THE OBJECTION HANDLING NEGOTIATION RULEBOOK A 4 WEEK

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? 4 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 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

PUT YOUR LEARNING TO PLAY! 6

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! 8

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