2. The Future of Sales Negotiations
#WPC16
The Future of Sales Negotiations
Matthias Schranner

3. 5/14/2018 1:45 PM
7 Challenges
Procurement becomes increasingly important in organizations
2. The existing relationship with clients becomes less important
Only price matters – nothing else
Customers threaten with the competition
Customers escalate into top management
Procurement is creating deadlock scenarios
Disagreement instead of agreement
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4. How many hostage-takings are successful?
5/14/2018 1:45 PM
How many hostage-takings are successful?
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5. 5/14/2018 1:45 PM
7 Challenges
Procurement becomes increasingly important in organizations
Matrix Organizations:
Create the feeling of being a winner
Formulate a Helmholtz Resonator
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6. 5/14/2018 1:45 PM
Fruit or Fish?
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7. 5/14/2018 1:45 PM
7 Challenges
The existing relationship with clients becomes less important
Don’t waste your time on arguments
Put the fish on the table
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8. 5/14/2018 1:45 PM
Play to win
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9. 7 Challenges Only price matters – nothing else
5/14/2018 1:45 PM
7 Challenges
Only price matters – nothing else
Prepare a list of demands
Red – Yellow – Green
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10. Have you seen the sniper?
5/14/2018 1:45 PM
Have you seen the sniper?
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11. 7 Challenges 4. Customers threaten with the competition
5/14/2018 1:45 PM
7 Challenges
4. Customers threaten with the competition
Warning at the beginning
You need a sniper
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12. 5/14/2018 1:45 PM
FBI Principles
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13. 7 Challenges 5. Customers escalate into top management
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14. 5/14/2018 1:45 PM
Deadlock
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15. 7 Challenges 6. Procurement is creating deadlock scenarios
5/14/2018 1:45 PM
7 Challenges
6. Procurement is creating deadlock scenarios
© 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

16. competing co-operating avoiding giving-in compromising 5/14/2018
© 2016 Schranner AG.

17. 5/14/2018 1:45 PM
Walk-away
© 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

18. 5/14/2018 1:45 PM
7 Challenges
Procurement becomes increasingly important in organizations
2. The existing relationship with clients becomes less important
Only price matters – nothing else
Customers threaten with the competition
Customers escalate into top management
Procurement is creating deadlock scenarios
Disagreement instead of agreements
© 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

19. 7 New Principles for Sales Negotiations
5/14/2018 1:45 PM
7 New Principles for Sales Negotiations
Formulate a Helmholtz Resonator
Put the fish on the table
Prepare a list of demands
Issue a warning at the beginning
Set up a FBI Team
Move from “competing” to “co-operating”
Walk away and open the doors
© 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

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