Переговоры/Negotiations

Maria PolishchukGrammarly Inc.

Grammarly Inc

500+ Institution

500,000 students

Why do buyers control the process?

Presentation Slides ProposalResearch Follow up

Appear Interested Obtain Info. Avoid

commitment Disappear

Meeting Process (Initial Meeting)

1. Introduction (Bonding & rapport) 2. Up Front Agreement 3. Pain4. Budget5. Decision Making Process6. Solution7. Next Steps

Meeting Process (Initial Meeting)

1. Introduction (Bonding & rapport) 2. Up Front Agreement 3. Pain4. Budget5. Decision Making Process6. Solution7. Next Steps

● Appreciation● Confirm Specifics● Their Agenda● Your Agenda● Transition

Meeting Process (Initial Meeting)

1. Introduction (Bonding & rapport) 2. Up Front Agreement 3. Pain4. Budget5. Decision Making Process6. Solution7. Next Steps

1. Tell me more2. An example3. Time frame4. What have you tried5. What has it cost6. How did you feel about that

Meeting Process (Bucket Technique)

1. Introduction (Bonding & rapport)2. Up Front Agreement Actual: 80-100k

3. Pain Actual: 30k

4. Budget Actual: 10k

5. Decision Making Process6. Solution7. Next Steps 25k 80k 400k

Meeting Process (Chalkboard Technique )

1. Introduction (Bonding & rapport) 2. Up Front Agreement “Chalkboard Technique”

3. Pain4. Budget 5. Decision Making Process6. Solution7. Next Steps

$50k

Meeting Process (Initial Meeting)

1. Introduction (Bonding & rapport) 2. Up Front Agreement 3. Pain4. Budget5. Pre-closing6. Solution7. Next Steps

“Assuming that you wanted to move forward, and I am not saying you do, but if you did... ”● What does the decision

making process typically look like?

● When would you want to start/finish?

● How does it typically happen?● Who else is involved?

Meeting Process (Initial Meeting)

1. Introduction (Bonding & rapport) 2. Up Front Agreement 3. Pain4. Budget5. Decision Making Process6. Solution7. Next Steps

Next Step: ● Specific

Follow up: meeting, call Physical: to send more info● Measurable: Date & Time● Accountable

Pendulum Technique

Yes No

CLOSE YOUR FILE SAMPLE TEMPLATES Subject: Close your File

(Name),

I'm writing to follow up on my last e-mail.

Typically, when I haven't heard from someone after a few weeks it means they are either really busy or aren't interested. If you aren't interested, do I have your permission to close your file?

If you are still interested, what do you recommend as a next step?

Thanks for your help, (Name).

CLOSE YOUR FILE SAMPLE TEMPLATES Subject: Quick Question

(Name),

I realize that it does not make sense to move forward. Since it is over, can I ask you a quick question? Is (product) missing a feature you would want to see, or is it mostly a budget decision / wrong timing? (why is that you aren’t interested?)

Thanks for your input!

Questions