Objection or Negotiation?
A pharmacist says:
“I have never heard of your company, so I am not comfortable ordering.”
This is primarily an objection related to trust and uncertainty.
It is not negotiation yet.
What does MANT stand for in this workshop?
Name three negotiable variables other than price.
Customer:
“Your price is high.”
Representative:
“But our quality is excellent.”
The representative defended before diagnosing the concern.
The pharmacist says:
“Your price is too high.”
Give one useful diagnostic question.
Acceptable answers
A pharmacist says:
“I like the product, and I can take 30 pcs, but I need you to arrange for the order it from your company directly
This is negotiation.
The customer accepts the value but wants different terms.
A pharmacist likes the offer but says:
“I need to ask the doctor if he would prescribe it.”
Which MANT element was not properly explored?
Authority.
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كل الاوصاف نسبية ...........
حتى تجد لها نقطة معيارية
Customer:
“The competitor gives me more.”
Representative:
“Okay, I will see what I can do.”
What is wrong?
The pharmacist asks for a higher bonus.
After questioning, you discover that they are afraid the product will stay on the shelf(ينام)
What is the stated position, and what is the real interest?
Position:
“Give me a higher bonus.”
Interest:
“Reduce my commercial risk.”
A doctor says:
“Your product is expensive.”
The representative immediately offers a discount.
What mistake did the representative make?
They assumed that price was the real problem without diagnosing whether it was:
A customer says:
“The price is high.”
After questioning, you discover they can afford it, but they do not want cash frozen in slow stock.
Which MANT element is most relevant?
Money, specifically cash flow and capital allocation.
Need may also be relevant because they need risk reduction.
The pharmacist asks for More bounce.
Give one conditional response.
“If we provide more bounce, would you be able to commit to a larger quantity
Customer:
“I want an extra bonus.”
Representative:
“How much do you want?”
What is the weakness?
The representative moved directly to numbers before understanding the reason, need, or value exchange.
A customer says:
“The competitor gives me more.”
Name three things you need to clarify before responding.
A pharmacist says:
“The product looks good, but I do not think it will move in my pharmacy.”
Is this selling, objection handling, or negotiation?
Primarily objection handling and value building.
The customer is not yet confident enough about movement.
Why is timing important in negotiation?
A competitor offers a higher bonus but frequently goes out of stock.
How should you reframe the comparison?
Compare the total deal, not only the bonus:
Representative:
“I promise the product will sell very quickly.”
Why is this dangerous?
It raises expectations beyond the representative’s control.
If performance is lower than promised, trust falls even if the product performs reasonably well.
A pharmacist repeatedly says:
“Just give me your final offer.”
What should you avoid doing?
Avoid:
A loyal pharmacist says:
“We have worked together for a year. My purchasing volume has doubled, so I want to renegotiate the bonus.”
Why is this a real negotiation?
Because:
A pharmacist says:
“If you do not improve the offer, I will buy from the competitor.”
What is the pharmacist’s possible BATNA?
Buying from the competitor.
But the representative should verify whether that alternative is:
Create a quick Deal SWOT for this case:
Your product is more expensive, but it has strong demand and consistent availability. The competitor is cheaper and offers a higher bonus.
Strengths:
Weaknesses:
Opportunities:
Threats:
Fix this full response:
“Doctor, our product is European, the quality is excellent, and I will ask my manager for more bonus.”
“I understand that the current offer does not yet feel commercially strong enough. Is the main concern the purchase price, the expected margin, or the risk of movement?”
Then, after diagnosis:
“If we can reduce the movement risk without changing the price, would you be open to proceeding?”
The pharmacist says:
“I want 10+3.”
Give a response that explores the need without rejecting the request.
“What does 10+3 help you achieve that the current offer does not?”
Other acceptable answers:
“Is the main concern margin, movement, or reducing the risk of the first order?”
“Help me understand why that specific structure is necessary for the deal.”