Negotiation is an ever-present part of any sales process. It occurs informally throughout the sales process and more formally when specific proposals and agreements are on the table. Effective negotiating protects sales revenue and improves profit margins. If you want your salespeople to improve profitability, compete on value rather than price, and enhance how customers perceive your credibility and the value of your capabilities and products, then Negotiating to Yes can help your organization.
Researched and developed by Wilson Learning, Negotiating to Yes (NTY) helps salespeople become better negotiators. It is based on the concept of Principled Negotiation, a method that offers salespeople an efficient process for reaching optimal business agreements that are satisfying to both parties and actually strengthen professional relationships. During this 2 day workshop, participants will focus on the following key learnings:
How to achieve mutually satisfying, optimal agreements through an efficient process that strengthens relationships.
How to avoid letting people problems get in the way of positive negotiations. How to clarify the issues important to each party to avoid any potential barriers to reaching an agreement.
How to explore all issues and interests and how to find a creative solution that satisfies everyone involved.
How to ensure that a negotiation either ends in a mutually satisfying agreement for both parties or in an alternative to a negotiated agreement that meets the principled negotiator’s most critical needs.
How to deal with difficult issues and “dirty tricks” used by others during negotiations in order to get the process back on the right track.
Enabling Improved Performance
Involving sales managers early on and training them to coach for Principled Negotiation is critical to successful Negotiating to Yes (NTY) implementation. NTY supports these activities with various performance application, reinforcement, and support tools. Additional learning components, such as application exercises, job aid cards, electronic reinforcement tools, and performance checklists, ensure that salespeople can hone newly acquired skills and behaviors upon returning to work.
Find agreements that are mutually satisfying to both parties. Develop a hard approach to problems and a soft approach toward people.
Use the Go to the Balcony and Separate the People from the Problem methods in order to keep a clear and open mind during the negotiation.
Identify Interests, Generate Options, and Determine Independent Standards during the negotiation process.
Identify their best alternatives to a negotiated agreement and present offers effectively using an Offer Conversation that addresses all parties’ interests.
Deal with difficult situations in order to keep negotiations going on a constructive and proactive track.
|Session Length:||2 Day Programs available|
|Participant Materials:||Participant Guide, job aid card, eLearning follow-up modules|