Context of BtoB negotiation
- General reminder of BtoB negotiation: technique, strategy, negotiation tactics
Know and develop your sales cycle
- Quality of the sales cycle, for confident negotiation
- Sales cycle versus buying cycle
- Defend your sales cycle
- Techniques to assert oneself and convince
Develop a negotiation grid
- Enter into a concession/quid pro quo logic
- Develop the negotiation target: safeguard your margins
- Anticipating rejection: building an effective MESORE
- Identify trading objects other than price
Outsmarting the techniques of professional buyers
- Remain stable and manage the unforeseen events of the negotiation
- Maintain leadership in the face of intimidation and pressure
- Promote exchange techniques
Mastering effective closing techniques
- Demystifying the win-win
- Deal with last-minute objections and get an agreement
- Reassuring a fleeing buyer
- Logic Sequence Technique
- Reformulate the points of agreement and pain
Formaliser l’accord
- Anticipate the rest of the negotiation
- Comforting the buyer: valuation techniques
- Building trust: the anchoring technique
Develop the relationship with its customers and anticipate renegotiations
- What to renegotiate? When and under what conditions?
- Build new solutions, strengthen your positions
Summary and action plan
- Principles that lead negotiations to success
- Choose the right markers for long-term success
