Negotiation.

Even if the salesperson properly qualified the prospectand was able to manage their expectations precisely, the deal will most likely end up in a negotiation. The sales rep who took the role of a consultant should now take up the role of a negotiator to engineer the deal, defining a win-win agreement. In the midst of all that tension, going back and forth, negotiations can make things go array and you can lose the deal.Using the right skills and tactics, sales reps can turn negotiations into a positive leaving both parties leaving the table content.

Discribe what a sales person do . justify it

Question 1 What is your absolute bottom line, the lowest price, maximum discount that you are willing to give to get this business?

a)The best way to prepare for a negotiation is to define clearly your bottom line. What you are willing to settle for and beyond which is unacceptable? When you are compromising price, you are shredding the margin the company should have earned.Explain what the absolute bottom line would be in a worst-case scenario, and why you would expect that price. Anything less should be blindly refused. The use of figures to explain your position is appropriate.

Quesion 2 Can you offer alternatives to cash discounts that cost less? What will you get in return for discounts?

a)Prospects typically throw in the price in every negotiation, demanding discounts and rebates in the price. To counter this, offer prospects with alternatives to cash discounts that cost little or less in comparison. Provide examples of alternatives you can provide that would be of high value to the customer but will not be a direct discount to the price.

b)A straight price reduction is the most expensive discount a company can offer, and the hardest to avoid in a negotiation. Therefore, even if you try justifying the price or offer alternatives to discounts, there will be a deal, where you will have no other option other than discounts. Turn it into a positive. Since you gave up on price, ask something in return. Giving away discounts will invariably hurt your company's bottom line, so make sure you get something in return. Provide examples of what you aim to get in return.

(I have think about some options here but I am not sure

• Shorter payment terms or prepayment.
• A larger order (up-sell) or fewer deliveries.
• Purchase additional products/services (Cross-sell)
• Opportunities for recurring revenue (business).)

Question 3 . Should you ever walk away?

a)If so, by walking away you are in essence stopping the sale. Provide three examples of when you would away and detail how you would approach the conversation.

b)What are your walk away points?