Negotiating is about much more than just price!

Hello Reader,

I hope you and your team have had a successful week!

Here’s what’s in this email:

1. A brief introduction to the theme for next week’s Daily Sales Reset emails.

2. A summary of the planned daily topics.

3. PowerPoint slides for your Monday sales meeting to make it easy for you to brief your team about the focus of sales training and coaching next week.

Negotiating Skills at Every Stage of Selling

The theme for Daily Sales Reset emails next week is Negotiating Skills.

Negotiation is one of the most important skills in business. However, many people in selling roles believe:

1. Negotiating is all about the price.

2. They don’t have the authority to negotiate.

3. Negotiation is what happens at the end of the sales discussion when we try to minimise any discounts that customers are seeking!

The truth is that negotiation should be an integral part of every stage of your sales process. Members of your sales team have countless opportunities to negotiate more effectively.

Throughout next week, Daily Sales Reset emails and videos will introduce the key aspects of this vitally important skill.

Daily Topics Next Week

Monday

• Uncovering the core principles that underpin successful negotiations.

• Everybody has the power, authority and plenty of opportunities to negotiate!

Tuesday

• How to negotiate “Win-Win Agreements” because different stakeholders value things differently.

• “I’ll give you some of what you want in exchange for you giving me some of what I want”

Wednesday

• Becoming more aware of the key opportunities we have to negotiate at every stage of the sales process.

• One of the best examples is how to schedule a follow-up meeting to review your draft proposals.

Thursday

• Key reasons why we need to develop the greatest possible commercial awareness to become effective negotiators.

• Crucial aspects of commercial awareness include all aspects of cash flow and profitability, managing risks, and clarifying operational accountability.

Friday

• Introducing the four stages of structured negotiations: Prepare, Discuss, Bargain, Conclude.

• Learning to give away nothing without getting something in return.

Saturday

• It's time to celebrate your progress and relax!

• Your team members are prompted to reflect on what they learned and improved in the previous week.

Sunday

• The theme of what to expect in Daily Sales Reset emails in the following week.

PowerPoint Slides for your Monday Sales Meeting

• Download editable versions of these slides by clicking here

Daily Sales Reset

If they haven’t subscribed already, I strongly encourage you to ask all of your team members to subscribe to my Daily Sales Reset emails.

If they subscribe, every day from Monday to Friday, your team members will receive my daily email with the following:

• An introduction to the sales training topic for each day

• One single thing they can practice

• Suggestions about how they can work with you as a coach to help them make progress with the topic of the day and accelerate their progress.

On Saturdays, if they choose to open the email, they will receive a summary of the topics from the week and an invitation to reflect on how their selling skills and results improved during the week.

On Sundays, if they choose to open the email, they will see a summary of what to expect in the coming week.

I hope that you have a great weekend!