Planning and executing sales negotiations
Collaborative Sales Negotiations is a methodology for planning and executing sales negotiations to reach mutually beneficial agreements between buyers and sellers.
This methodology introduces advanced negotiating methods and skills for application to high-value sales opportunities.
While the essential principles of effective negotiation and closing are included in the Solution Selling program, CSN introduces more advanced negotiation planning and execution methods. As a result, CSN is ideal for sellers who engage in more difficult and complex negotiations.
CSN’s methods and skills enable sellers to successfully close more opportunities with fewer concessions and discounts, resulting in higher margin business. Furthermore, CSN is designed to be a non-manipulative, collaborative approach which ensures that the final agreement will be valuable for both the buying and selling organizations, thus improving customer satisfaction and level of relationship.
CSN provides repeatable methods and practical tools for developing sellers’ negotiating skills and covers all aspects of high-stakes negotiations, where maximizing value between buyers and sellers is paramount to their mutual success.
CSN covers all aspects of negotiating to an optimum agreement
CSN is designed for any sales professional who engages in complex negotiations to close high-value sales opportunities.
What is included in the Collaborative Sales Negotiations program?
Designed to provide a repeatable methodology for planning and executing sales negotiations, CSN enables sales professionals to:
Multiple Delivery Modality Options
CSN can be learned through live instructor-led training (ILT) workshops, via virtual instructor-led training (vILT) sessions, and online through on-demand eLearning and video-based content. We find that incorporating a mix of delivery modalities produces the best results.
For ILT and vILT delivery, each SPI instructor has been certified to rigorous standards, and they each bring at least 10 years of sales negotiations experience to ensure their credibility and enhance facilitated discussions. Alternatively, SPI can certify client instructors for in-house delivery and coaching, at the client’s option.
Workshop Topical Agenda
CSN is a modular program, designed to be tailored to the unique requirements of each client. The standard instructor-led CSN workshop is a one-day, highly interactive program, and incorporates online eLearning and in-classroom automated tools. The standard workshop includes:
Introduction to Collaborative Sales Negotiations
The Essentials of Negotiating
Buyer and Seller Alternatives and Options
Measure your SV Factor™
Determine Alternatives and Options
Three Methods of Negotiating
Positions and Interests
Withstanding the Buyer’s Squeeze
Expanding the Pie
Negotiating Dialogue Prompter™
Review Principles of Collaborative Sales Negotiation – Wrap-up
CSN typically includes a pre-workshop assignment consisting of collecting information about a specific opportunity that is partially through the sales cycle, including:
In the workshop, participants use the pre-work assignment content in application exercises to practice program concepts. At the completion of the workshop, the participants will have a well-organized and documented Negotiating Readiness Worksheet™ and are prepared to collaborate with their customer to reach an agreement that brings additional value, to both themselves and their buyer.
The CSN workshop is designed with adult learning principles in mind. The program’s instructional materials facilitate participant understanding by using a mix of media to transmit and reinforce key learning points. SPI provides full-color training content in electronic interactive workbooks, for use on participants’ mobile devices or laptop computers, as well as color reference charts, animated presentations, and video content, where appropriate.
Useful Negotiation Planning Tools and Job Aids
The CSN workshop provides automated negotiation planning tools. As participants complete the in-workshop exercises, they capture the results in these tools. After the workshop, sellers can use the tools on an ongoing basis for application in their own sales opportunities.
The tools and job aids provided in the CSN program toolkit include:
Collaborative Sales Negotiation provides sales professionals with a repeatable and practical methodology, and skills for planning and executing sophisticated negotiations, and securing mutually valuable agreements with buyers. The outcomes of this methodology are a higher win rate, reduced sales cycle times, lower levels of discounts, fewer concessions, and higher levels of customer satisfaction, resulting in lower cost of sale, better margins, and happier customers.
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