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Sales Coaching

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 Negotiation Skills
The Art of Selling

Casagrand
Sales Coaching

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Negotiation Skills

 Introduction

 Types

 Tips & Tricks

 Product Superiority

 On Table Closure

 Competitor Analysis

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Negotiation skills

Introduction

 Negotiation is a dialogue between

two or more people or parties
intended to reach a beneficial
outcome over one or more issues.

 People negotiate daily, often without

considering it a negotiation.

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Types of Negotiation

Types

 Distributive Negotiation

 Integrative Negotiation

 Integrated Negotiation

 Bad Faith Negotiation

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 Reasons for
Negotiation
Skills

 Top Floor Negotiations

 Objections & Excuses

 Visinity Challenges

 Body Language

 Market Scenerio

 Dicount

 Price
Where & How Negotiation Starts ?

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 Reasons for
Negotiation
Skills

 Guideline Value Vs Market Value

 Carparking & Other Charges

 Ongoing & Ready to Move

 Don’t Talk about Price

 ITC & GST

Where & How Negotiation Starts ?

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 Stages in
Negotiation
Process

 Face-saving

 Active listening

 Speak for a purpose

 Put yourself in their shoes

 Discuss each other's perceptions

 Find opportunities to act inconsistently with

his or her views

Where & How Negotiation Starts ?

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Tips & Tricks
Five styles or responses to Negotiation

* Conflict styles

• Accommodating

• Avoiding

• Collaborating

• Competing

• Compromising

• Pitch for Table Closure

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 Tips
Types of Negotiators
Tactics are always an important part of the negotiating
process.

• Soft

• Hard

• Bogey

• Flinch

• Tactics

• Auction

• Mirroring

• Snow Job

• Principled

• The Nibble

• Deadlines

• Defence in Depth

• Good Guy/Bad Guy

• Calling a Higher Authority

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 Tricks
• Anticipate compromise.

• Pay attention to timing.

• Leave behind your ego.

• Listen more than you talk.

• Always be willing to walk.

• Always get when you give.

• Don't absorb their problems.

• Use timing to your advantage.

• Ramp up your listening skills.

• If you don't ask, you don't get.

• Offer and expect commitment.

• Always find the right way to frame the negotiation.

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 Steps Involved in
Negotiation
• Preparation

• Strategy

• Find leverage (USP)

• The offer

• Go for Win-Win solution

• Close the deal

• Follow Up - Relationship

Date Your Footer Here 12

 The Sandwich
Technique
This is your first offer, be
bold and minimal in setting
up because, based on your
initial offer only customer’s
will judge you and how
much they can get 1

This is your third offer, Your second offer

where you have to be very
firm on what you have
offered, be careful not to
get in to any issues- apply
presence of mind how the
situation demands
always should be set
after finding potential
closing agreements and
this time it should be on
3 product value based 2
and not a variation
from first offer

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 Product Superiority

Unique Selling Proposition

Is a factor that differentiate a product from other products in terms of “Quality, Price, First of its
kind” etc.

A USP could be thought of “What you have for the customer” than competitors

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 Pre Table Closure
• "Based on what you've said, it seems

like our product is a good fit for you

today. What do you think?“

• "On a scale of 1-10, how confident are you

that our product will meet your needs?"

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Competitor Analysis
• Paraphrase the earlier Telephonic Conversation

• Understand the exact “Need Want & Demand”

• Understand the Purpose and Urgency

• Understand if he has any Requirements (Loan, Modification)

• Use transformational Phrases

• Ask for the Decision maker

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 !! Dr. Hari Prasad !!

!! Veera !!

!! Quadir !!

Thank You!
!! Sales !!

!! Cool Sales !!

Casagrand
Sales Coaching !! Offers !!

!! Happy Selling !!

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