You have done the hard work by getting in front of the prospect but shortly after you start your pitch you are hit with the dreaded question;
How much is it?
It is tempting to give a price, and if your working with a seasoned buyer they will even bate you with just a ballpark price guide will do. The main reason the buyer moves straight to the question is that there has been little value established into the benefits it will bring the buyer. The buying journey should be one of listening to what the prospect wants and then incorporate that into the offering that you propose to them.
Negotiation should not be about winning, it should be a win-win for both parties. You may win the sale because the customer is stuck and needs to make a purchase but if they have not had a positive buying experience the ability to retain them as a client will be difficult.
We teach you to understand by asking what is important to the prospect, what are their pain points and how can you help them get what they want. We review real-life buying experiences and mix that with lessons learned from police hostage negotiation to show how tonality, posture and being relatable all help in building trust and moving the prospect to a customer.
Lastly, we teach never to split the difference.
Why your team needs sales training
We go into negotiations with the wrong viewpoint. We frame the negotiation as a win/lose instead of a win/win.
You should be the first to state a number. Why? Because when you say a number, you are setting the starting point for the negotiation.
Instead of playing a numbers game, try a different approach. You say, "What I can offer you is a guarantee
Science and psychological insight can revolutionize the way that you negotiate.
Who should attend Sales, Project Managers, Leaders
Duration 1 Days
Delivery Instructor-Led Workshop
Qualification Certificate in Professional Negotiation
Location Customers Premises or external room hire*
Participants 12 - 15 people
What is negotiation
Negotiating the non-negotiable
Plan for what the other side might want
Listen and understand what is important to the other side
When your final offer is your final offer
Can you work away
Going back after walking away
Don’t split the difference
Stop thinking of getting to YES
Decision making as a process
What are the tradable
When negotiations break down