Before getting involved in any negotiation, you need to understand that there are three basic “styles” of business negotiating. According to Murphy, these are:
Needless to say, collaborative negotiations are ALWAYS in your best interest, and in the best interest of the prospect and must be incorporated in your sales training.
However, you can’t be collaborative unless the other party sees the negotiation that way, too. If a prospect is convinced that the negotiation is a competition, you’ll sometimes need to play that game, even as you gradually lead the prospect into a more cooperative attitude.
When negotiating final terms of complex deals, sales pros tend to feel as if the customer “holds all the cards.” After all, he who pays the piper calls the tune, right? Wrong.
Your goal throughout the sales cycle is to strengthen your position so that you enter the negotiation from a position of equal power. There are seven ways to do this:
The more of these tactics that you cover in sales training, the better you’ll be positioned when it comes to the final negotiation. What’s more, these tactics also tend to frame the future negotiation so that it’s much more likely to cooperative or collaborative, rather than competitive.
Prosell have sales training programs that have been designed to put in place the skills and disciplines to succeed in the current economic environment and come out ahead of the competition.
Evidence has come to light that HR risk losing key areas of responsibility, such as recruitment and staff retention, to their marketing colleagues.
According to an article in Personnel Today, Penny de Valk, Chief Executive of the Institute of Leadership and Management said: “Establishing a market, finding out its needs and meeting those needs that's what marketing does. The transformation of the marketing profession over the past 10 years indicates it is possible it could just take on HR's skills as it continues to grow."
Interviewed by Personnel Today, Sonia Wolsey-Cooper, Group HR Director for insurance firm Axa UK, said "HR has a very strong support and facilitation role, but it has to adapt according to what the business needs. Whatever gets the best end result for the business should come first.”
A few weeks ago we sent you an article about the necessity of changing sales strategy in a flat market.
The essential sales strategy for a flat economy
Read the text below and complete our 30 second test to see how well you are geared to maximize the situation.
All companies know they have to do things differently in a downturn to come out ahead of the pack and not behind it (or not come out at all).
The problem is, other than cost cutting, (A C Nielsen Research tells us it costs 430% more to scale up after a downturn than was ever saved during it), sales operations try and focus on broad strategies and words like ‘productivity’ and ‘increased effectiveness’ get thrown around, but with no specific and valid tactics to support them. Have you delivered any sales management training to support new tactics?
In normal or buoyant times, companies pursue a growth strategy. That means there is growth in the market and provided you are visible and competitive, you will capture your share – of either new business, or increased business from current customers.
When there is a down turn and no growth, or indeed a contraction of the economy, then companies must pursue a market share strategy. This means you will only generate additional business at the expense of the competition.
Pursuing a growth strategy in a downturn leads to declining results, frustration, poor conversion rates and even poorer forecasting accuracy. Sound familiar?
To pursue a market share strategy you must be fit for the fight. The company must re-align its competitiveness, sales managers need to be able to do very specific things and sales people must re-align skills and approaches.
Below is a brief questionnaire that gives you an insight into the specific things you need to do and allows you to rate your company and the sales team against these things.
Growth vs Market Share Questionnaire Download Complete our 30 second test to see how well you are geared to maximize the situation. ( Firefox users may recieve an error)
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28 - 36 – you are in pretty good shape to come out of the downturn
20 - 28 – some work to be done and it may be critical
Below 20 – you need to act now to get your company fit for survival
Prosell have sales training and sales management training programs that have been designed to put in place the skills and disciplines to succeed in the current economic environment and come out ahead of the competition. www.prosellsalestraining.edu.au, email This email address is being protected from spambots. You need JavaScript enabled to view it., or call 1300 559 493.
Growth vs Market Share Questionnaire Download Complete our 30 second test to see how well you are geared to maximize the situation.
Plain speaking conservative UK MP, Anne Widdecombe, presented a controversial analysis of coaching at a recent conference organised by the Oxford School of Coaching and Mentoring. The premise of her speech was that coaching for the average person was largely unnecessary saying that: “We all know what it takes to get on in life and work and our own attitude and commonsense determines how we succeed. Workplace coaches and mentors are not needed.”
Taking issue with Widdecombe’s remarks, Simon Morden, Chairman of Prosell said: “Virtually every study ever published reveals that employees who are clear on what is expected of them, receive regular feedback and encouragement from their manager and feel included in decision making about their future, perform much better than those who don’t. As a consequence of this, organisations with a motivated and focused workforce have a much greater chance of success than those failing to engage with their employees.”
He adds: “Leaving people to just get on with it, is not an option for companies operating in a global marketplace.”
Prosell provides customised training, coaching, and program choices that cater to teams with expertise in sales, retail, corporate, call centres, and customer service. These options are specifically designed to meet the needs of clients and are accessible in Sydney, Melbourne, Brisbane, Perth, Adelaide, and Canberra, New Zealand, and the Asia Pacific area.
119 Willoughby Rd Crows Nest
Sydney NSW 2065 Australia
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