Negotiating for Profit

This course aims to help with the negotiation of more profitable deals and supply arrangements in the face of more professional and demanding buyers.

Key Areas

The course covers every aspect of negotiation from preparation and negotiation styles through to practical negotiation skills and closing mutually beneficial deals.

 

Objectives/Outcomes

  • Significantly improve practical negotiation skills and techniques.
  • Improve margins and results utilising the 3P’s (Power, Persuasion, Problem Solving).
  • Move away from price only negotiations utilising the Problem Solving approach.
  • Build confidence by developing a ‘Humble but resolute’ approach.

Who should attend?

Anyone involved in negotiations, either with customers or suppliers.  This course will benefit Sales, Marketing or Purchasing roles, or anyone negotiating on behalf of the business.

Take your first steps for better Business Development

Preparation

  • Aiming high
  • Everything is negotiable
  • Preparing for more professional and informed customers
  • Belief & conviction – Humble but resolute
  • Problem solving – ideas for improving the deal for the customer and us
  • Price conditioning and communication – avoiding nasty surprises
  • Avoiding price-only negotiations
  • Giving and gaining information – 4G’s
  • Negotiation zone and Settlement zone

Opening Positions

  • Setting opening, target and walk-away positions
  • Don’t negotiate unless you have to
  • Summarising and setting the agenda
  • Rationale – watertight justifications for your proposal
  • Active listening
  • Woollies and Wincing

The Bargaining Process

  • Top 10 bargaining principles
  • Negotiating price increases
  • Using the key word – IF
  • How to raise prices and minimise business losses
  • Giving and gaining concessions
  • Problem solving ideas – Win/Win
  • Changing the shape of the deal
  • Letting the buyer have their own way
  • Looking for additional business opportunities
  • What happens when the buyer says “No”?
  • Negotiating from a weak position

Closing

  • Closing – when and how
  • Top 10 objections – 80/20 rule
  • Avoiding deadlock
  • Reading and interpreting Body Language
  • Team work in negotiation
  • Alternative media for negotiation
  • Different personality types and negotiations

Download our essential Whitepapers.

Negotiating For Profit

Selling revolves around one key concept – persuasion. Negotiating can be looked at as a problem solving process in which the needs of both parties will be in part accommodated in the outcome.

New Business Development

One of the biggest challenges facing businesses today is finding new business, in addition to holding on to existing customers. Most businesses lose on average 10% of customers each year so a consistent flow of profitable business coming in is essential..

Value Selling

Successful sales people never lose sight of the main focus which is to sell in order to increase revenue. But, as the saying goes “you cannot put the same shoe on every foot”. The Value Selling process emphasises the importance of listening to your client before trying to offer a solution.

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