NEGOTIATE & CLOSE!
Understanding the dynamics of successful negotiations
Most people negotiate by instinct and gut feeling. Some rely on their personal composure to convince or persuade. Very few truly understand that great closes can be reliably induced and repeated.
We show you how it’s done!
Our proven 12 principles of successful negotiation allow you to tailor your approach to your exact positioning to bring home that close.
Get that agreement done
Building and protecting the relationship first - protecting the down side - thinking long-term - always be ready to leave - set positive expectations and express appreciation - these are just a few steps towards a win-win closing in fairness, full faith, and integrity,
These are among the most important aspects of a successful negotiation, yet they are often undervalued by experts who prefer to focus on talking about numbers or term sheets.
In this context, “relationship” is almost always completely neglected. We work with you and your team to become truly proficient and confident in structuring profitable relationships with your client base for long-term mutual happiness.
Help your clients succeed
In our consultative selling approach, we focus on clearly demonstrating the NCB (net client benefit) of any proposal. If we can’t clearly show a favorable cost-benefit ratio for the client side, we a) start over or b) withdraw. We focus on speaking directly with the deciders. We ask a structured cascade of questions until there is full clarity on what the client needs, what change they need to achieve, what they hope to gain by it, what we can deliver, and what it will cost them.
We work with Mahan Khalsa’s approach in “Let's Get Real or Let's Not Play: The Demise of Dysfunctional Selling and the Advent of Helping Clients Succeed”. Whether in 1:1. coaching or a team workshop, your perspective on conducting client and prospect meetings will never be the same. Your insecurities will vanish as you and your team go for full transparency and “stop for yellow lights” as you focus on the ratio of quantified client benefit to your product’s or service’s expected fees or costs.
Bring that signature home
That’s great so far, you say? Many gifted salespeople present excellently and convince the client - but then they fail to close the deal. Somehow they miss the golden moment or avoid capturing it when it is there. There is a multitude of reasons for this hesitation - we know about them and we know how to dissolve them. Based on our “trusted advisor” consultative and quantified NCB sales approach, our coachées achieve dramatically improved closing rates when they return from the program.