Sales
Three dimensions of sales negotiation |
Classroom training 2 days E-learning modules 5 x 30' 
To access this program’s dates delivered in a range of Cegos locations across the world, please contact our offices Click here |
Languages Click here 
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| Ref. : 8507 |
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Do you know how to tip the balance in a negotiation? Are you fully aware of the stakes involved in your negotiations? Can you reconcile ‘successful negotiation’ and ‘customer loyalty-building’? |
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Sales people or managers with proven sales and negotiating experience |
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Understand the negotiation process. Choose your negotiating style to suit the context and what you know about the customer. Optimise your preparation for negotiations. Excel in face-to-face meetings. Adopt the most appropriate behaviour in the situation. |
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1_ The sales negotiation process - Evaluating the risks of sales negotiation. - Choose your negotiating position before the meeting. - Preparation. 2_ Being an effective negotiator in meetings with professional buyers - Mastering the seven keys to effective meetings. - Avoiding the traps and tricks used by professional buyers. 3_ The relationship: the heart of successful negotiation - Communicating effectively. - Developing interpersonal relationships. 4_ Conclusion: six-point checklist to the three dimensions of negotiation - Sell first, negotiate afterwards ... if necessary. - If you feel like a hostage, free yourself first. - Feel responsible for your company’s margins, not your client’s. - Negotiate the various terms of the agreement. - Create a favourable relationship at the end of the contract. - Be a leader in your client relationship and not the great soloist virtuoso when negotiating with the buyer. |
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Background to commercial negotiations Preparing commercial negotiations Commercial negotiation: 7 keys to effective meetings Commercial negotiation: coping with the pitfalls Commercial negotiation: Asserting yourself |
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Your blended training path |
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Drive sales through effective negotiation. Be a more proficient negotiator. Be a confident negotiator. Improve professional and personal relationships. |
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Increase the long-term ROI of commercial agreements. Find new ways to consolidate customer strategies. Build effective relationships with your customers. Develop the flexibility, adaptability and effectiveness of your sales teams. |
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Three dimensions of sales negotiation 1] Process: organise the way you plan and prepare for your negotiations 2] Relationship-building: know the most effective way to behave and communicate. 3] Structure: master the techniques of conducting negotiations. The roadmap of successful negotiation meetings: - Maintain the balance of power - Allow yourself room for manoeuvre - Understand the difference between selling and negotiating - Never give away: always trade off - Be able to improvise - Reassure the other party - Steer the meeting Intensive practice for a first-hand experience of the three dimensions of negotiation The Edelweiss case: what are the keys to successful negotiation? Pairwork discussion and full-group summary on: - The objective and process of negotiation. The Piano case: the importance of relationships A high-impact video sequence: individual feelings and reflection, then work in sub-groups: - Raise awareness of the importance of interpersonal relationships, over and above a command of negotiating techniques. ‘Eight buyer traps’: become negotiating tacticians! A learning game in the form of a puzzle, played in sub-groups: - Spot and understand each trap, and find ways to avoid them. |
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Cegos Blended programmes in Chilean & Dutch
After the Middle East, Cegos localizes its blended learning offering in the Chilean and Dutch markets.
This responds to today's companies' demand to apply global knowledge locally.
Global Learning by Cegos®:
The learning revolution is underway…
Jacques Coquerel,
Chairman of Cegos Group
Chairman of Cegos Group
