Negotiate Success

This programme improves your salespeople’s skills to lead conversations and negotiations with customers in a way that they always achieve a mutually beneficial win-win result. 

Content

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

Negotiate Success 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.

Targets and usages

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.

    Targetgroups

    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

    Introduction, Khelli Essence case study

    Break

    Components of a negotiation: Sale vs. negotiate, Why the process is important, red flags & strengths, purchase influencers & degree of influence in the negotiation environment
    Focus on the target of negotiations
    ICON negotiating framework: interest, criteria

    Lunch

    Continued: ICON negotiating framework, options, no-agreement alternatives (alternatives in disagreement)
    ICON call

    Break

    Negotiation Strategy in Action, negotiate with yourself, summary of day 1, tasks for the evening

    DAY 2

    Summary of day 1 and day 2 overview
    Continued: Negotiation strategy in action (Dig & Develop, Decide)

    Break

    Show Me the Truth case study

    Lunch

    ICON Scorecard
    Respond / responses to tactics and challenging situations

    Break

    Program Summary, consultation and consideration
     

    Feedback

    “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

    Certifications

    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.

    more informations

    Dates & costs

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    16.05.19 - 17.05.19 LondonGBEnglish
    1130,- GBP

    20.05.19 - 21.05.19 FrankfurtDEGerman
    1540,- EUR

    11.11.19 - 12.11.19 Milton KeynesGBEnglish
    1130,- GBP

    Ask us!

    Don't hesitate to contact us with individual questions. 

    Free callback

    Personal contact is always the best option. This is why we gladly call you, free of charge, at your desired date. Simply leave a phone number and tell us when we can call you.

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