Bill garcia scan source communications 2011 north america partner conference

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Bill garcia scan source communications 2011 north america partner conference

  1. 1.
  2. 2. Intellectual Property<br />All materials from this deck are confidential and for intended use only* and cannot be distributed outside this use without prior written consent of ScanSource.<br />* Copyright © 2011.  All Rights Reserved. Unless expressly authorized in writing by the copyright owner, any copying, reproduction, exhibition, export, distribution or other use of this product or any part of it is strictly prohibited. External sources and external trademarks are the property of the referenced sources.<br />ScanSource, Inc. Confidential<br />
  3. 3. Bill Garcia<br />Co-Founder<br />TableForce, Inc.<br />
  4. 4. Negotiate for SuccessThree Secrets that Protect Value<br />Copyright 2011<br />TableForce, Ltd.<br />
  5. 5. Copyright 2011<br />TableForce, Ltd.<br />Before anything, please … <br />Turn off the voice inside your head<br />
  6. 6. The Secrets – 3 Bs<br />Copyright 2011<br />TableForce, Ltd.<br />The Basics<br />The Bargaining(The Loop®)<br />The Buying Game<br />
  7. 7. The Basics<br />Copyright 2011<br />TableForce, Ltd.<br />Try<br />
  8. 8. The Basics<br />Copyright 2011<br />TableForce, Ltd.<br />Try<br />Plan<br />
  9. 9. The Basics<br />Copyright 2011<br />TableForce, Ltd.<br />Try<br />Plan<br />Raise the Bar!<br />
  10. 10. The Basics<br />Copyright 2011<br />TableForce, Ltd.<br />Raise the Bar! – What if …?<br />Your business lists a boat as a capital asset<br />The bank is telling you<br />“Sell it now, tomorrow we will take the boat and give you only $175,000 - nothing more.”<br />You paid $260,000<br />You have listed the boat at $230,000<br />You have had only one offer and it collapsed at $215,000<br />What is the least you would accept?<br />
  11. 11. The Basics<br />Copyright 2011<br />TableForce, Ltd.<br />…and the Buyer’s sheet reads as follows<br /><ul><li>You have just moved back to the lake
  12. 12. You are the Executive Vice President of a $1B firm
  13. 13. You have promised your spouse “by next month”
  14. 14. This boat is the only one in good repair
  15. 15. This boat is listed at $230,000
  16. 16. You have $240,000
  17. 17. $255,000 is the most you will spend</li></li></ul><li>The Basics<br />Copyright 2011<br />TableForce, Ltd.<br />Raise the Bar!<br />Expectation Impacts Outcome<br />
  18. 18. The Bargaining (The Loop)<br />Copyright 2011<br />TableForce, Ltd.<br /><ul><li>Never Give Without Getting</li></li></ul><li>The Bargaining (The Loop)<br />Copyright 2011<br />TableForce, Ltd.<br /><ul><li>Never Give Without Getting
  19. 19. When Saying “Yes”, Follow With “If”</li></li></ul><li>The Bargaining (The Loop)<br />Copyright 2011<br />TableForce, Ltd.<br /><ul><li>Never Give Without Getting
  20. 20. When Saying “Yes”, Follow With “If”
  21. 21. When Saying “No”, Create The Loop</li></li></ul><li>Copyright 2011<br />TableForce, Ltd.<br />YIELD SHIELD<br />Low Value<br /><ul><li> Willing to give
  22. 22. Willing to let go
  23. 23. Not important
  24. 24. The boss says “OK”</li></ul>High Value<br /><ul><li> Can NOT give
  25. 25. Must have
  26. 26. Can NOT let go
  27. 27. Boss says “Never”</li></li></ul><li>Copyright 2011<br />TableForce, Ltd.<br />YIELD SHIELD<br />No, I can’t do this <br />1<br />
  28. 28. Copyright 2011<br />TableForce, Ltd.<br /> YIELD SHIELD<br />No, I can’t do this <br />1<br />But I can do this<br />2<br />
