1 - 8.7
Two critical numbers. According to McKinsey’s 1992 study a 1% decrease in discounts results in 8.7% gain in operating profits.
®Both Gain Negotiations
Learn Sales Negotiation Skills And Increase Your Profits
Help your team capture the full value of your solutions by embracing century old techniques used by merchants of the Grand Bazaar in Istanbul.
Does Your Company Face Negotiation Challenges?
Your sales and marketing professionals are under intense pressure to gain more in a complex business environment. They face increasingly powerful purchasing organizations, savvy well-trained buyers, and unprecedented demands to get more done in less time.
Your teams negotiate too quickly over price rather than business value at critical points in the sales cycle, and give away too much. To succeed in this challenging environment you’r teams must think, plan and act differently in critical customer negotiations.
Negotiation training helps your sales team negotiate more effectively not just at the end of the sales process, but from their very first customer contact.
Who Should Attend?
Every Manager who feels they need to improve their skills in giving, getting, and recognizing the needs of the other party should attend. The program is designed to ensure immediate results.
Learn the principles that skilled negotiators use and understand how to apply these principles in every interaction.
Understand different concessions
Give and get is the cornerstone of every negotiation. It is important have a list of gives and gets but even more important is to have a strategy towards how to give and how to get.
Recognize your inherint power
There are six factor that influence power in a negotiation. Learn all six and develop skills toward understanding and improving power in a negotiation.
Don’t just settle for a deal create an opportunity to increase the potential to achieve an even bigger both gain.
What to expect?
- Learn from expert trainers who have been negotiating with high level clients for over 20 years.
- Learn principles and behaviors expert negotiators use.
- Learn to use a planner to prepare for a complex negotiation
- Both Win notebook
- Certificate of attendance
- Real life case studies
Both Gain Negotiations Training Two Day Agenda
Day 1 (09.00 – 17.00)
Can you negotiate at Starbucks?
Value is subjective
Concede according to a plan
You too have power
Day 2 (09.00 – 17.00)
Plan and negotiate a both win deal
Tactics or strategy, which wins in a negotiation?
Behave in line with how your customer behaves
Create better outcomes for both parties
Give your salespeople the negotiation skills needed to create better outcomes for both parties involved in a negotiation