How to Negotiate for Sales Success

  

Location : On -Site & Public Seminars only
Length : One Day Negotiate for Sales Success Training Seminar
Number of Participants : unlimited
Materials : Comprehensive Notebooks provided
Follow-Up Monitoring : No-Charge MVP six month follow up program. Attendee"s may contact seminars speaker for communication relevant questions by email or phone for six-months following presentation.

How to Negotiate for Sales Success – What Purchasing Departments Don’t Want You to Know

Ever wonder why Sales Training is always provided by Sales People, when the customer"s Purchasing department is the one who decides whether or not you get the business?  Everything you"ve ever learned about sales is only 50% of what you need to know - best case.   Until you know how purchasing really operates - how they are rewarded, what they measure, how they prepare for negotiations, their hot buttons, their negotiation tactics, etc - you will never be able to influence them for consistently world class sales results.  This two day seminar will take you through the inside scenes of what purchasing does, what motivates them, what triggers they respond to, how they prepare for and manage negotiations, what tactics they use and how to recognize and respond to them, and how they make supplier selection decisions.  Once you understand this - the other 50% of being a World Class Sales Professional - you will be able and ready to deliver the winning punch, every time.  If you are committed to sales success and customer excellence, this seminar will give you the tools to ensure sustained competitive advantage with your customers. 
 

Learn the insider secrets to:

 
Why taking the customer out to lunch may be the worst thing you can do. 
How to anticipate, recognize, and respond to purchasing negotiation tactics
Why every proposal you"ve ever given to purchasing has been deficient
Why you should never respond with exactly the Scope Of Work (SOW) purchasing asks you to provide a bid on.
What you aren"t doing today to keep earning the business every month with purchasing
What data from your other customers you should be sharing with purchasing.
How to speak in the same language as purchasing for optimal results
How to win the business again before the contract expires
Using the three words that will crack cases, every time.
How to lower your price without lowering your profit
How to use questions – and which kind - instead of statements to get what you want
Why “splitting the pie down the middle” is Lose/Lose, and how to employ a proven ranking methodology to create real Win/Win.
How to capture the value of your proposals in language that will appeal to purchasing and outsell your competition.
In summary - learn the insider strategies and secrets that NO SALES TRAINER, SALES CONSULTANT, OR SALES MANAGER can or will teach you - because they haven"t worked in purchasing! 
 

Seminar Structure:

 
Day 1

I.    What purchasing does - how are they rewarded, what motivates them, their hot buttons and their sweet spots.
II.   The purchasing process behind the scenes - what really happens
    a.  Commodity management strategies - organizational structure and data tracking
    b.  Success metrics purchasing tracks and cares about
    c.  Supplier selection models - purchasing criteria and decision making approach
    d.  Pre-negotiation planning strategies - cost modeling, pre-negotiation plan components, and approvals

III.  Setting the stage for negotiations
    a.  Negotiating team, location, dynamics, and tactics
The role of finance, the customer, legal, accounts payable, and purchasing.
The pre-negotiations meeting, and what it is used to accomplish
Expectations setting with the supplier

IV. Conducting negotiations
    a.  Cost modeling strategies, benchmarking, and budgetary data
    b.  Behavioral negotiation strategies that purchasing employs
    c.  Contract terms and conditions negotiation and how they tie to the total cost model

V. Post negotiation Strategies
    a. Negotiation closure and documentation
    b. Post contract management
    c. Dual and multisourcing models and business allocation methods
    d. Supply chain management and purchasing"s role
 
Day 2

I.    Hands on practicum - use the learnings from Day 1 to apply to case scenarios
    a.  Cost modeling the way purchasing does, and how to influence
    b.  RFP/RFQ response tactics that outsells your competition
    c.  Planning for the negotiations - pre-empt purchasing at their own game
    d.  Who to bring to negotiations, where and when to hold them, and how to establish roles.
Anticipating, Recognizing, and Responding to purchasing negotiation tactics
Calling Purchasing’s Bluff – techniques and approaches
How to use the contract T"s and C"s as your friend in negotiations, and what to avoid
    g.  Best in class post negotiation closure methods
Practices to keep earning purchasing"s business every month

Overall Strategy Review & Action Plan for Success
a.    How to beat purchasing at their own game and make them feel good about it!
b.    Action plan for key customers and report out
c.    Summary and wrap up