INCAMSales Negotiation Workshop Presented by Thomas Ekalle Kenneth Sighan
Questions to AnswerDo you know how to tip the balance in a negotiation?Are you fully aware of the stakes involved in yournegotiations?Can you reconcile ‘successful negotiation’ and‘customer loyalty-building’?
Sales people or sales team managersPre-requisites: Proven experience in sales andnegotiating
The roadmap of successful negotiation meetings:- Maintain the balance of power- Allow yourself room for manoeuvre- Understand the difference between selling and negotiating- Never give away: always trade off- Be able to improvise- Reassure the other party- Steer the meeting
Conclusion: six-point checklist to the three dimensions of negotiation - Sell first, negotiate afterwards ... if necessary. - If you feel like a hostage, free yourself first. - Feel responsible for your company’s margins, not your client’s. - Negotiate the various terms of the agreement. - Create a favourable relationship at the end of the contract - Be a leader in your client relationship and not the great soloist virtuoso when negotiating with the buyer. - Have a mutual conclusion
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