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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.

Professional Sales Negotiations

Professional Sales Negotiations

To build lasting, profitable client relationships, salespeople must be able to negotiate agreements that benefit everyone: the customer, the salesperson, and their organization. Professional Sales NegotiationsTM provides your salespeople with the concepts and skills needed to steer face-to-face negotiations to a successful close.

Content

Aim

Target group

Agenda

Participants' Comments

Certification

Dates & booking

ContentProfessional Sales Negotiations London London -

> Ian Ferguson Miller Heiman Europe GmbH

In three modules — Defining, Preparing, and Leading — the programme teaches your salespeople how to:

  • Determine which situations require selling skills versus transactional or consultative negotiation skills and when to use these skills.
  • Analyze the customer and sales points of view to gain the perspective needed to negotiate effectively.
  • Develop a negotiating strategy that optimizes the outcome for all parties and results in a mutually beneficial agreement.
  • Adopt a rational mindset for negotiating.
  • Lead a consultative sales negotiation through to a successful conclusion.
  • Redirect counterproductive behaviors to maintain a consultative approach.
  • Generate variables and alternatives that satisfy the requirements of all parties and satisfy both negotiating and relationship goals.
  • Utilize planning tools that enable success—in both planned and spontaneous negotiations.

Professional Sales NegotiationsTM is built on recent global research that identified the critical factors associated with negotiation success today and into the future. A two-day programme, Professional Sales NegotiationsTM focuses on three key areas:

  • Defining the Approach
  • Preparing for the Negotiation
  • Leading the Negotiation

Throughout the programme, participants focus on planning for their own client negotiations, brainstorming options with their peers, and practicing negotiation strategies.

Objectives and Benefits

Your salespeople will:

  • Improve their sales performance by refining their ability in a critical selling skill.
  • Experience more confidence in handling challenging negotiations.
  • Feel a greater sense of control during negotiating sessions.
  • Experience stronger salesperson/customer relationships by ensuring that the customer benefits.

Your customers will enjoy:

  • Negotiating with salespeople interested in reaching a mutually beneficial agreement, not just a sale.
  • Reaching agreements that are compatible with their organizations’ needs and goals.
  • Staying up-to-date on all the details and commitments of new agreements and the steps needed to finalize them.

Your organization will experience:

  • Increased profits from giving your salespeople the know-how to negotiate for your organization’s profitability, not just to close the sale.
  • Shortened sales cycles by helping salespeople consider potential solutions before meeting with customers.
  • An enhanced image and stronger ties with customers by showing your salespeople how to negotiate agreements with customers’ best interests in mind.

Target group

Agenda

Day 1
10:00 - 11:15 Welcome & Seminar Overview; Unit:1 Understanding Professional Sales Negotiations; Sales Negotiation
11:15 - 11:30 Break
11:30 - 13:00 When to Negotiate
13:00 - 14:00 Lunch
14:00 - 16:00 Negotiating Alternatives
16:00 - 16:15 Break
16:15 - 18:00 Unit 2: Planning Professional Sales Negotiations; Analyze the Situation; Develop Alternatives; Debrief & Summary
Day 2
10:00 - 11:15 Develop Alternatives (cont.); Optimize the Outcome; Unit 3: Conducting Professional Sales Negotiations; Position the Negotiation
11:15 - 11:30 Break
11:30 - 13:00 Explore Alternatives
13:00 - 14:00 Lunch
14:00 - 16:00 Gain Agreement
16:00 - 16:15 Break
16:15 - 18:00 Gain Agreement (cont.); Debrief & Summary

Participants' Comments

"The solutions are pragmatic, practical and can be implemented directly into day-to-day business."

MATERIALS MANAGER, EATON AUTOMOTIVE

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 feesProfessional Sales Negotiations

Date

City

Country

Language

Coach

Price

Book

26.10.17 - 27.10.17

London

GB

English

 Ian Ferguson

1.215,- GBP

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Ian Ferguson

Ian has been involved in the learning and development of others all his working life. From aiding the educational development of children and adolescents through teaching, he moved, via the cutting edge of direct sales, into the performance and learning development of adults in the world of business...

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