Sales Pre-Negotiation Checklist
Sales Pre-Negotiation Checklist
Before entering into negotiations, carefully review each item in this checklist to prepare thoroughly and maximize success. Check each item accordingly to ensure a comprehensive and strategic approach to the negotiation process.
Know Your Audience
-
Understand the background and priorities of the individuals involved in the negotiation.
-
Identify key decision-makers and influencers within the prospect's organization.
-
Research the prospect's industry trends and challenges for informed discussions.
-
Gauge the prospect's previous experiences with similar negotiations.
-
Determine the prospect's preferred communication and negotiation style.
Product/Service Knowledge
-
Ensure a deep understanding of the features, benefits, and limitations of the offered products or services.
-
Be prepared to address potential objections and articulate unique selling points.
-
Familiarize yourself with competitor offerings to highlight differentiators.
-
Understand the potential customization or flexibility in your offerings.
-
Know the pricing structures and available discounts for negotiation.
Set Clear Objectives
-
Define clear and realistic objectives for the negotiation.
-
Establish primary and secondary goals to guide the negotiation strategy.
-
Prioritize objectives based on the prospect's needs and pain points.
-
Determine the acceptable and non-negotiable terms.
-
Set specific timelines and deadlines for achieving negotiation milestones.
Establish Negotiation Tactics
-
Identify negotiation tactics that align with the established objectives.
-
Develop strategies for handling common objections and counteroffers.
-
Plan responses to potential concessions and trade-offs during the negotiation.
-
Determine the level of flexibility on pricing and terms.
-
Anticipate potential challenges and plan proactive solutions.
Gather Relevant Information
-
Collect and organize all relevant information, including pricing models, terms, and conditions.
-
Review previous interactions and communications with the prospect for context.
-
Understand the prospect's budget constraints and financial considerations.
-
Gather market intelligence to leverage during negotiations.
-
Research the prospect's recent business developments or announcements.
Team Collaboration
-
Coordinate with internal team members and stakeholders involved in the negotiation.
-
Assign roles and responsibilities to team members for a cohesive approach.
-
Conduct pre-negotiation meetings to ensure everyone is aligned on the strategy.
-
Establish communication protocols and channels within the negotiation team.
-
Prepare a unified response strategy to maintain consistency during negotiations.
Developed by:
[Your Name]
[Your Role]
[Your Company Name]
[Your Company Website]
Date: [Month Day, Year]
