The Power of Resilience

NEWMISA 2017 ebrochure

Strategic Sales Negotiations
Course Objectives
Recognizing the individual power and process of successful negotiations | Learning a robust process for a win-win negotiation | Understanding and implementing a strategic approach to negotiation.
Course Coverage
  • Negotiating – An art or a science
  • Successful Negotiation – the 4 elements
    Strategy | Process | Skills | The win-win drive
  • Are we selling or are we negotiating
  • Where does Negotiation happen in the buying process
  • Influencing the customer – pre negotiation
  • A strategic approach to negotiating
  • Successful Negotiating – The Process
    • Preparing | Discussing | Proposing | Bargaining
  • Successful Negotiating – The Tools & Techniques
    • The Negotiating checklist
      analyzing offer | competition | customer
    • The cost vs. value matrix
    • If… then technique
    • Tactics and counter tactics
  • Successful Negotiating – The core skills
    • Steering and controlling | Absorbing and responding | Trading variables assertively | Deadlock management | Building productive relationship
  • Successful Negotiating – The behavior mind-set
  • Successful Negotiating – new prospect or existing customer - selling a price increase
3 Steps of the course
1 Before arriving for the course
  • A set of readouts
  • A case study analysis
  • A live negotiating situation template
  • A self-assessment on current capability of negotiation
2 During the course
  • Concepts, tools, application
  • A certification test at the end of the course
  • Individual Action Plan
  • Preparing a plan for a specific negotiating opportunity
3 4-6 weeks after the course
  • A one hour telephone / Skype review
  • Reinforcing learning
  • Marking of the test results and certifying towards

MISA COURSES are run by experienced Consultants of Mercuri India, who practice what they teach, as they work with discerning Clients across varied industries & geographies. Every Mercuri Consultant wears 3 hats – A Salesperson, a Trainer & a Consultant. So, when you choose Mercuri India as your partner in Learning & Development, your people learn timeless concepts & skills that work in the real world, to accelerate their performance & grow with you. Read more about MISA Open Courses that 'Take your Sales to a Higher Level'