negotiation process