Park Management Lesson 4

• Communicatie
• HBO

Lesson 4: interview with a prospective client

Lesson objectives

1. Understand and apply sales and negotiation theory to this week's topic
2. Complete self-evaluation
3. Provide peer feedback 

Think about your own experience or a possibile situation where you have or would have had an interview with a prospective client and used sales/negotiation tactics. Find a picture to represent this and be prepared to explain the situation to the rest of class.

For example, if you run an Etsy shop and you have an interview with a local shop that wants to order some custom designs from you, you could upload a photo of the Etsy logo or the kind of product you make.

Tell us more about it:

Use the spinner (students must be logged in) to decide who will expand further on the images they shared in the last slide.

What comes in the "captivate" portion of the prospective interview checklist?

• Warm welcome: name and shake hands

• Make and keep eye contact

• REALLY making contact, in your own way

• Demonstrate expertise

• Clarify wishes and expectations by:

o Listening (many open questions)

o Summarize

o Ask questions

What comes in the "tie" portion of the prospective interview checklist?

• Match: connect your offer to demand

• Make proposals

• Check how this is perceived

• Discussing doubts/objections

What comes in the "decide" portion of the prospective interview checklist?

• make proposals or

• Make your name and address proposal

• Responding to buying signals:

o Questions about the price

o Questions about numbers or dates

o Questions about own preferences

List all of the items on the "respond to objections" checklist:

1. Acknowledge objection

2. Pay attention to objection

3. Questioning

4. Summarize

5. Solving

6 Check whether the objection has been removed

Possible other responses to objections:

Parking: 

"let's calculate that later, but now ..."

Ask students why/how they think this could be beneficial? When would you want to use this method?

Isolate

"apart from the fact that you think so, what do you think of ..."

Ask for examples when/how to use this tactic.

Boomerang

"That is precisely why it is important that we talk about it now, because ..."

Why/when/how should the students apply this tactic?

Empathize and confirm

"I understand that you are concerned about that, but compare it with ..."

Probe the students.

Anticipation

if you already feel a yes-but coming…. "I see you thinking ... .. but also remember ..."

Probe the students.

What was the main topic of the video for today?

1. How to close a sale
2. How to get what you want from a negotiation
3. How to maximize your profit
4. How to get a win-win negotiation

win-win negotiation

A win-win negotiation is when both parties leave the negotiation feeling like they ''won''.

Discuss with a partner and submit your thoughts. What are the benefits of the win-win negotiation strategy?

Win-win negotiations are good for your business for several reasons.

First, when a customer walks away happy and feels like they got what they wanted out of the negotiation process, they’re likely to do future business with you. This can increase your repeat or returning business. Many studies have shown it is cheaper to obtain repeat business than to gain a new client.

They’re also good for business because customer reviews and word of mouth can also help you to gain new clients. When a person is satisfied with your business, they’ll go online or tell their friends and family about your business. This can further increase your business without you having to do any type of advertising. 

What are the two other possible outcomes of a negotiation?

Win-lose

Usually results in a one-sided deal. Can be beneficial one time but lowers the chance of future collaboration. You "win the battle but lose the war"

Lose-lose

Not only do you both miss out on a deal, but you also are unlikely to successfully collaborate in the future.

Hot Seat

Get out the talk 5 preparation material/feedback form and scan them quickly. One student who will be assessed on this will role play as the park manager and the teacher will roleplay as the client. The rest of the class will take notes/give feedback using the feedback form.

PRACTICE

Use the preparation material + checklist to practice the role play in your project groups. Each student should play the park manager, the client and the feedback giver at least once!

How well do you feel you applied the theory for today?

Very well

Somewhat

Not at all

I was helpful to my classmates when providing feedback.

😒🙁😐🙂😃

Final lesson!

• Read/watch the preparation and theory material
• Prepare to do the role-play based on what you have read