THE OBJECTION HANDLING NEGOTIATION RULEBOOK CPSA Meeting in

THE OBJECTION HANDLING & NEGOTIATION RULEBOOK CPSA Meeting in a Box: A 15 -minute presentation 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: The Ongoing Journey: Always keep Improving these Selling Skills Article: How to Negotiate with different Personality types Video to Watch: 2

WEEK 3: READING YOUR CUSTOMER HOW TO NEGOTIATE WITH DIFFERENT PERSONALITY STYLES 3

THE PROBLEM MISREADING YOUR PROSPECT’S DDSD PERSONALITY TYPE IN A NEGOTIATION 4 As a sales professional, it’s important to continue to hone your negotiation skills throughout your career. BUT you must be flexible and can’t stick to a one-size-fits-all approach.

THE SOLUTION Rule: Understand your Prospect’s Personality Style 5 Pay close attention to your customer’s personality type and their nonverbal clues so you can learn when a person is really ready to walk out the door or when you have some wriggle room.

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. 6

VIDEO: FOUR CLIENT PERSONALITY TYPES AND HOW TO HANDLE THEM 7

GO TEAM GO! 8