The objection handling & negotiation rulebook, A 4-WEEK GUIDED MEETING PLAN CPSA Meeting in a Box: A series of 15-minute guided presentations to help increase your team’s performance.

Pre-learning: Facilitator: One week prior to your meeting, please inform your sales team to prepare with these CPSA Learning Hub resources. Reading: Article: How to Negotiate with Different Personality Types Templates to Print: Template: 8 Steps to Effective Negotiation

WEEK 4: Team challenge Let’s PRACTICE WEEK 4: Team challenge Let’s PRACTICE! How well do you know the 4 personality types?

Team challenge Recall our meeting last week in which we discussed the key differences you must consider when negotiating with different personality types. REFLECT ON THIS: What is your own personality type? How do you change your communication style when negotiating with someone of a different personality type? READING: How to Negotiate with Different Personality Types

Recap: Negotiating with different personality types DRIVER: Drivers like negotiations to move quickly and will expect you as a sales pro to be polished and prepared. Come ready with answers that go into specifics and speak to results and impact.  Don’t bother with small talk or personal guarantees, stick to the task at hand and focus on facts and stats. EXPRESSIVE: - Expressives are relationship people, it’s important to build rapport through small talk and anecdotes -An Expressives decision to buy is often an emotional one so ask them lots of questions and solicit their opinions - Keep an Expressive on track, so keep summarizing what’s been said and re-emphasize points of agreement. AMIABLE: Due to their passive nature, you might be tempted to think that an Amiable will be a pushover in negotiations. Going for the hard sell is always a mistake. If you come across as too aggressive, they’ll just never take your call again. Build trust and a good personal relationship with a consultative approach ANALYTICAL: -Likes to study things in depth and will not be pushed to make a quick decision. - You must present a meticulous, specific and logical case in writing rather than try to persuade them in conversation. -Stick to the facts and give them space and time.

PUT YOUR LEARNING TO PLAY!

PERSONALITY TYPE ROLE PLAY: Your partner has a specific personality type. What is it? Sit at opposite sides from each other. YOU are the SELLER YOUR PARTNER is the BUYER. Seller: Begin your call as you would with a client at the negotiation phase. Include targeted questions and comments, catered specifically to your buyer’s personality type. Buyer: When can this sales person improve? Did you find that the seller considered your personality in your negotiation? What could the seller improve?

Take action!

Take action! Now that you know the key steps to negotiation and objection handling, you can plan and prepare to create a win-win situation with your customer! For each customer, complete the CPSA 8 Steps to Effective Negotiation Template. CLICK HERE TO DOWNLOAD

GO TEAM GO!