Home - Contact - Sitemap      
  • 100,000_salespeople.jpg
  • global_companies.jpg
  • helping_companies.jpg
  • insufficient_talent.jpg
  • sales_quotas.jpg
  • vision_knowledge.jpg
  • you_recognize.jpg

Wendrickx & Partners - Collaborative Sales Negotiation

"The Ability to Sell Value and Avoid Discounting"

  • 17% rated themselves as either poor or dismal
  • 60% rated themselves as either average, poor or dismal

Why?

  • Buyers gather data from the internet including pricing information
  • Sales reps often find themselves responding with a defensive
  • "I’ll see what I can do and get back to you".
 

Business Outcomes / Benefits

  • Maintain margins
  • Reduce negotiating time and the end of the sales cycle
  • Successfully execute negotiations through proper planning
  • Reach positive outcomes during negotiations benefiting both parties
  • Improve short and long term customer relationships
  • Avoid missed forecasts due to delays during the negotiation
  • Avoid heavy discounting in order to close the sale

Problems Addressed

  • Declining margins due to heave discounting
  • Losing too many deals at the end of the sales cycle
  • Poorly executed negotiations due to improper planning
  • Inability to reach an agreement benefiting both parties
  • Declining short and long term customer relationships
  • Missed forecasts due to delays during the negotiation
  • Missed forecasts due to heavy discounting in order to close the sale

Workshop Objectives

At the conclusion of the workshop you will be able to:

  • Negotiate with much greater confidence
  • Increase the size and scope of opportunities as well as associated margins
  • Avoid delays at the end of the sales cycle caused by the inability to reach agreement
  • Expand the pie producing a greater value for both buyer and seller
  • Determine your and the customer’s best alternative to an agreement
  • Measure your negotiating strength or vulnerability using the elements of the "Formula for a Successful Sale"

During the workshop you will learn how to:

  • Determine where a buyer is in the buying process and why they take certain positions
  • Differentiate between the three types of negotiations in order to determine the optimal approach
  • Set proper expectations with buyers that you will not be making concessions without getting something in return for your company
  • Determine the interests behind a position taken by a buyer in order to better respond
  • Deflect buyer positions without always saying "no" to their request
  • Dialogue with clients to lead them to a positive outcome that produces greater value for buyers and sellers
  • Avoid phrases that, throughout the sales cycle, set improper negotiating expectations
  • Develop your own plan using the Negotiating Readiness Checklist™, a simple MS Word document

 

 

 

 

  • be informed.jpg
  • be value.jpg
  • centre consulting.jpg
  • imtech.jpg
  • lindorff.jpg
  • mb-tg.png
  • n&s.jpg
  • Noordhoff.png
  • resourches.jpg
  • royal dirkzwager.jpg
  • sysgo.jpg
  • tass-logo.jpg
  • traxion.jpg
  • unit 4.jpg
"It is not the strongest of the species that survives, nor the most intelligent that survives. It is the one that is the most adaptable to change."
Charles Darwin
Contact us

Wendrickx & Partners

Smederijstraat 2

4814 DB  BREDA
The Netherlands

+31 76 530 2323
This email address is being protected from spambots. You need JavaScript enabled to view it.