Essential Sales Negotiation Strategies Training Ppt

Slide 1

This slide depicts the most common sales negotiation strategies. The strategies are: Plan to win, Build Value, Lead the Negotiation, Control Over Emotions, Plan to Win, Trade, Don't Cave In, and Always Be Willing to Walk Away

Slide 2

This slide demonstrates the importance of planning as a sales negotiation strategy. It emphasizes that the importance of preparation in sales negotiations cannot be overstated. Lack of knowledge creates uncertainty on both sides of the negotiation, resulting in delayed negotiations and lost sales. Many aspects of negotiation can be anticipated, if one conducts research and plans ahead of time.

Slide 3

This slide depicts Building Value as a sales negotiation strategy. It emphasizes that when confronted with a challenge or under pressure to sell, far too many sellers are tempted to give up. Whether the objection is based on price, trust, urgency, competitive challenges, or something else, it can be met with problem-solving and new ideas. It also mentions that if you focus on objectives and help you and your buyers meet them, you can continuously develop ideas to build value without lowering the price.

Slide 4

This slide showcases Leading the Negotiation as a sales negotiation strategy. It highlights that many sellers let the buyer drive the sales negotiation. On the other hand, top-performing sales negotiators are twice as likely to take the initiative. Sellers must take the initiative. They should set the agenda for meetings, begin with offers and ideas, and end with sharing goals and concerns. It also mentions that sellers who make the first offer are more likely to be pleased with the negotiation outcome.

Slide 5

This slide explains how emotions can be used as a sales negotiation strategy. It emphasizes the fact that sales negotiations are highly emotional events. The best sales negotiators intentionally manipulate buyers emotions and are more likely to be emotionally prepared during negotiations. It also mentions that the best negotiators manage their anger and frustration, which allows them to focus. When they are worried or anxious, they smoothen themselves out to do what needs to be done without conflict or fear of loss.

Slide 6

This slide tells the importance of Not Caving In as a sales negotiation strategy. It emphasizes the importance of reciprocity in trading. There is an exchange of goods/services, and trading has the potential to increase the value for both parties. Both parties give up something of lower value in exchange for something of greater value. It also emphasizes that sellers who prepare for trades ahead of time and have them ready when the time comes create better, more frequent agreements and reach agreements more frequently.

Slide 7

This slide explains always being Willing to Walk Away as a sales negotiation strategy. It mentions that mindset plays a significant role when it comes to negotiating. If a buyer has leverage if they know you need a sale, they will put you in a difficult situation and press you until there is very little value in a deal. It also highlights that you'll start on a more level playing field, if you're willing to walk and a buyer knows it.