how to become an expert in negotiation

37
How to Become an Expert in with Steve Benson NEGOTIATION

Upload: steven-benson

Post on 22-Jan-2018

319 views

Category:

Sales


0 download

TRANSCRIPT

Page 1: How to Become an Expert in Negotiation

How to Become an Expert in

with Steve Benson

NEGOTIATION

Page 2: How to Become an Expert in Negotiation

Power of first impressions

Humans have the intuition to judge people based on physical appearances.

Put your best foot forward,

&Establish a successful tone

www.badgermapping.com

Page 4: How to Become an Expert in Negotiation

○ Well groomed○ Have a firm handshake○ Arrive on time○ Speak with respect○ Spread positive energy

The

basics

Look put together

www.badgermapping.com

Page 5: How to Become an Expert in Negotiation

Let the customer talk first It creates trust and

confidence around you www.badgermapping.com

Page 6: How to Become an Expert in Negotiation

Maintain steady eye contact

Best way to connect with them

www.badgermapping.com

Page 7: How to Become an Expert in Negotiation

Keep a steady

pace when talking

Lower and raise your voice during certain parts of a sentence

Avoid filler words such as Ahh, Umm, and Like

www.badgermapping.com

Page 9: How to Become an Expert in Negotiation

Your tone should have an upward inflection.

Encourages collaboration

www.badgermapping.com

Page 10: How to Become an Expert in Negotiation

Be friendly from the beginning

Build a respectable relationship before

negotiating.

Arrive early and chat with your counterpart

www.badgermapping.comwww.badgermapping.com

Page 11: How to Become an Expert in Negotiation

The

3 F’s - “I understand exactly how you feel about the concerns.

-Many other people have felt exactly the same way as you do when they first hear the price.

-When they take a closer look at what we offer, however, they have always found that we offer the best value in the marketplace.”

Feel, felt, found.

How to use this method

www.badgermapping.com

Page 13: How to Become an Expert in Negotiation

Secure the agreement first

What is the point of negotiating when you haven’t set the basic principles with your counterpart yet?

Once you solve the problem, negotiation can begin.

1.

www.badgermapping.com

Page 14: How to Become an Expert in Negotiation

Equal or better exchange

Build your opponent’s trust early on by

● Having information trade-offs ● Treating them like “one of the members on the team.”

2.

www.badgermapping.com

Page 15: How to Become an Expert in Negotiation

Additional benefits

Offer something tangible to strengthen your bargaining powerEx : Related services, shorter contract, company gear, appearance on company blog..

3.

www.badgermapping.com

Page 16: How to Become an Expert in Negotiation

Avoid concession conversation : they lead to all-or-nothing situation.

Lead the conversation towards a trade-off to secure a deal

Trade off vs Concession4.

www.badgermapping.com

Page 17: How to Become an Expert in Negotiation

Slow down

When offered a discount or valued proposal by the counterpart, verify if the deal is still in line with your company’s principles.

Before closing the deal, make sure it reflects your strategy and detailed reasoning.

5.

www.badgermapping.com

Page 19: How to Become an Expert in Negotiation

Negotiation question starters

Open-ended questions:

will give you more information about your client.

Close-ended questions:

will lead your client to confirm on

something.

www.badgermapping.com

Page 20: How to Become an Expert in Negotiation

Words to develop your subject into open-ended questions:

● How would you describe● What factors…. ● Which…...and why?

● What is your opinion on..?

www.badgermapping.com

Page 21: How to Become an Expert in Negotiation

Think of it as aJoint

Problem-Solving Session

Speak as if you were trying to solve a problem as a team.

Choose words to build relationships and move forward together. www.badgermapping.com

Page 22: How to Become an Expert in Negotiation

Look for the long term rewardNot the short term benefit

www.badgermapping.com

Page 23: How to Become an Expert in Negotiation

Cultivate a win-win scenario

Be invested :Create an

obligation to reach the most

successful outcome.

www.badgermapping.com

Page 24: How to Become an Expert in Negotiation

6 STRATEGIESFor Negotiation

via HubSpot

www.badgermapping.com

Page 25: How to Become an Expert in Negotiation

Focus on Interests, not Positions

Interests are the outcome that can benefit someone

Positions refer to your stance on a particular

topic.

Determine the counterpart’s interests to offer a persuasive

solution

www.badgermapping.com

Page 26: How to Become an Expert in Negotiation

Create “if-then” scenarios and backup plans

Create an “if-then” list to counter their arguments and to

mitigate their fears.

Have a backup plan to secure the next

best alternative.

www.badgermapping.com

Page 27: How to Become an Expert in Negotiation

Negotiation is ART

Creative

solutions address

the “why” to

every problem

and open the door

for more

conversation.

www.badgermapping.com

Page 28: How to Become an Expert in Negotiation

Put Yourself in Your Client’s Shoes

Understand what your opponent wants and prepare ahead of

time solid answers to his potential questions.

Be human and sensitive to guide the conversation towards a win-win deal

www.badgermapping.com

Page 29: How to Become an Expert in Negotiation

Always present yourself in a character that best relates to your counterpart.

Research the company atmosphere to prepare yourself for physical cues, verbiage, or punctuality when meeting up.

Notice the

Cultural Elements

www.badgermapping.com

Page 30: How to Become an Expert in Negotiation

Prepare your Team

Set clear rules everyone will follow as well as

speaking/questioning time to respect during

the negotiation

Make sure you take time to help everyone get onboard.

www.badgermapping.com

Page 31: How to Become an Expert in Negotiation

When there is a strong competitor…

Identify if you’re the best choice for your customer.

Determine the best negotiation strategy accordingly

Evaluate your

Position

www.badgermapping.com

Page 32: How to Become an Expert in Negotiation

If you are the best choice...

Stick to your guns and resist negotiating prices

If they’re looking for the lowest-risk product/service, then you’re what they’re looking for.

Being your counterpart’s best choice empowers your negotiation

www.badgermapping.com

Page 33: How to Become an Expert in Negotiation

If you aren’t the best choice...

Don’t keep offering

discounts to make your offer more attractive

Focus on presenting your

product in a more attractive way so

that it becomes the first choice, price

aside

www.badgermapping.com

Page 34: How to Become an Expert in Negotiation

When Discussing Prices… KNOW YOUR VALUE

It’s easier to compare the price than the value of different products or services

Identify the benefits your customer gain when purchasing your product www.badgermapping.com

Page 35: How to Become an Expert in Negotiation

Wise agreement

Fair agreement

The best outcome isn’t always the fairest : prefer a wiser agreement than benefits

more both parts www.badgermapping.com

Page 37: How to Become an Expert in Negotiation

Let us know if you want us to cover a certain skill.

Comment below!

We appreciate you taking the time to

invest in your skills with our deck.

Badger Maps is an app that helps Field Salespeople be more successful.

Check it out at www.badgermapping.com