1
Context of BtoB negotiation
- General refresher on BtoB negotiation: technique, strategy, negotiation tactics.
Exercise
Building a visual representation of the elements of a BtoB negotiation as a group.
2
Knowing and developing your sales cycle
- Quality of the sales cycle, for a confident negotiation.
- Sales cycle versus buying cycle.
- Defending your sales cycle.
- Techniques to be assertive and convincing.
Hands-on work
Self-assessment of your ability to defend your sales cycle. Techniques to prepare for the major stages of the cycle.
3
Developing a negotiation matrix
- Getting into the mindset of concession/consideration.
- Creating the negotiation target: safeguard your margins.
- Anticipating rejection: building an effective MESORE.
- Identifying points of negotiation other than price.
Hands-on work
Drafting and presenting your negotiation matrix.
4
Defeating the techniques of professional buyers
- Remaining stable and managing the unexpected in negotiations.
- Maintaining leadership in the face of intimidation and pressure.
- Promoting interactive techniques.
Role-playing
Practicing for the unexpected in a negotiation. Group debriefing.
5
Mastering effective closing techniques
- Demystifying the win-win.
- Handling last minute objections and getting to yes.
- Reassuring a fleeing buyer.
- Technique of the logical sequence.
- Rephrasing the points of agreement and pain.
Role-playing
Practice negotiating between a buyer and a seller: dealing with objections, applying stabilization techniques.
6
Formalizing the agreement
- Anticipating the next step in the negotiation.
- Strengthening the buyer: valuation techniques.
- Building confidence: the anchoring technique.
Storyboarding workshops
Workshop: The deal is done, what next?
7
Developing the relationship with your clients and anticipating renegotiations
- What to renegotiate? When and under what conditions?
- Building new solutions, strengthening your positions.
Storyboarding workshops
Workshop on renegotiation situations and solutions.
8
Summary and action plan
- Principles that lead to successful negotiations.
- Choosing the right markers for long-term success.
Exercise
Build an action plan for a BtoB negotiation in your real working environment.
2d
- 14h00 
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