Sales meeting and crucial negotiation tactics : Sales meeting and crucial negotiation tactics External Relations Support Material
Global Live Training Initiative 2010
Agenda : Agenda Introduction and objectives. (5 min)
Measuring your opportunities. (10 min)
The Meeting. (10 min)
Negotiation Tactics. (15 min)
Getting it done! (5 min.)
Q&A. (15 min.)
Objectives of the Session : Objectives of the Session Identify ways to assess sales performance.
Provide a benchmark for ER performance tracking.
Understand the influence of culture in meetings.
Provide basic understanding of the role and flow of meetings.
Introduce the participants to crucial negotiation tactics relevant for selling AIESEC services.
Provide a quick overview of Pipeline Management
Why aren’t we selling more? : Why aren’t we selling more?
Measuring your Opportunities X-1 : Measuring your Opportunities X-1 X prospects lead to Y meeting
Y meetings lead to Z hot offer.
Z hot offers lead to 1 deal.
We got a Meeting! : We got a Meeting!
Before Moving on - Assumptions : Before Moving on - Assumptions We have prospected the right companies analyzing previous successes.
We have developed the right products.
We understand the benefit of those products for our potential partners.
We have contacted the prospects and we have gotten a meeting.
IMPORTANT – You are the most capable person to understand and break into your local market.
What do to Before? : What do to Before? The most important thing – Define an Objective.
When possible attend meetings in teams of 2.
Understand the potential products you could offer to the company.
Understand your limits – (crucial for negotiation).
Prepare the flow of the agenda in your mind.
Be ready to sign a contract!.
How do I prepare a Flow? : How do I prepare a Flow? Here is a suggested flow you can use. When you get more experience you can adapt the flow depending on your own style and market. Ice Breaking Introduction Understanding and Identifying Needs Provide Alternatives and Solutions Agree on following steps Proposal and Closing
Questions you could Ask to Understand the Needs : Questions you could Ask to Understand the Needs How do you recruit for your entry level positions?
How does the company recruit international talent?
What is the main challenge that you face when recruiting?
What are the main projects for your department for this year?
What is the profile of people you are currently looking at recruiting? (bridge question)
Important : Important If selling internships. Have ready a Job Questionnaire / contract!.
Have statistics of our pools – relevant to the company.
If possible have sample CVs taken from the system. (no need to show them unless asked – managing expectations).
Sample phrases you could use to table proposals. : Sample phrases you could use to table proposals. What we could do is I send you a proposal based on what we discussed and I call you next week.
Is it ok if I send you the contract with the details we discussed? I think this would bring clarity and help us move towards an agreement.
Negotiation Tactics : Negotiation Tactics
Negotiation is a specialized and formal version of conflict resolution most frequently employed when important issues must be agreed upon. Negotiation is necessary when one party requires the other party's agreement to achieve its aim. : Negotiation is a specialized and formal version of conflict resolution most frequently employed when important issues must be agreed upon. Negotiation is necessary when one party requires the other party's agreement to achieve its aim.
Slide 15 :
Slide 16 : Games theory + + - - - + + -
First Tactic - Big Guy Bluff : First Tactic - Big Guy Bluff Act as if you are Big Fish who can swallow whole any small fry at a whim. Cast the other person as a small fry.
“We could start with something small. What do you think if we start with 10?”
Second Tactic- Fragmentation : Second Tactic- Fragmentation If the company you are approaching is capable of selecting more than one of your product. Give them the list of your product separately.
This allows the company to create their own product and you can negotiate on the final price.
Third Tactic- Get a Boss! : Third Tactic- Get a Boss! Make the company feel they are getting something special. “I talked to my boss and I got you a great deal!”
Do not make decisions in the spot. “Let me get back to you on that one…I would have to confirm if we can do that”
Fourth Tactic- Let’s try : Fourth Tactic- Let’s try Give certainty that this is not a big decision. If it doesn’t work they can easily get out of the deal.
Why don’t we try once and if it works for you we can sit down and talk on how we can grow it.
Why don’t we try with 5 and then we talk? (“Big guy - let’s try” tactic remix)
Fifth Tactic- False Deadline : Fifth Tactic- False Deadline Say that something must be done by a certain deadline or else the deal is off.
“Agenda will be finalized this week, so If we don’t get confirmation by Friday I can not ensure you will be able to participate as speaker.”
Sixth Tactic- Have them talking : Sixth Tactic- Have them talking Have them talk to other partners. Talk in advance to your partner to explain the objectives you are trying to achieve with the company. Connect them.
“Would you like to talk to one of our partners? Maybe they could relate to some of your concerns.”
Seventh Tactic- Widows, Orphans and Interns : Seventh Tactic- Widows, Orphans and Interns Get the sympathy vote by showing how you are helping those less fortunate than yourself.
Alternatively, show how what the other person is suggesting will hurt those innocents.
Counter Tactics - Doomsday : Counter Tactics - Doomsday Paint an overly black picture. Describe the outcome of any suggestion in negative terms. Be pessimistic and gloomy.
“I’m not sure we can hold this partnership. This will finish soon, etc..”
Getting it Done : Getting it Done
I’ll send you the contract. Please review it and if you agree we are ready to sign. : I’ll send you the contract. Please review it and if you agree we are ready to sign.
Law of Large Numbers(it "guarantees" stable long-term results for random events.) : Law of Large Numbers(it "guarantees" stable long-term results for random events.)
To remember : To remember X prospects lead to Y meeting
Y meetings lead to Z hot offer.
Z hot offers lead to 1 deal.
Conclusion : Conclusion In order to have a successful negotiation you need to consider cultural aspects as well as emotional intelligence.
You can track your performance in sales in different parts of the process.
Identify what was successful once and repeat it many times.
Negotiation is about achieving an objective, not about winning or losing.
Try, analyze, correct, try.
Thank you : Thank you
Credits & Contacts : Credits & Contacts This Material was brought to you by:
Speaker: Franklin Morales – AI Global ER Manager
Contact Email: franklinm@ai.aiesec.org
& .
Network as a Sales Force Team 09-10
networkasasalesforcegst@gmail.com
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