Negotiating For Profit – Profit Improvement Programmes

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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Negotiating for Profit

In the face of more professional and demanding buyers, salespeople need to become increasingly adept in negotiating more profitable deals and supply arrangements.

Selling revolves around one key concept – persuasion. Even the concept of consultative selling, (one party understanding the other party’s needs and then tailoring their proposal), hinges on that party persuading the other party to accept their point of view.

Success will usually only be achieved when one person abandons their point of view in favour of the other.

Negotiating offers more scope for manoeuvrability and creativity. 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. The ability of skilled negotiators is in finding a win/win resolution where both parties improve their overall position. (Don’t cut the cake up – bake a larger one.)