NEGOTIATING FOR SUCCESS

Ed Brodow

Copyright © 2007 Ed Brodow Seminars. All Rights Reserved.

SALESMANAGEMENT

FORUM

NEGOTIATING FOR SUCCESS

Ed Brodow

Copyright © 2007 Ed Brodow Seminars. All Rights Reserved.

SALESMANAGEMENT

FORUM

Learning PointsLearning Points

Listening Managing Buyer Expectations Concessions: Reluctantly Dealing with Buyer Tactics Defending Your Price Finding a Win-Win Solution

Listening Managing Buyer Expectations Concessions: Reluctantly Dealing with Buyer Tactics Defending Your Price Finding a Win-Win Solution

Definition of Negotiation:

The process of overcoming obstacles in order to reach

agreement.

Definition of Negotiation:

The process of overcoming obstacles in order to reach

agreement.

ListeningListening

The 70/30 Rule

Open-Ended Questions

The 70/30 Rule

Open-Ended Questions

Be a DetectiveBe a Detective

Managing ExpectationsManaging Expectations

Everything you say has influence

Challenge customer’s assumptions

Ask for more than you want

Differentiate Yourself

No is a Good Answer

Everything you say has influence

Challenge customer’s assumptions

Ask for more than you want

Differentiate Yourself

No is a Good Answer

How to Say NOHow to Say NO

Limited Authority

Legitimacy

Confidence

Limited Authority

Legitimacy

Confidence

Managing ExpectationsManaging Expectations

Everything you say has influence

Challenge customer’s assumptions

Ask for more than you want

Differentiate Yourself

No is a good answer

Willingness to walk away

Everything you say has influence

Challenge customer’s assumptions

Ask for more than you want

Differentiate Yourself

No is a good answer

Willingness to walk away

Making ConcessionsMaking Concessions Make them work for concessions Ask for more than you want Small concessions Don’t make the first move Don’t accept the first offer Minor concessions

Make them work for concessions Ask for more than you want Small concessions Don’t make the first move Don’t accept the first offer Minor concessions

Buyer TacticsBuyer Tactics

Flinch

Sob Story

Squeeze

Nibble

Straw Demand

Flinch

Sob Story

Squeeze

Nibble

Straw Demand

Defending Your PriceDefending Your Price

Resell Value Resell Value

Consultative SellingConsultative Selling

Focus on Solving

Customer’s Problems

Focus on Solving

Customer’s Problems

Consultative SellingConsultative Selling

Value - not PriceValue - not Price

Defending Your PriceDefending Your Price

Resell Value

Good Reasons

Legitimacy

Let Them Complain

Flinch

Resell Value

Good Reasons

Legitimacy

Let Them Complain

Flinch

Defending Your PriceDefending Your Price

Peripheral Concessions

Ask for Something in Return

Peripheral Concessions

Ask for Something in Return

When All Else FailsWhen All Else Fails

Plead Weakness

What Am I?What Am I?

Missing Link?Missing Link?

DifferencesDifferences

Chimps Hot-tempered Violent Kill Each Other

Chimps Hot-tempered Violent Kill Each Other

Bonobos Sensitive Sexual Peaceful

Bonobos Sensitive Sexual Peaceful

Bonobo EvolutionBonobo Evolution

After a Hard Day at the OfficeAfter a Hard Day at the Office

Yoga Class

Two Bonobos Negotiating

The Three Rules for Win-Win Negotiating

The Three Rules for Win-Win Negotiating

Treat the buyer like a partner

Develop trust by listening

Explore options for mutual satisfaction

Treat the buyer like a partner

Develop trust by listening

Explore options for mutual satisfaction

Rule #1: Treat Them like a Partner

Rule #1: Treat Them like a Partner

Don’t Accept Their Hostility

Try to Understand Them

Solve Their Problem

Don’t Accept Their Hostility

Try to Understand Them

Solve Their Problem

Rule #2:Develop Trust By Listening

Rule #2:Develop Trust By Listening

70/30 Rule

Ask Questions to Clarify

Acknowledge Their Position

Woo – Show That You Care

70/30 Rule

Ask Questions to Clarify

Acknowledge Their Position

Woo – Show That You Care

Rule #3: Explore Options for Mutual Satisfaction

Rule #3: Explore Options for Mutual Satisfaction

Brainstorm Outcomes Find Agreement Expand the Pie

Brainstorm Outcomes Find Agreement Expand the Pie

The Three Rules for Win-Win Negotiating

The Three Rules for Win-Win Negotiating

Be a Partner

Develop Trust By Listening

Explore Options for Mutual Satisfaction

Be a Partner

Develop Trust By Listening

Explore Options for Mutual Satisfaction

Are you a CHIMP?or

Are you a BONOBO?

Are you a CHIMP?or

Are you a BONOBO?