The Team Builds The Team
Understand the major steps and principles of negotiations. To manage concessions in a mature way. To be able to limit discounts. To understand personality and Ego issues during negotiation process.
- 2 days session
- 10 participants
- Large workshops
- Rich documentation
Objectives :
At the end of the session, you will be able to :
- Understand the major steps and principles of negotiation and sales techniques
- Be able to limit discounts to a maximum
- Manage "concessions" in a mature way
- Understand and practice the behaviors and attitudes needed
- Understand personality and ego aspect during sales or negotiations
- Be more confident during negotiations
- Answer questions while keeping control of emotions
- Become an expert in communication when negotiating
Course Leader :
Jacques Dufrenne, Associate Director of CSI Consultants
Other CSI Consultants may join in case of a larger outdoor programme
Learning design :
Definition of negotiation, negotiation styles and principles, negotiation preparation and process, theories tested during workshops. Definition of sales, sales process, sales tools, sales psychology. Finding who are the key players during negotiation, identify the limit of concessions, the sources of power, the others needs, etc... Key differences between Sales and negotiations. Practice. Marketing fundamentals and applications with your business.
Target audience :
Sales persons, Buyers, Major Account sales persons, Distributors, Dealers, VARs, etc...
Includes :
Several workshops with individual feedback
Personality assessment
Negotiation and Sales tools
Marketing fundamentals