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Negotiating Great Agreements
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To be a great sales person you must be a great negotiator. Knowing the appropriate strategies for sales negotiations and how to manage the negotiation process from planning to implementation is necessary to achieve high-quality, lasting agreements that strengthen your company's relationships with clients. But how do you go about achieving this "win-win" proposition?
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A two-day learning experience, highly interactive, in which participants have many opportunities to practice what they learn and receive real-time feedback from video/audio recorded exercises.
| • | Stages of negotiation - the road map
| | • | Customer needs and tradables
| | • | Becoming tactically bulletproof
| | • | Overcoming obstacles to a win-win agreement
| | • | Application planning: negotiation situation
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Participants will be able to:
| • | Determine when to negotiate . . . and when not to
| | • | Utilize a road map of the negotiation process effectively
| | • | Demonstrate the skills critical for reaching high-quality agreements
| | • | Maximize power by uncovering and analyzing underlying needs and tradables
| | • | Plan and prepare for customer and internal negotiations
| | • | Identify and neutralize tactics
| | • | Plan for and practice an actual negotiation situation
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Roche • Allegiance
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