IC02 - Negotiating a Profitable Outcome (for both parties)
Duration1 Day (customisation)
Availability

Course Description

How often do your sales teams actually look at the profitability of an account? Do they consider all the "soft costs" off servicing the customer?

Do they analyse their share of the customers spend? When challenged on cost or fees do they see this as an opportunity? Or do they see it as a threat? Are they "buying" business either to price matrix the customer and win margin elsewhere or are they just giving away profit? All the above can have a significant impact on your bottom line and can lead to your company working either "SMARTLY" or "FOOLISHLY" This programme will "Wake up" your sales teams to the reality of doing business effectively and profitable.

Pre-requisites

Before the course we will ask the delegates to bring onto the day a client that they wish to grow, or a new prospect that they have selected to break into, these will be used as a live "case studies" for them to take back into the business and develop, therefore showing a return on the investment of the training.

Objectives

At the end of the workshop participants:

  • Will have a greater understanding of the key element of their role
  • Understand how to protect margin and maximise profit
  • Have a clearly defined process
  • Understand the power of body language and perceptions with the process

Customisation

For on-site courses (i.e. at your premises), we are more than happy to tailor the course agenda to suit your exact requirements. In many cases, we are able to build your in-house standards and naming conventions into the delivered course.

Course Details

The 80/20 analysis (where does our business come from?)
Hard cost V soft cost (margin erosion)
Share of customer spend (get your S.O.C.S on)
Price Matrixing (profiling your margin and how to achieve it)
Skills of a successful negotiator
Preparing to negotiate
Justification statements
Clarifying the parameters
Knowing our concessions
Return concession analysis
Understanding the costs and values of concessions
Using the "3" stage tentative approach
The power of "IF"
Gaining agreement and summarising
Managing your interpersonal skills during negotiation