  29. 29. Copyright 2011<br />TableForce, Ltd.<br />YIELD SHIELD<br />No, I can’t do this <br />1<br />But I can do this<br />2<br />if you do this<br />3<br />
  30. 30. Copyright 2011<br />TableForce, Ltd.<br />YIELD SHIELD<br />Yes, I will do this<br />1<br />
  31. 31. Copyright 2011<br />TableForce, Ltd.<br />YIELD SHIELD<br />Yes, I will do this<br />1<br />if you do this<br />2<br />
  32. 32. Copyright 2011<br />TableForce, Ltd.<br />YIELD SHIELD<br />No, I can’t do this <br />1<br />But I can do this<br />2<br />if you do this<br />3<br />Yes, I will do this<br />1<br />if you do this<br />2<br />
  33. 33. The Bargaining (The Loop)<br />Never Give Without Getting<br />Copyright 2011<br />TableForce, Ltd.<br />
  34. 34. The Buying Game<br />Copyright 2011<br />TableForce, Ltd.<br />CUSTOMERS SAY: I was on my way to your competitor when I thought I would talk to you. They are cheaper, better and faster.<br />
  35. 35. The Buying Game<br />Copyright 2011<br />TableForce, Ltd.<br />CUSTOMERS SAY: I was on my way to your competitor when I thought I would talk to you. They are cheaper, better and faster.<br />DO YOU SAY?: Don’t talk to the competitor, I can “do better”.<br />
  36. 36. The Buying Game<br />Copyright 2011<br />TableForce, Ltd.<br />CUSTOMERS SAY: I was on my way to your competitor when I thought I would talk to you. They are cheaper, better and faster.<br />DO YOU SAY?: Don’t talk to the competitor, I can “do better.”<br />WOULDN’T IT <br />BE NICE TO SAY: Then why are you talking to me?<br />
  37. 37. The Buying Game<br />Copyright 2011<br />TableForce, Ltd.<br />WHAT THE “VOICE” JUST SAID:<br />But I could never talk to my customers like that.<br />
  38. 38. The Buying Game<br />Copyright 2011<br />TableForce, Ltd.<br />WHAT THE “VOICE” JUST SAID:<br />But I could never talk to my customers like that.<br />That would be rude.<br />
  39. 39. The Buying Game<br />Copyright 2011<br />TableForce, Ltd.<br />WHAT THE “VOICE” JUST SAID:<br />But I could never talk to my customers like that.<br />That would be rude.<br />Is this guy crazy!<br />
  40. 40. The Buying Game<br />Copyright 2011<br />TableForce, Ltd.<br />WHAT THE “VOICE” JUST SAID:<br />But I could never talk to my customers like that.<br />That would be rude.<br />Is this guy crazy!<br />OMG<br />
  41. 41. The Buying Game<br />Copyright 2011<br />TableForce, Ltd.<br />WHAT THE “VOICE” JUST SAID:<br />But I could never talk to my customers like that.<br />That would be rude.<br />Is this guy crazy!<br />OMG<br />I’d lose the customer forever.<br />
  42. 42. The Buying Game<br />Copyright 2011<br />TableForce, Ltd.<br />WHAT THE “VOICE” JUST SAID:<br />But I could never talk to my customers like that.<br />That would be rude.<br />Is this guy crazy!<br />OMG<br />I’d lose the customer forever.<br />What is he thinking? <br />
  43. 43. The Buying Game<br />Copyright 2011<br />TableForce, Ltd.<br />BUT WHAT IF … <br />YOU KNEW YOU WERE<br />ALREADY SELECTED?<br />
  44. 44. The Buying Game<br />Copyright 2011<br />TableForce, Ltd.<br />You would<br />CLOSE MORE DEALS<br />and<br />MAINTAIN HIGHER MARGINS<br />
  45. 45. The Buying Game<br />Copyright 2011<br />TableForce, Ltd.<br />RESEARCH CONFIRMS:<br />Sellers tell themselves: <br />If I negotiate well, I can get selected.<br />
  46. 46. The Buying Game<br />Copyright 2011<br />TableForce, Ltd.<br />RESEARCH ALSO CONFIRMS THAT:<br />In “complex sourcing decisions*”the buyer has selected the winning vendor:<br />BEFORE any final negotiation.<br />Price is NOTthe deciding factor.<br />
  47. 47. The Buying Game<br />Copyright 2011<br />TableForce, Ltd.<br />
  48. 48. The Buying Game<br />Copyright 2011<br />TableForce, Ltd.<br />
