1.3 Real Opportunity Planner – Introduction (OBN-VL)

1.3 Real Opportunity Planner – Introduction

To control the negotiation outcome, successful negotiators concentrate on generating and gaining agreement on the depth and breadth of customer needs, while articulating and establishing agreement for their own needs. They must develop innovative solutions to ensure these needs are met while protecting the top and bottom line goals of their own company. Successful negotiation strategies, when well executed, strengthen relationships and loyalty, and provide a firm foundation for future success.

Throughout the following modules, we are going to identify, isolate, and practice the behaviors that create a meaningful dialogue, a dialogue that: 

  • Is planned but not scripted;
  • Will cause your customers to expand their thinking about their needs and opportunities that exist for them when working with you; and
  • Help customers focus on the value that you, your company, and your solution provide.

There’s one more critical step to operating in The Arena, and it happens before you begin interacting with buyers – planning the dialogue. Before meeting with the customer, plan (but don’t script) a dialogue that helps you bring the customer to the next logical step in the sales process.  This dialogue should help them surface and prioritize the depth and breadth of needs that actually exist, and help them maximize the value of every decision they make.

Take a look at the screenshot below. 

This is the OBN Planner. Throughout each workshop module you will have a “Planner Entry” where you will apply the lesson of that module to a real customer situation that you’ve identified. It will be accessible to you at all times through the top right link in your learner dashboard.

At the end of the program, you will have a specific and comprehensive plan of action for applying the OBN strategies to a specific customer situation.  You will also have a chance to review it and practice executing that plan with your coach.