shirlaws-skillsapien b2b selling master class - 2013-6-25
TRANSCRIPT
Agenda
• How to even the playing fields (for corporate negotiation)
• Psychology behind win-win negotiations• How to appear bigger than you are• Objection-handling
Valuation Benchmark Formula
Negotiation
• Income• Equity• Control• Where are the
EMOTION/FEELINGS
Revenue = Value x Activity x Conversion
6 Keys of Pipeline Management
• What is the Shape of the Pipeline - is it a “mullet” - you don’t want that - don’t live in “creative avoidance”
• Revenue = Value x Activity x Conversion - which area do you need to work on?
• Have you “Priced” your “No’s” - great sales people price their “No”
• Do you have a process to get to your “No’s” FAST enough”
• Have your priced “TIME” - most don’t understand “time decay” - “time kills all deals”
• What are your “quick follow ups” - this creates buying habits
What is your one word?
1. Positioning - Alignment of arrows
Industry Analysis
Channels to market
Post Deal Management
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