For more than 10 years, StarQuest Learning has worked to develop people in the areas of leadership, sales, and customer service. Our innovative approaches to people development result in more learning, faster, with better retention of knowledge and greater returns on investment.
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| Negotiating to Win³ |
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Outline: |
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Module 1: Negotiating to Win/Win/Win
Competition in today's marketplace is intense. With all of the options available to customers making a purchasing decision, many products and services seem to be differentiated only by price. Price is not, however, a sustainable strategic differentiator and can change at any time. During this introductory module, we emphasize that negotiating is a process used to arrive at an outcome that benefits everyone: the customer, the salesperson, and the organization.
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Module 2: Understanding Yourself
This module presents the five basic negotiation styles, specifies the behaviors associated with each style, and explains how each style affects the negotiation process and the salesperson's approach.
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Module 3: Understanding Your Customer
Understanding your customers and what constitutes a win for them is essential. During this module, we outline structured questions to ask to discover the customer's interests and concerns, and to determine how customers perceive the value you offer them.
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Module 4: Planning for the Negotiation
During this module, we outline how to identify concessions other than price that are of value to the customer. This module demonstrates how to plan your questions to gain a deeper understanding of the customer's requirements.
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Module 5: Conducting the Negotiation
Maintaining a good customer relationship throughout the negotiation process is essential to the sale. During this module, we outline seven negotiating techniques that will facilitate and ensure a "win" for all concerned with the sale.
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Performance Outcomes:
As a result of this course, participants will be able to:
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Move customers from reluctance to commitment by focusing on value |
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Identify concessions beyond price that are of value to the customer |
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Structure questions to discover the customer's interests and concerns |
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Maintain customer relationships throughout the negotiation process |
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Sell with conviction |
Course Length: One day
Includes: Participant materials and development tools
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