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.
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.
Ziele und Nutzen
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.
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.
Introduction, Khelli Essence case study
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
Continued: ICON negotiating framework, options, no-agreement alternatives (alternatives in disagreement)
Negotiation Strategy in Action, negotiate with yourself, summary of day 1, tasks for the evening
Summary of day 1 and day 2 overview
Continued: Negotiation strategy in action (Dig & Develop, Decide)
Show Me the Truth case study
Respond / responses to tactics and challenging situations
Program Summary, consultation and consideration
“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
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