Sales Negotiation Strategy

Goal: I want to wark to establish a longer-term collaboration with the client That will
grow value over time.

If we u focus on longer-term collaboration, the client stays with us for a longer

period. There may be higher chances of suggesting our products to other
people by our client.
Premeeting question:
1. How did you arrive at that particular price?
2. What do you think of this option as a solution?
3. With all these advantages I’ve pointed out, don’t you think that this
package benefits us both and is the best way to go for both of us?
4. Could we draw upon your particular and specialized expertise to add
some input into this particular issue?
5. How do you feel about that aspect of the settlement package?
6. Why do you think this is a equitable, reasonable term or condition?
7. What part of my proposal gives you the most concern?
I choose my potential client as Texas review training institution as this is
already a well know institution. This institution is having branches all over
India.
Forecasting demand of Texas Review for an year for banglore branches
Office chairs – Around 45
Office tables – Around 50
Chairs – Around 150
Computer desks – Around 45
Desks – Around 150
Show case tables – Around 15
Sofa sets – Around 10
Note: This is an approximate value as stated by the client over phone call.
Walk away points:

 If my client is keeping things quiet, this means that it’s a test of who’s
going to be the first to break the silence by giving an offer.
 If my client is not giving up on the disadvantageous offer, then it’s time
to concede graciously and walk away.
 If my client suddenly recant their offer, I will take a break and give my
client a call the next day.
 If my client is showing anything that lacks trust or is done in bad faith.
These are my walk away points that will be considered while the
negotiation process.