“The way the training is laid out is very enjoyable. I have never been to a training programme that is so interactive. I would 100% recommend it to anyone who hasn’t taken part. The trainer (Anderson) shows great passion.”
In B2B selling, where high levels of money are involved, negotiations flourish. Many sales personnel find themselves negotiating high value deals, often with insufficient knowledge and competence.
Negotiation strategy is an extensive topic with many dimensions. This programme trains participants how to negotiate so that sales people feel properly equipped to lead negotiations in their organisation.
It covers the negotiation process, negotiation tactics, commercial analysis, power, different negotiating techniques, procurement strategies and communication skills relevant to negotiation.
The programme is based on a very wide range of up to date practitioner inputs to ensure relevance, practicality and impact on your bottom line.
All client facing staff, where high value negotiations take place.
4 x 1 days over 4 months with specified on-the-job learning projects and selected texts to support the learning programme.
“37% of buyers said it was acceptable to lie during negotiations, compared to 15% of sales people.”
Dirty Tricks in Negotiation
“In the fast past world of sales our customers are becoming ever more sophisticated when it comes to making their purchasing decisions. As a traditional sales organisation we are facing more procurement experts as many of our customers are developing their purchasing polices which make it hard for us to progress and gain that sales advantage. Understanding where Trend sits within the procurement process and how we then use this information to engage and develop business has helped our sales force recognise where we sit in the client and sales relationship.
Before the course we had limited understanding of how professional purchasing was shaping the way business was conducted and now we have more skills to recognise how to handle the customers’ demands to the best outcome for the business whilst maintaining the client relationship to the best possible outcome.”
Dirty tricks in buying and selling – are all buyers liars? Our survey results reveal the truth.
Supply chain negotiation programme
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