Unlocking Yes - Revised Edition
Description
Sales negotiation is eternally and constructively tied to consultative selling. So, we must always be very mindful of the power and strength of long-term, trusted, businesses relationships. Armor-piercing questions in their various forms must not be seen as anything other than a positive risk tool used to clarify our bargaining position and that of our negotiation partner.
Our personal brand and bargaining table image is nothing more than our personal set of perfectly repeatable promises at work. How we frame negotiations. How we prepare negotiations. How we conduct and manage stratagems.
After reading Unlocking Yes you will understand, sales negotiation is a craft comprised of philosophy, theory, and art. Sales negotiation on the ground and at the bargaining table is a game of elasticity. It is a plethora of plans and back-up plans (BATNA)* that lead you into a profitable bargaining continuum.
Preparation cannot be understated. To be a truly great sales negotiator, you must be able to digest all known facts about any negotiation well enough to un-script in the heat of a bargaining exchange to elevate your cause and claim greater value. Your knowledge of strategy and your ability to shift strategy in the blink of an eye makes you a force to be reckoned with.
Remember, the world of sales negotiation is a fluid environment. You must continue to add new tools to your negotiation repertoire. Read, practice, and implement bravely.
Be creative. Offer great value. Make friends. Be true to yourself.
*Best Alternative to a Negotiated Agreement
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Content
PART I - PHILOSOPHY
Today's Ecomony and the Negotiation Marathon
Why Consultative Selling Integrates With Negotiation Planning
Good, Better, Best Negotiator
Create a Philosophy
How Effectively Does Your Sales Team Negotiate?
Ten Winning Sales Negotiator Traits
Four Powerful Words
Supercharge Your Sales Negotiation
PART II - EXPLORATION
Why Customer Corporate Culture Matters In Sales Negotiations
High Value Questions…Invaluable
"Us & Them"…Ten Important Questions
Profit Through Disciplined Listening
True Genius In Reconnaissance
Brand Alignment And Its Influences In A Sales Negotiation
Define Objectives. Negotiate Like A Pro
Cash Is King…The Buyer's Market
Power SWOT Before Major Sales Negotiations 55
SWOT Competitors Before Negotiations
SWOT Your Customer Before A Sales Negotiation
PART III - RELATIONSHIPS & TRUST
Building Trust
Relationships Matter
E.Q. Versus I.Q. in Sales Negotiation
Reduce Stress…Save Energy
Reduce Conflict…Focus On The End Game
Smartly Withdrawing From A Sales Negotiation
The Value Of Storytelling
Tips For Handling Aggressive Negotiators
Sales Negotiation Traps To Avoid
PART IV - PREPARING TO CLOSE
From Better To Best
Why BATNA Is Such A Powerful Tool?
Opportunity Sales Objections
Sales Negotiations, Plus Time, Equals More Money
Navigate The Bargaining Continuum
Use Smart Sales Negotiation Tactics
Beware Of Leaky Strategies
Negotiation Strategy…Is One Enough?
Limited Strategies Lead To Less Profit
The Importance Of Framing Sales Negotiations
Be Creative When Weak
Negotiating Via Mobile, Skype Or E-Mail
Negotiation Tips For Women In Business
PART V - THE CLOSE
Managing Risk
Powerful Scripting and Un-Scripting
Credibility At The Negotiation Table Pays
Effective Trial Closes
Win More With Value Statements
Smartly Navigate Price Traps
Identifying And Navigating An Impasse
Why Leading Questions Are Important
How Sales Negotiators "Close Deals"
PART VI - THE AFTERMATH
The Value Of Post Mortem In Negotiations
PART VII - 25 NEGOTIATION STRATEGIES
Strategy Summary
