Spartan Negotiation ♦ – SkillSmart

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Spartan Negotiation 1 Topic

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Spartan Negotiation Introduction

POWER

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BUILDING PERSONAL & Professional POWER

POWER AWARENESS

POSITIVE vs. NEGATIVE POWER

Buyer Power 5 Topics

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1. The Power of TIME

2. The Power of Information

3. The Power of Options

“Caveat Venditor”

Seller Power 15 Topics

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THE 7 POWERS OF HIGHLY EFFECTIVE SALESPEOPLE™

1. The Power of TIME

2. The Power of Information-Insight

3. The Power of Options

Neediness, Meekness & Weakness

Neediness Notations

4. The Power of Differentiation

Defendable Differentiators

5. The Power of Problems, Pains & Pressure (P³)

6. The Power of Experience & Expertise

7. The Power of Mindset-Mentality

Seller Power Review

Build, Balance & Maintain Power 5 Topics

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Build, Balance & Maintain Power

Seller Countertactics

Seller Countertactics 16 Topics

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Seller Countertactics

2. Question & Clarify

3. Reason & Rationale

4. Differentiation

6. Policy & Procedure

7. Limited Authority

10. Quid Pro Quo

11. Dates & Deadlines

Using Tactics Without Defeating Buyers

Match the Countertactic

Countertactics Review

Buyer TYPES & TACTICS

Buyer Types 4 Topics

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Buyer-Negotiator Types

Red Zone, Green Zone, Blue Zone Buyers

Managing Buyer Tactics

Hard Negotiator Tactics 12 Topics

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Hard Negotiator Tactics

3. Demands & Delays

4. Control & Intimidation

5. Cost Breakdown

6. Ridiculous Offer

7. Pretended Anger

8. Salt & Pepper

9. Good Guy, Bad Guy

Hard Negotiator: Match That Tactic!

Hard Negotiator: Role-Play

Calculating Buyer Tactics 12 Topics

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Calculating Buyer Tactics

12. Trophy Sale

14. Selective Memory

17. Fait Accompli

Calculating Buyer: Match That Tactic!

Calculating Buyer: Role-Play

Soft Bargainer Tactics 13 Topics

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Soft Bargainer Tactics

23. Third Party

24. Assumptive Assertions

25. Ambiguous Authority

26. No John Hancock

Soft Bargainer: Match That Tactic!

Soft Bargainer: Role-Play

Buyer Tactics Review

Negotiation STRATEGY

Negotiation Strategy 5 Topics

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Strategy Introduction

Negotiation Strategy

1. Sell First. Negotiate Second.

2. Offer Discounts Reluctantly & In Small Increments

3. Trade. Never Donate Concessions

If X, Then Y 2 Topics

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If X, Then What? (What to Counter Demand)

The Concession Pattern Strategy 5 Topics

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The Concession Pattern Strategy

1. Start With No

2. Concede Reluctantly

3. Respond Slowly

Reason & Rationale

The Spartan Negotiation Planner 2 Topics

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Hope Is Not A Strategy! (Negotiate Prepared)

The Spartan Negotiation Strategy Planner

Spartan Negotiation Review 2 Topics

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Final Role Play

Spartan Negotiation Review

Pioneering the next generation of sales education.

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