Mercuri India - Strategic Sales Negotiations

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Programme : Mercuri India - Strategic Sales Negotiations - Open Course

Thank you for your interest in Mercuri India Sales Academy - Virtual. VMISA offers world-class Instructor Led Virtual Open Courses for the Sales Community, that you can take from your place. So, take your pick, now!

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Programme : Mercuri India Public Programs : Nomination

Thank you for your interest in Mercuri India Public Programs – MIPP. Here are two world class certification courses for the Sales Community, that you and your people can learn, from wherever you are. Courses are scheduled on demand. Please pick the course that best suits your needs, and we will revert on upcoming Course Dates and more details!

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Programme : Mercuri India Public Programs : Nomination

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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!

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Strategic Sales Negotiations - Open Course

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
4 Phases of Negotiation: 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

1Before the Course

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

2In Person Physical Class - 2 days

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