Monday, 5 February 2018

Can you Improve Your Negotiating Leverage thro' Sales Funnel?



I was conducting a program on EFFECTIVE VALUE SELLING FOR CAPITAL EQUIPMENTS last week. One of the main problem the sales executives were facing was that the customers were  insisting on  a target price for the machine rather than through a quotation. The sales executives were falling into the trap and asking their managers to give a revised ( read discounted) price.

This problem apart from the market dynamics is also decided by the BATNA of both the parties. Best Alternative to a Negotiated Agreement was first coined  by Roger Fisher and William Ury in their book Getting to Yes: Negotiating an Agreement Without Giving In. The authors from HBS work on the Harvard Negotiating Project.
BATNA is a concept which discusses the options both the parties have in case the negotiation fails. In such  a situation the party ( buyer or the seller) who has more options has a better negotiation leverage. For example if the buyer has 3 other vendors to talk to; and  the salesman has this buyer as the only option, then the BATNA of the buyer is higher.
Sales Funnel is a very important tool to not only improve your BATNA but also the order forecasting. We are conducting  programs on Value Selling Techniques for Major Sales for more details please visit www.paradigm-info.com
For more insights on realty selling please refer Contextual Selling – A New Paradigm for the 21st Century by Rajan Parulekar who has conducted customized training programs for companies like Adarsh Group, Brigade Group, DLF, Karle Infra, Skylark, Puravankara, Vascon Engineers etc.

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