Work of negotiation

Negotiation →

After the initial contact with the school principal IDRAC, it seemed obvious that Mr. ANTON seemed to be the decision maker and the iDRAC group had a purchasing department for all additional costs such as the purchase of new copiers and especially the service is provided guaranteeing purchases.

Indeed, the problem of reactivity was observed in addition to technical problems existing copiers in the school.

Here the negotiation process (action plan) to implement to achieve (for 2 pieces) to a common agreement and the signing of the sales contract →

- We must first use some tools such as SONCAS → Security (need to be reassured by the brand, the product and the seller), Pride (to be fashionable to show some standing), the comfort (need welfare) money (economy to purchase, need to do business), sympathy (emotional side, need to buy a gift).

- We therefore proceed to a second appointment to reformulate the client's needs, the problems encountered, the description of our products and services. It is important to come to meet the client to understand and identify what may be his needs (expectations, mobile shopping and motivations).

- Highlighting its human skills. Develop a relationship of trust and reassuring environment to facilitate a successful sale.

Detailed action plan →

- Questioning the budget to establish an accurate quote and get an accurate idea of the project to implement.

- Learn about purchasing department Idrac group in Lyon.

- Provide models of copiers and all the necessary information (business cards, website, may have prepared a PowerPoint presentation).

- Prepare quotation.

- Agree to a final rendezvous to achieve the sale.

- Rephrase the last time requirements, so be sure to have led to a common agreement.

GO

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