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Training - Commercial Negotiation
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Training - Commercial Negotiation
Who is this pro training aimed at?
- KAMs in B2B
- Salespersons engaged in complex sales
- Individuals with functions in sales and/or client management within B2B organisations
The objectives of the training
- Identify the moment when the sale ends and the negotiation begins.
- Assess your negotiating position.
- Choose the most appropriate strategy to negotiate.
- Use technology as a negotiating advantage.
- Ask the right questions to manage the power relationship.
- Deal with objections.
- Manage the negotiation when everything fails.
- Use closing techniques.
- Measure the success of the negotiation.
The strengths of the training
- This training focuses on applying skills in workplace situations by combining the benefits of group training with individual activities for greater effectiveness.
- It has a strong practical approach, with hands-on exercises to help participants apply the concepts learned.
- By the end of the session, participants will design an action plan to implement strategies for strengthening their areas of growth and developing key skills.
- This live class is eligible for 7 PDUs in the Power Skills area, to maintain PMP® or PgMP® certification.
Prerequisites
None
The program of training
This class will help you to be a negotiator trought the three competences to develop. Strategies, in terms of preparation and collecting and analysing information about the negotiating items and the characteristics of the other party, in order to anticipate the various alternative proposals, increase negotiating flexibility and encourage the discovery of possible areas of agreement.
Tactics, such as analysing information about the other party (personal characteristics, reputation, negotiating style, expertise, etc.) and assertiveness, to firmly resist unacceptable demands and emotional manipulation. Communication skills, such as active listening, questioning techniques, dialogue control and argumentation. These serve to foster trust, obtain and share information and make your proposals persuasive.
01. Introduction
02. When the Negotiation Starts
Tactics, such as analysing information about the other party (personal characteristics, reputation, negotiating style, expertise, etc.) and assertiveness, to firmly resist unacceptable demands and emotional manipulation. Communication skills, such as active listening, questioning techniques, dialogue control and argumentation. These serve to foster trust, obtain and share information and make your proposals persuasive.
01. Introduction
02. When the Negotiation Starts
- Identify when the negotiation begins
- Differentiate between sales and negotiation
- Identify the skills of a professional negotiator
- Understand what steps to take before negotiating
- Use the strategy definition grid
- Understand the difference between distributive and integrative negotiation
- Identify the five golden rules of negotiation
- Understand the importance of technology in commercial negotiations
- Identify the sources of power in negotiation
- Complete a checklist of issues to address the power relationship
- Learn how to effectively respond to objections during negotiations
- Understand the two methods of persuasion and the general strategies for influence and persuasion
- Identify client tactics and how to respond to them
- Develop strategies to turn around a failing negotiation
- Identify the phases involved in negotiating an agreement
- Understand the key variables for measuring the success of a negotiation
- Case Study: A Dream House
- Case study: A New Provider
- Action Plan
Ready-to-use training
Reference : vc027-ext
- Duration : 1 Day
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