Written by Patrick, Le Camping EIR
Le Camping is more than just an accelerator
But it’s also much more.
Product and business development are tied into educational support of formalized workshops in design, product development, UX, business development and now, sales and negotiations.
Today Le Camping hosted a full day workshop centered on skills and tactics in negotiations and sales
Sales is a topic that is difficult to teach. There is of course a lot of theory surrounding the topic, but theory is not always reflected in reality.
We decided to tie this theory to real world experiences for the Campers to draw on in their own projects.
- *** Listen and learn
- *** Make a connection
- *** Agree a next step
Phil was then followed by Eric de Cozar, Global Account Director at Diageo
Eric focused on strategies, tactics, destabilization, and relationship development.
From the outside, a negotiation appears as a battle between two parties over terms, it is really more about developing a trusting relationship.
After all, people, not companies are negotiating. And people are naturally emotionally driven. As Phil notes, if everyone makes a logical and rational decision, we’d all be driving the same car!
Following the workshop, Alon Rozen, Assistant Dean of the ENPC School of Management
Alon gave real life examples of his own startup experience. Alon experienced both success and failure in his businesses. He spoke about relationships with investors and governments.
The Campers were able to identify with his story as they are currently liaising with same types of people and organizations. It made it easy to pull out lessons from the hour-long talk.
Philippe Poels, the former CEO of Sony France and now CEO of iSope joined us as well
With over 20 years of experience, much of which was in sales, he was able to diffuse his message clearly about how to prepare and how to be informed. He wanted to show how to control the stakeholder and it stuck.
Phil Waknell rounded out the speakers with another astounding presentation on the logistics of negotiations. Based on a story of his time at HP and his understanding of purchasing from a previous experience at Proctor & Gamble, he was able to offer up a story referencing both sides of the sales coin.
His first exercise was focused on a negotiation between buyers and sellers of land, where the result was largely subjective based on what the players saw as their objectives, reinforcing the idea of having an objective when entering a negotiation.His second exercise centered on a salary negotiation stressed the importance finding common ground and addressing pain points.
It was developed for L’After, Le Camping’s alumni location, and presented a scenario in which a large company was interested in buying a startup’s solution.
The lesson? That a startup can address a big company’s problem and have more leverage than it thinks in its negotiation.
All in all, the Campers were able to draw important skills from each speaker and from each workshop that they will be able to use in their daily experience of developing their businesses in a B2B context as well as in their daily negotiations with investors, business angels or even service providers from which they play the role of purchaser.