In the 2-day program, Negotiating
From Strength (NFS), attendees will focus on
the long-term aspects of relationship building.
The process of negotiation tends to create tension
and pressure. Individuals who are unskilled at
working through the conflicts that arise when points
of difference exist or when personalities clash
tend to magnify the already existing problems.
Time is then wasted while relationships struggle
to get back on track. Trust is a key point of discussion
in the two-day NFS program. The purpose of this
discussion is to help individuals to create clarity
in their approach to customers so as to separate
themselves in the most positive way from their
competitors.
In the NFS program time is taken to
help the whole customer-focused team – customer
service, production, management and sales – to
create a more fluid interaction for the purpose of
demonstrating to each other as well as to customers
a deeper individual and company trustworthiness for
the purpose of diminishing conflict over “the
price.”
The two-day program effectively addresses the
short-term tactical aspects of negotiation while delving
deeply into the long-term aspects and importance of
relationship building as relates to the sales and negotiation
process.
| Sample Outline |
DAY 1
(8:00 – 4:00)
- Introduction
- Role-Play
- Dealing with Pressure
- Intentions And Interests
- Concession Making Technique
- Hidden Dollars
- Listening Exercise
- Role-Play
|
DAY 2
(8:00 – 3:00)
- Recap Day 1; Introduce Day 2
- Role-Play – Winning, Part 1
- Aspiration, Fear, And Motivation
- Winning, Part 2
- Winning (Conclusion)
- The Tactical Approach
- 10 Planning Questions For Negotiations
- Role-Play (Reinforcing Effective Technique)
- Concluding Remarks
|
Goals of the Negotiating
From Strength Seminar
- To become more self-confident in the Negotiation
Process
- To become more self-aware so as to work through
customer tactics with strength
- To maintain Professionalism under Pressure
- To build relationships with a focus on profitability
- To think through long-term needs while protecting
short-term interests
- To know the techniques of negotiation so as to
be able to focus on relationship
- To separate oneself from the competition so as
to be seen as a problem solver and not a price
reactor
Upon completing the course
- Participants will be more prepared to handle
conflict and problems in a cooperative and creative
manner.
- They will be able to think through needs and
interests, both from their own point of view, as
well as from the other party’s perspectives.
- They will also be familiar with techniques on
how to more effectively deal with each other as
well as with other professionals at their own company.
Key Points of Learning
(Created by a sales rep from Weyerhaeuser
after attending NFS)
- Listening is the key – What’s driving
the customer?
- Body language reveals much about how we feel
during negotiations.
- Preparation, Preparation, Preparation! Write
things down.
- Anticipate objections
- Concession strategies
- Cost of concessions
- Don’t give without getting something
in return
- Establish an Opening, Target, and Walk-away
position beforehand.
- Know where you are and why you are there – sell
boxes, make money, work to help solve customer
problems
- Conquer our own inhibitors
- Understand our pressures as well as customer’s
- Know the $ value of all that you do for the customer
- Use the Internet to gather info as a part of
preparing for a call
- Negotiate from strengths
- Everyone has internal Windows of Certainty and
Doubt – the customer strives to move us into
the window of doubt – this is the basis of
a tactical approach to negotiation
- Once we satisfy a need the customer is not motivated
to give anything back so ask for something in return
before you make a concession.
- Slow down, you’ll get there faster
- New business in your pipeline provides leverage
(confidence) in dealing with a demanding customer – makes
it easier to walk away if necessary
- Know the internal climate/culture of the customer
- Be professional – You are the company
- Don’t give the customer the sense that
you are selling. Help him/her instead – the
customer senses your intentions
- Customer appreciates your value more than they
will ever tell you
- Bid only to specs in an Internet situation.
- Brain shuts down under pressure and we are not
as creative nor do we listen as well. Stay
under control of yourself and manage your own reaction
to fear and pressure.
- Internal relationships are very important – work
to build those relationships at every opportunity
- Get into the head of the customer – try
to see what he sees
- Set firm targets
- Must believe in opening offer
- Handling objections – Listen, Reassure,
Clarify, Resolve – don’t skip the middle
two out of time pressure or impatience
- Tactics are short term. Recognize when
they are being used. They are used to test
our flexibility
- If you keep doing what you have been doing, you
will keep getting what you have been getting – less
10% every year. Be open to new methods and
tap into your own resource of adaptability!
- Customer trust is vital. Just because you are
trustworthy does not mean that the customer is
going to trust you.
Contact Mark for an example
of Post-class work for
Negotiating From Strength
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