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5535 - AMA: Strategic Sales Negotiations

5535 - AMA: Strategic Sales Negotiations

5535 - AMA: Strategic Sales Negotiations

Overview

Duration: 2.0 days

Today’s purchasers are more attuned to the “real value” of what they’re buying.

Discover how to influence them and improve your profits! Regain the seller’s advantage over today’s more sophisticated purchaser with the help of this strategic sales negotiation training. Learn the tools, techniques and savvy sales negotiation tactics that enable you to influence your buyer’s perception of cost, value and benefits. Close the sale by maintaining a flexible position that successfully counters your buyer’s negotiating moves

Objectives

  • Understanding the sales negotiation process from both perspectives—yours and the customer's
  • Differentiating between selling and negotiating
  • Using powerful sales negotiating/planning tools
  • Addressing aggressive buyer demands face-to-face
  • Developing stronger client relationships through win-win negotiations
  • Applying strategies to favorably influence the four primary negotiating styles
  • Creating a motivational climate for your buyer

Content

Role of the Professional Salesperson

  • Understand the Difference Between Manipulative Selling and Consultative Selling
  • Be Aware of Key Sales Responsibilities of Professional Salespeople

Role of the Buyer Defined

  • View the Sales Negotiation Process More Objectively from the Customer’s Viewpoint
  • Understand the Concept of Selling Profitable Deals More Fully
  • Analyze the Financial Aspects of a Deal
  • Be More Aware of Your Perceptions of the Sales Negotiation Process
  • Build a Stronger Foundation for Selling to a Sophisticated Buyer
  • Become Familiar with Common Ploys and Countermeasures Used in Sales Negotiations

Role of the Professional Salesperson Redefined

  • Understand a Typical Buyer’s Motivation in Most Situations
  • Differentiate Yourself from Your Competition
  • Become More Aware of the Consultative Sales Process
  • Understand the Difference Between Selling and Negotiating
  • Understand the Importance of Selling First, Negotiating Last
  • Handle Premature Negotiation Pressure from the Buyer
  • Know When and When Not to Negotiate

The Sales Negotiation Process

  • Identify Elements of an Offering
  • Identify Negotiating Chips
  • Assess and Define Negotiating Authority
  • Create Value, Which Offsets the Need to Make Concessions
  • Understand the Value of Maneuvering Room, Concession Planning, and Planning

Using Powerful Sales Negotiation Planning Tools

  • Understand the Process of Establishing Settlement Ranges in Advance
  • Understand the Concept of Planning for Concessions
  • Become Familiar with the Sales Negotiation Planning Instrument
  • Become Familiar with a Format for Providing Feedback on the Sales Negotiation Process

A Sales Negotiation Exercise

  • Develop Settlement Ranges
  • Identify Negotiation Chips
  • Plan Concessions
  • Complete the Sales Negotiation Planner
  • Recognize the Importance of Planning
  • Evaluate the Sales Negotiation Process More Fully

Win-Win Sales Negotiations

  • Determine If a Sales Negotiation Was a Winner for Both Sides
  • Avoid Many Critical Mistakes in Sales Negotiations
  • Understand the Importance of Following Through After the Negotiation Is Completed
  • Understand Your Own Effectiveness in Sales Negotiations
  • Develop a Plan to Improve Your Sales Negotiation Effectiveness

Power and Position in Sales Negotiations

  • Evaluate Relative Strategic Positions of the Parties to a Sales Negotiation
  • Understand Fundamental Strategies for Various Power Positions
  • Become Aware of Different Sources of Real and Perceived Power

Increasing Your Personal Power in Sales Negotiations

  • Identify the Four Primary Negotiating Styles
  • Understand the Primary Goals and Fears That Motivate Each of the Four Styles
  • Apply Basic Strategies to Favourably Influence Each of the Four Styles
  • Be More Effective in Persuading Buyers Who Are Different from You

Case Study: Negotiating a Mutually Profitable Win-Win Sale

  • Develop a Greater Appreciation for the Importance of Internal Negotiations
  • Gain Additional Experience in Developing Settlement Ranges
  • Gain Additional Experience in Identifying Negotiating Chips
  • Gain Additional Experience in Planning Concessions
  • Gain Additional Experience in Completing the Sales Negotiation Planner
  • Become More Effective in Sales Negotiation Planning
  • Influence Buyer Behaviour More Purposefully
  • Evaluate Your Personal Performance More Fully

Tips for Achieving Success as a Sales Negotiator

Become More Aware of Key Elements That Lead to Success in Sales Negotiations

Using Powerful Sales Negotiation Planning Tools

Understand the Process of Establishing Settlement Ranges in Advance

Audience

Sales professionals, sales managers, account executives, contract negotiators and anyone involved in negotiation processes and would benefit from this sales negotiation training.

