selling negotiations

Successful Negotiations Skills

The Trucon Consulting Group, LLC

Successful Negotiations Skills

The Selling Process1. Prospecting – Marketing2. Preparation3. Presenting4. Overcoming Objections5. Closing6. Building Relationships

Successful Negotiations Skills

When Not to Negotiate

Before you establish your value proposition

During the overcoming objections step of the selling process

Successful Negotiations Skills

Establish the Groundwork

Agree to negotiate Set the agenda Choose a team

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

Everything is Negotiable

Examples

Pricing

Payment terms

Training

Warranty

Tech support

Upgrades

Successful Negotiations Skills

Successful Negotiations Skills

ExamplesPackagingSizesElectronically vs PersonallyFinancingInterest RatesCertificationsApproved DistributionMarket AccessCustomer Lists

Successful Negotiations Skills

Negotiation Rule

Do not settle an individual line item until all items are negotiated

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

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

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

Successful Negotiation Skills

Gary D. SealeThe Trucon Consulting Group, LLC

www.truconbd.comhttps://www.linkedin.com/in/truconbd

Trucon@sbcglobal.net512-219-6677

Austin, TXhttp://www.slideshare.net/GaryDSeale/selling-negotiations