WORKSHOP OBJECTIVES: Each participant will learn to:
Understand the customer profile and competitive landscape
- Discuss the key elements of a complete customer profile
- Discuss the competition and customer value points
- Define your price limits, value points, and service issues
- Organize your options for the terms and conditions that support and enhance your position
- Prepare to articulate the competitive landscape issues and the company’s perspective
Thoroughly prepare the company’s position, values and limits
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Interact Strategically
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Strategically open the negotiation
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Open with a positive tone and rationale that builds credibility
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Surface customer needs and concerns
Effectively advance the dialogue
- Uncover personal, and business goals, issues, and values that gets you inside the head of the customer
- Use a ‘Ready-Aim-Fire’ process to target the issues, learn what they’ve tried, then offer the Company’s Advantage
- Listen, probe, summarize and navigate the conversation to completely understand their position
- Use probing strategy that uncovers several levels of motivation and values while building trust
Position the Company’s Advantage
Resolve to Agreement
- Say ‘No’ tactfully and credibly
- Make a compelling case for ‘No’
- Position counteroffers that protect your interests
- Clarify objections and isolate them before resolution
- Socratically respond to questions before committing to assumptions
- Use a formula to reaffirm agreement and decisions
- Assign responsibilities and personnel clearly
- Specify check points and deadlines by gaining agreement on the negative impact of ineffective action steps
- Learn a process for coaching the customer as to how the customer convinces their internal decision makers that the sale opportunity is especially valuable