Welcome to the 'Mercuri India Sales School'
Strategic Sales Negotiations - Open Course
To be scheduled | Nominations Open
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
- BEFORE THE COURSE
- 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
- 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
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
- Use of Platforms and Tools
- Precision , Purpose and Positioning
- 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!
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