  49. 49. The Buying Game<br />Copyright 2011<br />TableForce, Ltd.<br />
  50. 50. The Buying Game<br />Copyright 2011<br />TableForce, Ltd.<br />
  51. 51. The Buying Game<br />Copyright 2011<br />TableForce, Ltd.<br />
  52. 52. The Buying Game<br />Copyright 2011<br />TableForce, Ltd.<br />
  53. 53. The Buying Game<br />Copyright 2011<br />TableForce, Ltd.<br />
  54. 54. The Buying Game<br />Copyright 2011<br />TableForce, Ltd.<br />
  55. 55. The Buying Game<br />Copyright 2011<br />TableForce, Ltd.<br />“complex sourcing decisions*”<br />What does that mean?<br />
  56. 56. The Buying Game<br />Copyright 2011<br />TableForce, Ltd.<br />How can I increase complexity to the<br />decision making process?<br />
  57. 57. The Buying Game<br />Copyright 2011<br />TableForce, Ltd.<br />How can I increase complexity to the<br />decision making process?<br />Differentiate - <br />you will add value to yourself!<br />
  58. 58. The Buying Game<br />Copyright 2011<br />TableForce, Ltd.<br />Provide more choices for the customer with “end-to-end” offerings and value added services.<br />
  59. 59. The Buying Game<br />Copyright 2011<br />TableForce, Ltd.<br />Provide more choices for the customer with “end-to-end” offerings and value added services.<br />This leads to more customer and end user decision makers being involved.<br />
  60. 60. The Buying Game<br />Copyright 2011<br />TableForce, Ltd.<br />Provide more choices for the customer with “end-to-end” offerings and value added services.<br />This leads to more customer and end user decision makers being involved.<br />This leads tomore time invested in the sourcing decision making process.<br />
  61. 61. The Buying Game<br />Copyright 2011<br />TableForce, Ltd.<br />In general, differentiators include:<br />Value-added services such as education and<br />training, state-of-the-art logistics, financial<br />services, technical support, custom<br />configuration, professional assistance, marketing<br />support, and e-commerce solutions.<br />
  62. 62. The Buying Game<br />Copyright 2011<br />TableForce, Ltd.<br />- LASTLY -<br />RESEARCH ALSO CONFIRMS THAT<br /> Once you differentiate yourself to add value, <br />
  63. 63. The Buying Game<br />Copyright 2011<br />TableForce, Ltd.<br />- LASTLY -<br />RESEARCH ALSO CONFIRMS THAT<br />Once you differentiate yourself to add value, causing the sourcing decision to become more complex<br />
  64. 64. The Buying Game<br />Copyright 2011<br />TableForce, Ltd.<br />- LASTLY -<br />RESEARCH ALSO CONFIRMS THAT<br />Once you differentiate yourself to add value, causing the sourcing decision to become more complex, the clues to whether or not you’ve been selected become more evident.<br />
  65. 65. The Buying Game<br />Copyright 2011<br />TableForce, Ltd.<br />We all must differentiate to add value to ourselves.<br />We will all close more deals at higher margins.<br />
  66. 66. Negotiate for Success<br />Copyright 2011<br />TableForce, Ltd.<br />Take Risks!<br />
  67. 67. Negotiate for SuccessThree Secrets that Protect Value<br />Copyright 2011<br />TableForce, Ltd.<br />Thank you!<br />Questions?<br />Presented by: Bill Garcia<br /> www.TableForce.com<br />
  68. 68.
  69. 69. Where Do You Go From Here?<br />Wednesday, October 5<br />*name badges required for Distribution Center tour and Graceland<br />Lunch and Solutions Expo 12:00 pm – 2:30 pm<br /> Load Shuttles for Tour ** 3:45 pm **<br />Distribution Center Tour 4:15 pm – 5:45 pm<br /> Load Shuttles to Graceland ** 5:45 pm **<br />Graceland Reception 6:00 pm – 9:00 pm<br />

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