bill garcia scan source communications 2011 north america partner conference

Intellectual Property

All materials from this deck are confidential and for intended use only* and cannot be distributed outside this use without prior written consent of ScanSource.

* Copyright © 2011. All Rights Reserved. Unless expressly authorized in writing by the copyright owner, any copying, reproduction, exhibition, export, distribution or other use of this product or any part of it is strictly prohibited. External sources and external trademarks are the property of the referenced sources.

ScanSource, Inc. Confidential

Bill GarciaCo-Founder

TableForce, Inc.

Negotiate for SuccessThree Secrets that Protect Value

Copyright 2011TableForce, Ltd.

Before anything, please …

Turn off the voice inside your head


The Secrets – 3 Bs

• The Basics

• The Bargaining (The Loop®)

• The Buying Game


The Basics

• Try


The Basics

• Try

• Plan


The Basics

• Try

• Plan

• Raise the Bar!


The BasicsCopyright 2011TableForce, Ltd.

Raise the Bar! – What if …?• Your business lists a boat as a capital asset• The bank is telling you

“Sell it now, tomorrow we will take the boat and give you only $175,000 - nothing more.”

• You paid $260,000• You have listed the boat at $230,000• You have had only one offer and it collapsed at $215,000

What is the least you would accept?

The BasicsCopyright 2011TableForce, Ltd.

…and the Buyer’s sheet reads as follows• You have just moved back to the lake • You are the Executive Vice President of a $1B firm• You have promised your spouse “by next month”• This boat is the only one in good repair• This boat is listed at $230,000• You have $240,000• $255,000 is the most you will spend

The Basics

Raise the Bar!

Expectation Impacts Outcome


The Bargaining (The Loop)Copyright 2011TableForce, Ltd.

• Never Give Without Getting



• When Saying “Yes”, Follow With “If”



• When Saying “Yes”, Follow With “If”

• When Saying “No”, Create The Loop


YIELD SHIELD

Low Value• Willing to give• Willing to let go• Not important• The boss says

“OK”

High Value• Can NOT give• Must have• Can NOT let go• Boss says “Never”


YIELD SHIELDNo, I can’t do this 1


YIELD SHIELDNo, I can’t do this

But I can do this1

2



But I can do thisif you do this

1

2

3


YIELD SHIELD

Yes, I will do this 1


YIELD SHIELD

Yes, I will do thisif you do this

1

2



But I can do thisif you do this

Yes, I will do thisif you do this

1

2

3

1

2

The Bargaining (The Loop)

Never Give Without Getting


The Buying GameCopyright 2011TableForce, Ltd.

CUSTOMERS SAY: I was on my way to your

competitor when I thought I would talk to you.

They are cheaper, better and faster.


CUSTOMERS SAY: I was on my way to your competitor when I thought I would talk to you. They are cheaper, better and faster.

DO YOU SAY?: Don’t talk to the competitor, I can “do better”.


CUSTOMERS SAY: I was on my way to your competitor when I thought I would talk to you. They are cheaper, better and faster.

DO YOU SAY?: Don’t talk to the competitor, I can “do better.”

WOULDN’T IT BE NICE TO SAY: Then why are you talking to me?


WHAT THE “VOICE” JUST SAID:

• But I could never talk to my customers like that.



• But I could never talk to my customers like that.• That would be rude.



• But I could never talk to my customers like that.• That would be rude.• Is this guy crazy!



• But I could never talk to my customers like that.• That would be rude.• Is this guy crazy!• OMG



• But I could never talk to my customers like that.• That would be rude.• Is this guy crazy!• OMG• I’d lose the customer forever.



• But I could never talk to my customers like that.• That would be rude.• Is this guy crazy!• OMG• I’d lose the customer forever.• What is he thinking?


BUT WHAT IF …

YOU KNEW YOU WEREALREADY SELECTED?


You wouldCLOSE MORE DEALSandMAINTAIN HIGHER MARGINS


RESEARCH CONFIRMS:

Sellers tell themselves:

If I negotiate well, I can get selected.


RESEARCH ALSO CONFIRMS THAT:

In “complex sourcing decisions*” the buyer has selected the winning vendor:

• BEFORE any final negotiation.• Price is NOT the deciding factor.


Selected Contender Rabbit• delivery


Selected Contender Rabbit • delivery

• training


Selected Contender Rabbit • delivery

• training• warranty


Selected Contender Rabbit• delivery• training• warranty• set up


Selected Contender Rabbit• delivery• training• warranty• set up• install


Selected Contender Rabbit• delivery• training• warranty• set up• install• pay terms• • • •


Selected Contender Rabbit• •

• STUFF• • • • • •

• delivery• training• warranty• set up• install• pay terms• • • •


Selected Contender Rabbit• •

• STUFF• • • • • •

• •

• STUFF• • • • • •

• delivery• training• warranty• set up• install• pay terms• • • •


“complex sourcing decisions*”

What does that mean?


How can I increase complexity to thedecision making process?


How can I increase complexity to thedecision making process?

Differentiate - you will add value to yourself!


• Provide more choices for the customer with “end-to-end” offerings and value added services.


• Provide more choices for the customer with “end-to-end” offerings and value added services.• This leads to more customer and end

user decision makers being involved.


• Provide more choices for the customer with “end-to-end” offerings and value added services.• This leads to more customer and end user

decision makers being involved.• This leads to more time invested in the

sourcing decision making process.


In general, differentiators include:

Value-added services such as education andtraining, state-of-the-art logistics, financialservices, technical support, customconfiguration, professional assistance, marketingsupport, and e-commerce solutions.


- LASTLY -RESEARCH ALSO CONFIRMS THAT

Once you differentiate yourself to add value,



Once you differentiate yourself to add value, causing the sourcing decision to become more complex



Once you differentiate yourself to add value, causing the sourcing decision to become more complex, the clues to whether or not you’ve been selected become more evident.


We all must differentiate to add value to ourselves.

We will all close more deals at higher margins.

Negotiate for SuccessCopyright 2011TableForce, Ltd.

Take Risks!

Negotiate for SuccessThree Secrets that Protect Value


Thank you!Questions?

Presented by: Bill Garciawww.TableForce.com

Where Do You Go From Here?Wednesday, October 5*name badges required for Distribution Center tour and Graceland

• Lunch and Solutions Expo 12:00 pm – 2:30 pm

Load Shuttles for Tour** 3:45 pm **

• Distribution Center Tour 4:15 pm – 5:45 pm

Load Shuttles to Graceland ** 5:45 pm **

• Graceland Reception 6:00 pm – 9:00 pm

bill garcia scan source communications 2011 north america partner conference

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