Mastering Objection Handling and Negotiation Strategies: A Comprehensive Meeting Plan
Enhance your team's performance with a 4-week guided meeting plan focusing on objection handling and negotiation strategies. The plan includes pre-learning resources, team challenges, personality type reflection, and practical role-playing exercises. Dive into understanding different personality types, adapting communication styles, and mastering negotiation techniques tailored to each personality.
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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 2
WEEK 4: TEAM CHALLENGE LET S PRACTICE! HOW WELL DO YOU KNOW THE 4 PERSONALITY TYPES? 3
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 4
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. 5
PERSONALITY TYPE ROLE PLAY: ROLEPLAY #1: 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? 7
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 9
GO TEAM GO! 10
