Imparta Start thinking in 3D and flatten the competition CONTACT US 3D Negotiating Client Value (3DNCV) Creating and capturing value through sales negotiation Poor sales negotiating may be costing you as much as 50% of your net profit. Economic uncertainty has taught customers to push hard on price and terms, and even relatively receptive buyers use aggressive negotiation techniques. For sellers, the impact on average price can be as much as 5%, which in turn can represent up to 50% of net profits. Yet many companies use generic negotiation training that is based on outdated principles of positional negotiation, and not adapted for the sales environment. Good sales negotiation is based on science, and cannot be separated from the sales process. Imparta’s 3D Negotiating Client Value programme provides: Sales 3DNCV is designed specifically for salespeople. It equips them to negotiate around the Buying Cycle, uncovering insights at each stage to power their negotiation strategy and drive measured impact. Research 3DNCV combines positional and interest-based negotiation, and incorporates advanced techniques based on research in Psychology, Strategy and Behavioural Economics. Partnership 3DNCV equips your salespeople to retain goodwill and spot opportunities to create value for both parties while defending your margins against price pressure and common procurement tactics and strategies. After being in this industry for eight years and attending various negotiation training courses. I can honestly say this one has been the most beneficial, powerful, and certainly the most enjoyable. Account Director, Professional Services Explore the modules 3DNCV Defending Value Impact: Margin & Cash Profile Defend against a wide range of tricks used by aggressive or well-trained negotiators, maintaining composure and focusing on what is known, rather than on the fear of the unknown. Reinforce value insights, manage stakeholders and protect trust. NEGOTIATING CLIENT VALUE 3DNCV Trading Gives and Gets Impact: Margin & Cash Profile Build trust and uncover interests to identify a wide range of possible Gives and Gets to trade in order to create new value. Understand the relative cost and benefits of each, and use concession strategies such as conditional concessions and signalling BATNA to protect margin. NEGOTIATING CLIENT VALUE 3DNCV Framing and Anchoring Impact: Margin Influence perceptions and outcomes through positive and negative framing and selective use of the decoy effect. Master anchoring as a specific type of framing, especially with the opening offer. Avoid destroying trust through the chill effect. NEGOTIATING CLIENT VALUE 3DNCV Profiling your Counterparts Impact: Margin Identify your negotiation counterparts and profile their likely negotiation styles. Know the best strategy to use in each case to maximise trust and influence. Avoid a purely competitive approach. NEGOTIATING CLIENT VALUE 3DNCV Identifying and Improving your BATNA Impact: Margin, Contract Size and Length Identify and improve your Best Alternative to a Negotiated Agreement (BATNA) in both perception and reality. Defend your BATNA against procurement tactics. Understand the customer’s BATNA (using the Krajlic Matrix) and influence their perception while retaining trust. NEGOTIATING CLIENT VALUE 3DNCV WIN-win Sales Negotiation Impact: All Understand the Zone of Potential Agreement. Combine positional and principled (interest-based) negotiation styles to influence ‘big WIN, little win’ outcomes while retaining trust. Know which negotiation skills to use at each stage of the Buying Cycle. NEGOTIATING CLIENT VALUE REQUEST MORE INFORMATION More core sales programmes… Customer Experience LEARN MORE Customer Success/Renewals LEARN MORE Business Acumen LEARN MORE Get in touch CONTACT US Email info@imparta.com Terms and Conditions Cookie Policy Privacy Policy Contact Us Facebook Twitter LinkedIn Get in touch IMPARTA LTD 522-524 Fulham Road Fulham Broadway London SW6 5NR United Kingdom Tel: +44 (0) 20 7610 8800 IMPARTA NORTH AMERICA 954 Lexington Ave. #1081 New York NY 10021 Tel: +1 (516) 595 0020 IMPARTA ASIA PACIFIC Melbourne Australia