Prior to commencing any negotiation, it is important to know what you may and may not commit to.
To develop skills in negotiating, consider using Negotiation Training Course delivered by pdtraining in Christchurch, Dunedin, Hamilton and other cities in New Zealand.
If you are a seller, you need to know what your organisation’s WAP (walk away price) is, regardless of subsidiary terms and conditions.
If your walk away price is lower than the buyer’s, there is room for negotiation. If not, there will be no deal.
Remember, what you agree to in the negotiation will be reflected in subsequent legal paperwork, so you must be certain that your organisation can deliver.
Training in how to negotiate is critical in assisting you to determine your negotiating partner’s absolute limits (such as WAP).
Negotiation training will be of great assistance to help you work out what areas of another company’s offerings may be subject to flexibility (open to negotiation), and which are fixed (absolute limit).
An expert negotiator ensures that all parties leave the room feeling happy with the outcome.
In sport, there is only win-lose.
The Expert negotiator aims to secure a Win-Win.
Pdtraining delivers 1000’s of professional development courses each year in Wellington, Auckland, Napier, Christchurch, Hamilton, Dunedin and Tauranga, so you can be assured your training will be delivered by a qualified and experienced trainer.
All public Negotiation Training courses include am/pm tea, lunch, printed courseware and a certificate of completion. Customised courses are available upon request so please contact pdtraining on 1300 121 400 to learn more.
I have done some rough figures on calling costs, working on a 1% hit rate for securing a demo time from a cold call (does not include cost of the list). This is based on calling from Manila. Obviously, if the calling is done from here, costs will be higher (local landline connection cost is 24c, as opposed to 6.5c, including staff time, from there).
|Per Connected Call||Per Dem appointment|
|Conversion rate from appointment:||0.7|
|Calling cost per sale (projected) =||$27.50|
Calling cost per sale is calculated on (100 x connection cost + fee for securing a demo)/0.7. I will need to check that the guys in Manila will be ok to work on this model, but it is a starting point at least.
If there is anything else I can do to assist, just let me know!
- What is the market rate $ for training and do you normally sell full or half days.
- Do you normally sell software at retail price or is it normally discounted and if so by how much
- Have you previously sold into the power and mining industries – if so what sort of size deals would you typically sell and how long is the sales cycle. If you haven’t previously sold to this market, do you know of anyone who has or do you have a gut feeling as to what might be achievable.
- If we targeted legal firms, power and mining or hospitals, where would we go to buy a mailing list so that we can market to those firms in Wellington. If you know of any good sources I can then get prices from them.
- If we were to target hospitals in the Wellington area has this already been exhausted by VoicePerfect.
- Are there any old clients that you have dealt with that you could re-establish a relationship with and turn into sales or clients that you were dealing with that are still live and ready to buy.
- Do any of VoicePerfect’s clients have ongoing support contracts that we could contact and get some immediate revenue from.
From: Lawrence Howard
Sent: 15 June 2010 10:33
To: ‘greg Talk’
Subject: RE: Catch up
From: greg Talk [mailto:[email protected]]
Sent: 14 June 2010 16:57
To: Lawrence Howard
Subject: RE: Catch up [Scanned]
Hi Lawrence,I really enjoyed talking to you this evening.Thank you for your kind words, and for remembering me fondly. It is good to know that mutual friendship and respect endure, even without regular correspondence.
If not for the need to stay close to my boys, I would pack my suitcase and head right over to manage a couple of your sales teams for you, and update the rest in solution selling in the corporate environment — we could really start a whole new arm to your company. I have grown considerably in capability and experience since we last interacted closely.
As for the possibility of you employing me here in Wellington, it would be great to be able to stay in an industry I passionately believe in, and to work for somebody I already know, like and trust, as long as the figures, projections and admin all look viable.
In terms of my capabilities to run a partially independent business unit, my own Philippine company’s first job margin (after some infrastructure costs) looks like being 20-22%, depending on exchange rates in 32 days (only 6 staff, 4 of whom worked part-time, but still, normal project planning/costing, software sourcing, procedure creation, etc, etc had to be done). I had no external assistance or consultant involved, I created all the project documentation and procedures myself, with assistance from my very talented, but part-time Operations Manager. As far as I have been able to determine, this is the most high-tech worker survey ever carried out globally. There is no referral like actual success!
The New Zealand economy avoided the worst of the GFC, and is improving rapidly (refer current AUD:GBP rates vs 5 or 10 year averages), mainly being led by the resources sector. Areas of rapid growth: Power, mining (? depending on political events), finance (picking up). The area of greatest governmental focus relevant to us is health care (primary, secondary and tertiary care, including a fairly large focus on mental health, and regional primary care). be aware that while active, there is not the same level of focus on the
The legal mailshot was done on paper, by post/DX. I believe it was targeted correctly. It was sent in full colour and used a message of fast, easy operation, coupled with low cost. It might be worth trying something like a banner headline of “Promote your admin staff, reduce costs and increase billable hours” and following on with “your secretary can become your Executive Assistant, and with no typing, you can both spend more time focusing on clients and billable events” — something like that.
We can also have a go with your previously successful primary care campaigns/techniques, as not too many organisations (other than drug companies) focus on primary care here.
If you want me to relocate to the UK, that may be a possibility, depending on my Ex’s reaction, and whether or not her Queensland University of Technology credits (towards a radiographer’s quals) will be recognised. I hold an European passport and have British citizenship, so there are no visa issues. Her sister lives in the UK already. I will not relocate without my boys, so if she (Kath, my Ex) refuses, then the only option is whatever we can arrange here in New Zealand..
Anyhow Lawrence, I have attached my Resume, and I will enjoy working with (for) you, if the opportunity arises. Please excuse the fact that I have not done a custom cover letter, but you already know my capabilities.
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if you are a seller, you need to know what your organisation’s WAP (walk away price) is, regardless of subsidiary terms and conditions.
if your walk away price is lower than the buyer’s, there is room for negotiation. If not, there will be no deal. Remember, what you agree to in the negotiation will be reflected in subsequent legal paperwork, so you must be certain that your organisation can deliver.
Training in how to negotiate is critical in assisting you to determine your negotiating partner’s absolute limits (such as WAP). Negotiation training will be of great assistance to help you work out what areas of another company’s offerings may be subject to flexibility (open to negotiation), and which are fixed (absolute limit).
An expert negotiator ensures that all parties leave the room feeling happy with the outcome.
In sport, there is only win-lose. The Expert negotiator aims to secure a Win-Win.nce with its security and staff training policies.