Welcome to the 'Mercuri India Sales School'
Strategic Sales Negotiations - Open Course

15-16 December - Bangalore

In a new world that is challenged for budgets and revenues, how do you and your Sales People 'Negotiate to Win'? What are the new rules of 'win-win negotiation'? What is the timeless, classic, structured process for Strategic Sales Negotiation, and how does it play out in a hybrid selling world?  Here is a world class instructor led hybrid sales course that imparts rigorous practice in the win-win 'skills of negotiation'. Learn it from Mercuri India Consultant Trainers who strive to negotiate their way to sales success, like you do. Happy Negotiating!

Course Objectives

Recognizing the individual power and process of successful sales 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 Sales 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 Sales Negotiation – The Process
  • Preparing | Discussing | Proposing | Bargaining

Sales Negotations – The Tools & Techniques

  • The negotiating checklist
    • Analysing offer
    • Analysing competition
    • Analysing Customer
  • The cost vs. value matrix
  • ‘ If…then’ technique
  • Tactics and counter tactics

The Core Skills of Negotiation

  • Steering and controlling
  • Absorbing and responding
  • Trading variables assertively
  • Deadlock management
  • Building productive relationship
  • Successful Negotiation – New prospect or existing Customer - Selling a price increase
  • Successful Negotiation – The behaviour mind-set – Feeling of Capability - Conviction | Doing Unexpected | Thinking like an Entrepreneur

3 Steps of the course 

1Step 1 - Rigorous Prework

  • A case analysis
    A set of readouts
    A live negotiating situation template
    A self-assessment on current capability of negotiation

2Step 2 - MILPC- Physical Class - Strategic Sales Negotiations - 2 days

  • Concepts, tools, application
    A certification test at the end of the course
    Individual Action Plan
    Preparing a plan for a specific negotiating opportunity

3Step 3 -  After the course

  • Post programme implementation review and coaching
    20 minutes per person

Who should attend

Anyone involved in the Sales Negotiating Process

How this course benefits participants

Developing the Sales Negotiating Technique and Persona

  1. Use of Platforms and Tools
  2. Precision , Purpose and Positioning
  3. Seven key skills of negotiations

Thank you for your interest in  Open Courses from the Mercuri India Sales School - The world class  Sales Training experience! 

Want to know more about the Mercuri India Sales School ? Want to nominate yourself and your people for an upcoming cohort? Please Get in touch!  Click here to speak to our experts!  Let's make sales excellence happen!


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