Course Description
In sales, price can be a tough hurdle to overcome. In this seminar, we teach you how to negotiate with value instead of price.
So if you are reading about this course, you are probably a salesperson who is stuggling with the price vs. value comparison your prospects keep tripping you up with.
If so, you'll be happy to know that this course is designed to save your company money by helping you become a better negotiator.
Learning ObjectivesOur hands-on seminar will teach you the right way to listen to customers, the right way to handle their cost objections, and the right way to get your sales closed!
You will learn:
- Aspirations
- Buying Influences
- Value
- Research
- Tactics
- Asking Questions and Listening
- Concessions
- Intimidation
- Power
- Assumptions
The Course StructureThe seminar combines theory, practice, and personal feedback, with an emphasis on negotiating value through our unique scenario-based methods.
Essentially, attendees are put in teams where they take turns making mock presentations, handling objections, and asking for the sale.
The first mock presentation focuses on negotiating with other attendees. The second scenario focuses on negotiating a realistically-tailored scenario that attendees might encounter in their daily activities.
After each presentation, the instructors provide immediate feedback and coaching. The second scenario is videotaped for later review, as well as for use as refresher training as needed at a later date.
The class time is divided as follows:
- Theory 23.50 hours
- Negotiating Workgroups 6.00 hours
- Personal Feedback 2.75 hours
Agenda First Day8:00 - 9:00 Introduction
9:00 - 10:00 Deadlock - First Negotiation
10:00 - 10:15 Break
10:15 - 12:15 Customer Buying Styles
12:15 - 12:30 Explanation and Preparation for Second Negotiation
12:30 - 1:45 Lunch and Second Negitiation
1:45 - 2:30 Second Negotiation Discussion
2:30 3:00 Buying Influences
3:00 3:45 Preparation for First On-Site Negotiating Meeting
3:45 - 5:45 First
On-Site Negotiation (Video Recorded)
Second Day8:00 - 9:45 Tactics
9:45 - 10:45 Asking Questions and Listening
10:45 - 11:15 Break
11:15 - 11:45 Concessions
11:45 - 12:15 Intimidation
12:15 - 2:00 Third Negotiation and Lunch
2:00 - 2:30 Third Negotiation Discussion
2:30 - 3:30 Review of First On-Site Negotiation
3:30 - 3:45 Break
3:45 - 4:15 Power
4:15 - 4:45 Assumptions
4:45 - 6:45 Second On-Site Negotiation (Video Recorded)
Third Day8:00 - 9:30 Review of Second On-Site Negotiation
9:30 - 10:30 Fourth Negotiation
10:30 - 11:00 Fourth Negotiation Discussion
11:00 - 12:00 Course Review
12:00 - 12:30 Creativity
12:30 - 12:45 Presentation of The Negotiator Award
Dates & TimesThis three-day seminar lasts is held on the dates and times posted herein.