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 yourn...
Sales people or sales team managersPre-requisites: Proven experience in sales andnegotiating
The Three Dimensions of      Negotiation
Process
Relationship Building
The roadmap of successful negotiation meetings:- Maintain the balance of power- Allow yourself room for manoeuvre- Underst...
Conclusion: six-point checklist to the three dimensions                    of negotiation  - Sell first, negotiate afterwa...
Sales negotiation training
Upcoming SlideShare
Loading in …5
×

Sales negotiation training

829 views

Published on

Published in: Business, Education
0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total views
829
On SlideShare
0
From Embeds
0
Number of Embeds
2
Actions
Shares
0
Downloads
24
Comments
0
Likes
0
Embeds 0
No embeds

No notes for slide

Sales negotiation training

  1. 1. INCAMSales Negotiation Workshop Presented by Thomas Ekalle Kenneth Sighan
  2. 2. 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’?
  3. 3. Sales people or sales team managersPre-requisites: Proven experience in sales andnegotiating
  4. 4. The Three Dimensions of Negotiation
  5. 5. Process
  6. 6. Relationship Building
  7. 7. 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
  8. 8. 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

×