Prerequisites

While there are no direct pre-requisites, here are some of the benefits realized of this course :

  • Discover through sales negotiation training how to improve sales margins and closing ratios
  • Influence how customers view your product’s costs, benefits and value to them
  • Anticipate buyer behavior and turn it into an advantage
  • Establish your credibility with the buyer
  • Develop confidence-building skills that maintain your control of sales negotiations
  • Be ready to justify your price when meeting price specifications
  • Use creative advantages to counter competitive offers

Certification

This course is not associated with any Certification.

Lịch khai giảng

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Image has an undeniable impact on your company's success. And as your employees serve as ambassadors for your business, the appropriateness of their appearance - even on casual workdays - is crucial. How your employees groom and dress create an immediate, lasting impressions on every client and prospect they meet. Successful people believe their success is attributable to a pattern of mutually beneficial interpersonal relationships, as much as it is due to technical skills or business knowledge. Your communication and the image you present create the first impression - often the lasting impression - on the people you meet. Want a more professional image? How you present yourself is the first step in building that mutually beneficial network of contacts. Overall, professionalism is an attitude - stable, reliable, consistent, polite, business-like - but there are action steps that small businesses can take to ensure the utmost professional experience for all of your customers.
1.0 ngày

9009 - Effective and Efficient Communication

Learn and practice the best method for delivering your message. Some people seem to be able to say the right thing no matter what the situation. Their ability to navigate through tense discussions opens doors in the business world that may have otherwise closed. During this training program, participants will learn the secrets of communication pros, including building personal credibility, delivering positive and negative feedback, improving listening skills, rephrasing for better relationships, dealing with difficult people, handling negative situations, and more. Skills exercises are interactive, allowing participants to practice what they have learned in a fun, high-energy environment. Communicating with Tact, Diplomacy, Poise, and Finesse: What to Say and How to Say It is the ideal program for those needing to improve their basic communication skills or for those looking for the extra business edge.
2.0 ngày

9013 - High Impact Presentation

Learn and practice the best method for delivering your message. The High Impact Presentation Skills Training Program will teach you how to prepare quickly, learn and practice the best method for delivering your message, and maintain audience interest at all times. This is an essential skill that is needed to enhance your managerial skills, create customer satisfaction and develop team synergy. It gives professionals the tools and confidence to design and deliver a clear and concise business presentation. The presentation training course is a two- day course, however we will streamline the course to focus on the organization and planning of presentation, practice and provide feedback.
2.0 ngày

8266 - AMA: Recruiting, Interviewing and Selecting Employees

The everything you need to know before you say you're hired seminar. Learn everything you need to know about employee selection in this seminar! Making the wrong hiring decision means throwing away a substantial investment of time and money on recruitment, training and benefits. This fundamentals seminar is your ticket to make the right hiring decisions and contribute more to your company's bottom line.
3.0 ngày

8802 - AMA: Finding Common Ground: How To Overcome Unconscious Bias

Identify and overcome unconscious bias to advance inclusiveness in your organization Is unconscious bias hurting your team and your organization? Is it having a negative impact on your career or the careers of fellow employees? A crucial step toward an inclusive work environment is developing an awareness and understanding of biases that can unconsciously influence how we work and interact with people. We all have unconscious biases based on our experiences, influences, background, education and even brain chemistry. Biases play out in the workplace through micro-messaging, micro-aggression and micro-inequities—subtle behaviors that generally go unnoticed—and therefore result in the exact opposite of inclusion. People become marginalized, are not listened to or valued, and can miss out on opportunities to be heard and to advance their career. Through awareness-building discussions and activities, role-plays and unconscious bias case studies, this course will help you better understand bias and discover practical strategies that can help you and your colleagues avoid bias and leverage the power of a more positive, inclusive work environment.
1.0 ngày

