Successful Negotiating

Successful Negotiating
MPAC Sales, Inc.
Negotiating Challenges
 Overcoming the salesperson

“archetype”
 More sophisticated buyers
 Intense competition
 Dynam...
Negotiating Tip 1
Know Your Prospect
 Learn all you can about your prospect.
His or her priorities and negotiation
styles...
Negotiating Tip 2
Be Crystal Clear About Your Priorities
 You must be clear about your priorities,
your needs, and your t...
Negotiating Tip 3
 Cooperate with Your Prospect
 You must be sure and cooperate with your

prospect instead of agitating...
Negotiating Tip 4
 Position Your Product and Services
 You must position your product or service in

ways that show the ...
Negotiating Tip 4
 Negotiate the Small Issues
 You must negotiate the small things. When

you put them all together - it...
Negotiating Tip 5
 Don't Be So Quick to "Split the Difference"
 This is just a short cut way for your

prospect to get t...
Negotiating Tip 6
 Don't get emotional
 Understand what you REALLY want. But you

must release your emotional attachment...
Negotiating Tip 7
 Beware of Time Wasters
 You must keep focused on your

ultimate goal. Are you advancing the
sale or n...
Negotiating Tip 8
 Maintain the Formality or Informality Set

by The Prospect
 You must maintain the formality or inform...
Upcoming SlideShare
Loading in...5
×

Successful Negotiating

162

Published on

Published in: Technology, Business
0 Comments
1 Like
Statistics
Notes
  • Be the first to comment

No Downloads
Views
Total Views
162
On Slideshare
0
From Embeds
0
Number of Embeds
0
Actions
Shares
0
Downloads
13
Comments
0
Likes
1
Embeds 0
No embeds

No notes for slide

Successful Negotiating

  1. 1. Successful Negotiating Successful Negotiating MPAC Sales, Inc.
  2. 2. Negotiating Challenges  Overcoming the salesperson “archetype”  More sophisticated buyers  Intense competition  Dynamic markets  Increase price sensitivity Successful Negotiating
  3. 3. Negotiating Tip 1 Know Your Prospect  Learn all you can about your prospect. His or her priorities and negotiation styles vary dramatically. Having a sense of your prospects' priorities will help you decide how hard to push. Be sure to do your homework. Research their past history and your topic so you don't waste your time OR theirs  Successful Negotiating
  4. 4. Negotiating Tip 2 Be Crystal Clear About Your Priorities  You must be clear about your priorities, your needs, and your top and bottom line. That way you will communicate much more clearly. You must come prepared with all necessary documents and agreements. Be sure you arrive on time.  Successful Negotiating
  5. 5. Negotiating Tip 3  Cooperate with Your Prospect  You must be sure and cooperate with your prospect instead of agitating him or her. Don't use manipulation. It just creates bitterness. What you want is to create harmony. You must resonate with the hopes, desires, dreams and fears of the person you are trying to help. Don't be greedy; always work toward a win-win result. If you do - you will find it and future business will just get easier and more plentiful. Successful Negotiating
  6. 6. Negotiating Tip 4  Position Your Product and Services  You must position your product or service in ways that show the benefits your prospect will get. A benefit is what the product or service does - a feature is what it is. Features are selfish "me" statements - benefits offer "you" statements. Don't make the deadly mistake of only talking about price, features and terms. Successful Negotiating
  7. 7. Negotiating Tip 4  Negotiate the Small Issues  You must negotiate the small things. When you put them all together - it makes a huge difference in your prospect's ability to use your product or service the best. Only as an absolute last resort should you ever tinker with your price. Always remember, when you drop your price, it decreases the perception of value in your prospect's eyes. Change your terms - not your price. Successful Negotiating
  8. 8. Negotiating Tip 5  Don't Be So Quick to "Split the Difference"  This is just a short cut way for your prospect to get the terms he wants. A lot of people try this approach even when they feel they have come to terms that are okay with them. Too many times this kind of tactic really leaves neither side winning, or one or both sides feeling that the "best deal" was not struck. Successful Negotiating
  9. 9. Negotiating Tip 6  Don't get emotional  Understand what you REALLY want. But you must release your emotional attachment to it. When you get your emotions all tangled up in the negotiations process - it weakens your position and causes you not to be able to think logically. Fear is the worst of these emotions and will cause you to be impatient and settle for less than is fair. Successful Negotiating
  10. 10. Negotiating Tip 7  Beware of Time Wasters  You must keep focused on your ultimate goal. Are you advancing the sale or not? Don't keep rehashing unimportant points. Successful Negotiating
  11. 11. Negotiating Tip 8  Maintain the Formality or Informality Set by The Prospect  You must maintain the formality or informality that is set by your prospect. Always greet and treat everyone with respect. But then wait for them to set the tone of your meeting. It may and probably will change with time to become more warm and relaxed. However be careful not to get on such friendly terms that you lose your professionalism and lose respect from your prospect. Successful Negotiating
  1. A particular slide catching your eye?

    Clipping is a handy way to collect important slides you want to go back to later.

×