Sales Professionals

CLOSING DEALS PROFITABLY - As a sales professional, negotiation is a part of daily life. Your sales process can last weeks, months or even years, and, right at the end, it often comes down to a single negotiation meeting. This is where the profit in the deal is captured... or lost. We call it the «oh-no-second» - that precise moment when you realise that the value you worked so hard to create during the sales process has suddenly slipped out of your grasp... and you smack your head and say OH NO!

 

We help you avoid the oh-no-second through excellent, structured analysis + preparation, clearly defined goals, a long list of trading variables, and high-quality proposals that help your negotiation partner understand the value they can gain by working with you. Capturing the value for you while ensuring it's also captured for them, helps to create deals that both parties are anxious to implement. Our philosophy of «CLOSING DEALS PROFITABLY» is nicely expressed in this "lovely" problem.

Your potential issues

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Solution overview

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Your benefits

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Your potential issues

  • Buyer only wants to reduce the proposal price 
  • Own negotiation team is not well aligned and individual team members behave unexpectedly
  • Making too quickly and too many concessions without getting anything in return
  • Hard bargaining approach of the buyer leads to deadlock situations and lose of the deal
  • Customers are not open for problem solving ideas and negotiation proposals
  • Customer seems to have a stronger negotiation position and therefore dictates the outcome

Solution Overview

  • Analyse systematically the people involved in a negotiation (Buying Center) and their interests 
  • Understand how the use of information during a negotiation can influence the expectation of the customer
  • An easy to use negotiation toolbox enables you to prepare and conduct successful negotiations
  • Improve your position in a negotiation even when you start from a weaker position
  • A pragmatic negotiation process based on best practice activities supports you to keep control of the negotiation
  • Understand how to close Value-Value negotiations and foster customer relationships
  • Transfer knowledge into practice through experiential learning

Your benefits

  • Protect the profitability of the deal and avoid delays in closing the business
  • Avoid focusing only on price by trading value for value
  • Handle pressure more effectively to maintain focus on achieving your goals
  • Improve confidence through systematic preparation
  • Manage the dynamics of a negotiation and get control of the negotiation flow
  • Reduce stress by using a structured method to Analyse - Prepare - Execute - Close - Review strategic negotiations