2006 - AMA: Advanced Tools and Techniques for Data Analysis

Manipulate complex data sets to gain deeper insights and make better decisions This 2-day advanced analytics seminar will introduce you to predictive analytics techniques, so you can frame strategic and operational questions involving marketing, finance, and operations or other real-world business applications. In this hands-on course, you will cover a variety of analytics tools, such as histograms, ANOVA analysis, A/B testing, Pareto analysis, clustering, box plots, scatter diagrams, partitioning, unstructured text analysis, and multivariate regression analysis. Best of all, no background in statistics or programming is required. As long as you have a basic understanding of spreadsheets, you will learn how to manipulate complex data sets so you can gain insights that are not possible with common business intelligence techniques.
2.0 ngày

2203 - AMA: Communicating Up, Down and Across the Organization

It can happen at a moment’s notice: you need to communicate a new idea to senior managers, influence your colleagues to support your proposal or inspire direct reports to make a change. Are you prepared to communicate with anyone in your organization? Do you know how to analyze your audience? Can you frame your message so that people feel connected to you in a corporate setting? To connect with many types of people while projecting confidence, credibility and trustworthiness requires specific tools and strategies. You’ll focus on improving communication skills and competencies necessary to build mutual understanding and connectivity with others, regardless of your role. You’ll also discover influence strategies and learn how to critically evaluate each unique communication event.
2.0 ngày

2235 - AMA: Building Better Work Relationships: New Techniques For Results-Oriented Communication

In a complex environment, work is accomplished through the collaborative efforts of many. Differences are a positive force if you know how to harness them. Your ability to develop good interpersonal skills and create rapport in this environment can make—or break—your career. Get set to step up and become a "conscious communicator." Develop self-awareness, analyze situations, and consciously select and use productive communication strategies. You’ll find your relationship style, identify your strengths and weaknesses, and master the winning tactics to work harmoniously to achieve your goals.

2115 - Responding to Conflict: Strategies for Improved Communication2

Conflict in business is all too familiar—particularly under increased business pressures. Still, most of us lack basic conflict management skills. Rather than react to conflict on a purely emotional level, you can learn how to manage disputes and disagreements in a positive manner, or even avoid them altogether. This conflict management training will show you how to recognize the causes of interpersonal conflict. It emphasizes skills to help you critically evaluate conflict situations and then choose the appropriate strategies and tools to manage and/or resolve these conflicts. You’ll develop greater awareness of your emotional triggers and how to control them. In addition, you will learn how to continually action-plan around the implementation of your new skills.
4.0 ngày

2528 - Assertiveness Training for Women in Business

In todays ever changing business environment it is vital for women to have an assertive voice in business. Assertiveness techniques, when used effectively, can enhance almost every aspect of your job and life — Knowing which tools and techniques to use, and how and when to use them, is critical. AMA’s assertiveness training for women is a 4-lessons seminar that addresses the unique challenges women face in business and provides them with the assertiveness techniques essential for survival and advancement in their industry. With these skills, women can feel secure that they are sending the right signals that elicit the right responses. They will help you command respect while being respectful and handle almost any situation you’re likely to encounter without seeming overbearing. AMA’s assertiveness training for women gives you the opportunity to practice fundamental assertiveness skills and to share your concerns with other women in a supportive and encouraging learning environment. You’ll assess your leadership style and then apply the new skills and tools you learn directly to one of your own challenges, receive feedback, and refine your skills through videotaped practice. Return to work with a complete and flexible plan for achieving the kind of assertiveness your position demands.
4.0 ngày

2162 - Developing Your Analytical Skills: How to Research and Present Information

When making decisions, how do you assess the credibility of information? Do you conduct research and gather data methodically, or act on instinct and follow the latest trends? Do you know what key questions to ask? Feel confident you’re making valid decisions? Whether you are developing a new product or service, presenting findings on a competitor’s product, or deciding how to allocate resources, you need the analytical skills to be able to support your conclusions with valid and credible evidence. In this course, you’ll learn the basics to implement a process for data analysis that ensures you’re focusing on the most critical information, involving the right people, and conveying your message in terms your audiences will understand.
4.0 ngày

2558 - Analytical Thinking, Problem Solving and Decision Making

Today, it’s everyone’s job to effectively solve problems. Analytical thinking and problem solving are foundational thinking skills that involve breaking things down into their component parts. They also involve deductive reasoning, drawing conclusions from givens and applying judgments to reach conclusions from a combination of evidence and assumptions. This seminar introduces you to fundamental thinking processes so that you can successfully analyze and solve a wide variety of business problems. Get these essential analytical thinking and problem-solving skills now to give yourself a powerful competitive and career advantage.
2.0 ngày

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