In this half day session, conducted and facilitated by Communications Coach Nicolas Llovet, you will: * Negotiate deals without discounting * Find win-win solutions in your negotiations * Positively influence results in business negotiation

1. Negotiation Mastery
Boutique Office – 26 April 2017

2. What qualities make a good sales person?

3. _________________
_________________
_________________
_________________
_________________
What qualities make a good sales person?

4. Good Talker
Product Knowledge
Confidence
Hardworking
Good listener
What qualities make a good sales person?

5. What qualities make a good sales person?

7. It’s about listening
Selling

8. 8

9. 9

10. 10

11. 11
rder
aker
roblem
olver
ver
ervicer
eople
leaser

12. 12

13. Features Vs Benefits
What is the difference between a
feature and a benefit?

14. Features Vs Benefits

15. Features Vs Benefits

16. Features Vs Benefits

17. Features Vs Benefits

18. Presenter’s point of view
Presentation
Past
X
END
Presentation X
START
Future
Audience’s point of view
Different Points of View
FEATURES
BENEFITS

19. Presentation
Past
X
END
Presentation X
START
Future
Different Points of View
FEATURES
AFTERS

21. Newspaper The news
Pair of glasses Vision
Lamp Light

22. Time to practice

23. Negotiation

24. Negotiation
The 5 golden rules

25. Negotiation
The 5 golden rules
1 - Do not negotiate

26. Negotiation
The 5 golden rules
1 - Do not negotiate
2 - Do not negotiate with yourself

27. Negotiation
The 5 golden rules
1 - Do not negotiate
2 - Do not negotiate with yourself
3 -Listen more & Talk less

28. Negotiation
The 5 golden rules
1 - Do not negotiate
2 - Do not negotiate with yourself
3 -Listen more & Talk less
4 - No free gift

29. Negotiation
The 5 golden rules
1 - Do not negotiate
2 - Do not negotiate with yourself
3 -Listen more & Talk less
4 - No free gift
5 – Never tell your bottom line

30. All about money?
1 – Emotional?
2 – Win-win?
3 – Uniqueness?
Negotiation

31. For your budget / timescale / requirements
Expand the options

32. Expand the options
For your budget / timescale / requirements

33. Expand the options
For your budget / timescale / requirements
1 – Option A

34. Expand the options
For your budget / timescale / requirements
1 – Option A
2 – Option B

35. Expand the options
For your budget / timescale / requirements
1 – Option A
2 – Option B
3 – Option C

36. Sell the ‘difference’
For your budget / timescale / requirements
1 – Reminder of afters
2 – More affordable solution is…
3 – Option A or B
4 – Which do you prefer?

37. Sell the ‘difference’
For your budget / timescale / requirements
1 – Reminder of afters
2 – More affordable solution is…
3 – Option A or B
4 – Which do you prefer?

38. Sell the ‘difference’
For your budget / timescale / requirements
1 – Reminder of afters
2 – More affordable solution is…
3 – Option A or B
4 – Which do you prefer?

39. Sell the ‘difference’
For your budget / timescale / requirements
1 – Reminder of afters
2 – More affordable solution is…
3 – Option A or B
4 – Which do you prefer?

40. Time to practice

41. The next steps