Negotiating Client Value Programme
Create and capture value through sales negotiation.
Poor sales negotiating may be costing you as much as 50% of your net profit. Economic uncertainty has taught customers to push hard on price and terms, and even relatively receptive buyers use aggressive negotiation techniques. For sellers, the impact on average price can be as much as 5%, which in turn can represent up to 50% of net profits.
Yet many companies use generic negotiation training that is based on outdated principles of positional negotiation, and not adapted for the sales environment. Good sales negotiation is based on science, and cannot be separated from the sales process.
Imparta’s 3D Negotiating Client Value programme provides:
3DNCV is designed specifically for salespeople. It equips them to negotiate around the Buying Cycle, uncovering insights at each stage to power their negotiation strategy and drive measured impact.
3DNCV combines positional and interest-based negotiation, and incorporates advanced techniques based on research in Psychology, Strategy and Behavioural Economics.
3DNCV equips your salespeople to retain goodwill and spot opportunities to create value for both parties while defending your margins against price pressure and common procurement tactics and strategies.
After being in this industry for eight years and attending various negotiation training courses. I can honestly say this one has been the most beneficial, powerful, and certainly the most enjoyable.Account Director, Professional Services
Explore the modules
Impact: Margin & Cash Profile
Defend against a wide range of tricks used by aggressive or well-trained negotiators, maintaining composure and focusing on what is known, rather than on the fear of the unknown. Reinforce value insights, manage stakeholders and protect trust.
Impact: Margin & Cash Profile
Build trust and uncover interests to identify a wide range of possible Gives and Gets to trade in order to create new value. Understand the relative cost and benefits of each, and use concession strategies such as conditional concessions and signalling BATNA to protect margin.
Influence perceptions and outcomes through positive and negative framing and selective use of the decoy effect. Master anchoring as a specific type of framing, especially with the opening offer. Avoid destroying trust through the chill effect.
Identify your negotiation counterparts and profile their likely negotiation styles. Know the best strategy to use in each case to maximise trust and influence. Avoid a purely competitive approach.
Improving your BATNA
Impact: Margin, Contract Size and Length
Identify and improve your Best Alternative to a Negotiated Agreement (BATNA) in both perception and reality. Defend your BATNA against procurement tactics. Understand the customer’s BATNA (using the Krajlic Matrix) and influence their perception while retaining trust.
Understand the Zone of Potential Agreement. Combine positional and principled (interest-based) negotiation styles to influence ‘big WIN, little win’ outcomes while retaining trust. Know which negotiation skills to use at each stage of the Buying Cycle.