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MILLER HEIMAN GROUP

MILLER HEIMAN GROUP IS THE LARGEST DEDICATED SALES-PERFORMANCE COMPANY IN THE WORLD. WE PROVIDE A COMPREHENSIVE SUITE OF RESOURCES TO HELP SALES AND OTHER CUSTOMER-FOCUSED LEADERS DRIVE GROWTH.

We are your global, comprehensive source for consistent, scalable, end-to-end solutions. Miller Heiman Group brings together five powerhouse companies with long history and great reputation of unwavering commitment to customers’ success.

Together with Miller Heiman, AchieveGlobal, Channel Enablers and Impact Learning Systems, we now have unmatched capability to provide our customers with expanded solution portfolios, complementary assets and geographic coverage to allow for even broader worldwide implementations.

We believe that successful selling is based on fundamental and repeatable processes. Our solutions provide a common language and common-sense approach to sales management for organisations around the globe.

 

 

Through an unparalleled combination of counsel, processes, tools and technologies, backed by extensive research into the world's most successful selling organisations, Miller Heiman Group brings a level of perspective that companies simply cannot find anywhere else.

Everything begins with the customer. That is our belief. This means that for our strategies to be successful, they have to be based on the customer’s perspective. No exceptions.

MILLERHEIMANGROUP.ACADEMY

In times of growing internationalisation in business and the resulting fast-moving changes in sales, professional development is essential if you want to keep pace and want to make the next step forward instead.

To achieve that, the MILLERHEIMANGROUP.ACADEMY offers you or your employees workshops, trainings and seminars providing you with relevant, up-to-date and practical sales knowledge on a variety of topics. Our experienced trainers are experts in their respective fields and will set you up for the challenges of market and competition and help you to update and broaden your skills.

Our tagline to empower growth signifies the goal to help sales leaders optimize their time, effort and potential to better create and manage customer relationships, while achieving business goals.

Negotiate Success

Negotiate Success

Negotiate SuccessSM is a customer-focused process that improves a sales force’s ability to reach a win-win outcome with customers. This programme considers negotiations an essential part of every stage of the selling process from beginning to end.

Content

Aim

Target group

Agenda

Participants' Comments

Certification

Dates & booking

ContentNegotiate Success Frankfurt Frankfurt -

> Christian Behn Miller Heiman Europe GmbH

The joint-venture approach builds trusting relationships with customers and strengthens the company’s position for future opportunities. Negotiate SuccessSM provides a process to recognize and acknowledge both parties’ perspectives to jointly create agreements that satisfy all critical interests.

Negotiate SuccessSM may be the right solution if your company is trying to:

  • Avoid difficult negotiations that damage client relationships.
  • Identify additional sales opportunities within client organizations by gaining more knowledge of the customer’s goals.
  • Offer valued solutions without succumbing to discount pressures.
  • Determine acceptable prices with customers before the final stages of a sale.

Objectives and Benefits

Enable field sales to:

  • Better identify options and alternatives to satisfy interests of the customer and the selling organization.
  • Counter manipulative tactics which may be used in complex negotiations and return to a win-win customer interaction.
  • Increase preparation and planning of meetings where items will be negotiated.

    Enable sales management and senior leadership to:

      • Ensure salespeople are practicing a win-win negotiation approach.
      • Effectively collaborate with selling teams to ensure the best possible outcome is achieved.

        Target group

        Who Should Attend?

        Any member of the organization responsible for ensuring the adoption and utilization of the Strategic Selling® process or who acts as a mentor to other salespeople.

        Agenda

        Day 1
        09:30 - 09:50 Introduction
        09:50 - 11:00 Khelli Essence case study
        11:00 - 11:15 Break
        11:15 - 11:45 Components of a negotiation: Sale vs. negotiate, Why the process is important, red flags & strengths, purchase influencers & degree of influence in the negotiation environment
        11:45 - 12:00 Focus on the target of negotiations
        12:00 - 13:00 ICON negotiating framework: interest, criteria
        13:00 - 14:00 Lunch
        14:00 - 14:30 Continued: ICON negotiating framework, options, no-agreement alternatives (alternatives in disagreement)
        14:30 - 15:45 ICON call
        15:45 - 16:00 Break
        16:00 - 16:30 Negotiation Strategy in Action
        16:30 - 17:00 Negotiate with yourself
        17:00 - 17:15 Summary of day 1
        17:15 - 17:30 Tasks for the evening
        Day 2
        09:30 - 10:00 Summary of day 1 and day 2 overview
        10:00 - 11:00 Continued: Negotiation strategy in action (Dig & Develop, Decide)
        11:00 - 11:15 Break
        11:15 - 13:00 Show Me the Truth case study
        13:00 - 14:00 Lunch
        14:00 - 14:30 ICON Scorecard
        14:30 - 16:00 Respond / responses to tactics and challenging situationsBreak
        16:00 - 16:15 Break
        16:15 - 17:00 Program Summary, consultation and consideration

        Participants' Comments

        “The example I used in the workshop was a real world example and I was able to reach an agreement with the other party in part due to what I learned in the session.”

        SALESPERSON, FINANCIAL SERVICES

        Certification

        The Miller Heiman Group Certified Sales Professional programme is advanced professional B2B training, based on the proven Miller Heiman Group Sales System® that will take your performance to the next level and elevate your status within the global sales community.

        You can select workshops according to your priorities and needs, or opt for the official and highly valued Miller Heiman Group Certified Sales Professional Certification, that can be obtained at any one of our European Sales Academies.

        Certification tracks have been specifically designed for individual sales roles.

        Dates and feesNegotiate Success

        Date

        City

        Country

        Language

        Coach

        Price

        Book

        13.11.17 - 14.11.17

        Frankfurt

        DE

        German

         Christian Behn

        1.495,- EUR

        Book Now

        Christian Behn

        Industriekaufmann, Studium der Wirtschafts- und Rechtswissenschaften, MBA, zertifizierter Business Coach, über 20 Jahre Erfahrung im internationalen Vertrieb (14 Jahre in Frankreich und England gelebt).

        Herr Behn war als Sales Manager, Export Manager und Key Account Manager bei AlliedSignal und...

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