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