Webinar

In this webinar, Dominique Seguin, Managing Director of KESTIO, gives you the keys to a zen sales negotiation and to establishing lasting relationships with your ecosystem.

Distinguish between sales and commercial negotiation

Negotiation is a way to find an agreement between two stakeholders who disagree.

It is not necessarily required to make a sale. You must first sell, then you can eventually negotiate. Negotiation can then be used to find a compromise between two parties.

The framework of commercial negotiation and preparation

Spend 80% of your time preparing and defining a shared common goal (a WIN/WIN agreement).

Having the right mindset to succeed in your sales negotiation

• • Separate the people from the problem
  • Focus on interests rather than the positions defended by each party
  • Negotiate solely based on objective criteria
  • The absence of resistance from one party increases the demands of the other

Start with a high initial demand and you will prepare an acceptable fallback solution. You have to succeed in finding the ZOPA (Zone of Possible Agreement).

Do not negotiate

Initially, you must refuse commercial negotiation. It is essential to begin by defending your value proposition with arguments.

The key is to delay the deadline of the moment of commercial negotiation.

Enhance your offer to reinforce the impact of value on the stakeholders in the commercial negotiation: 

• • Define a common objective shared with the client
  • Rebalance and facilitate relationships with buyers
  • Demonstrate the return on investment.
  • Consider the overall cost of ownership.

Explore the options

Brainstorm options for mutual gains.

• • Expand the negotiation space
  • Distribute the negotiation space

Example of options to explore to obtain: 

• • More BUSINESS
  • FINANCIAL compensations
  • A PARTNERSHIP relationship
  • TESTIMONIALS, getting CO-OPTED

Manage concessions/counterparts in commercial negotiation

A concession is a benefit granted to the other party, to which they are attached. The counterparty is a benefit obtained, to which I am attached.

There are several steps to follow to get something in return during a business negotiation. Dominique Seguin elaborates on these in this webinar.

Reach an agreement while minimizing effort

If a step back is necessary to reach an agreement in a sales negotiation, it must be done step by step. These steps are detailed by Dominique Seguin in this webinar.

To go further, we offer an article on how to dust off sales techniques.