A step by step overview of the negotiations process to close out a contest sales and closing process.

1. Successful
Negotiations Skills
The Trucon Consulting Group, LLC

2. Successful Negotiations Skills
 The Selling Process
1. Prospecting – Marketing
2. Preparation
3. Presenting
4. Overcoming Objections
5. Closing
6. Building Relationships

3. Successful Negotiations Skills
 When Not to Negotiate
 Before you establish your
value proposition
 During the overcoming
objections step of the selling
process

4. Successful Negotiations Skills
 Establish the Groundwork
 Agree to negotiate
 Set the agenda
 Choose a team

5. Successful Negotiations Skills
 The Process
 Start with the maximum
reasonable position
 Otherwise when you concede
you’re lying
 Develop an acceptable offer
 Develop a walk away position
 Remember – The agreement
is still at risk

6.  Everything is Negotiable
Examples
Pricing
Payment terms
Training
Warranty
Tech support
Upgrades
Successful Negotiations Skills

7. Successful Negotiations Skills
 Examples
Packaging
Sizes
Electronically vs Personally
Financing
Interest Rates
Certifications
Approved Distribution
Market Access
Customer Lists

8. Successful Negotiations Skills
 Negotiation Rule
 Do not settle an individual
line item until all items are
negotiated

9. Successful Negotiations Skills
 Conceding is Essential
 Almost always accept an
offer, but with a counter
 First concession always the
largest
 Know the industry and your
counterpart by doing
excellent research
 Engage an expert if necessary

10. Successful Negotiations Skills
 Understand People and Motivation
 DISC Profile
 Fear, Anger, Love, Hate, Ego, Pride
 Network with the other party
 Offer specific and general responses,
Krunching

11. Successful Negotiations Skills
 Propose an Agreement and Put It in Writing
 An offer
 Acceptance
 Terms
 Medium of exchange
Currency or barter
 Two sane parties of legal age
 Signed – Witnessed
 Be careful about setting poor precedents

12. Successful Negotiation Skills
Gary D. Seale
The Trucon Consulting Group, LLC
www.truconbd.com
https://www.linkedin.com/in/truconbd
Trucon@sbcglobal.net
512-219-6677
Austin, TX
http://www.slideshare.net/GaryDSeale/selling-negotiations