X

Dear Registered User / Guest User!

Thank you for coming! You will discover here, a treasure trove of insights, concepts, processes & tools.. sure to ignite a spark in taking your sales to a higher level.

All material here is drawn from our timeless classic - Mercuri India Knowledge Blocks.

We can assist you in this discovery.. personalize your experience and alert you as and when something of interest to you comes up here.. if you just register yourself.

You can of course continue as our esteemed Guest, and we will look forward to knowing you better in the future.

Do tell us about your experience here. We learn fast.

Welcome!

Team Mercuri India

Check your username

Show Check your password

Please tick this field

Forgot your password?

Please fill in this field

please fill in this field

Please fill in this field

Please fill in this field

Please fill in this field

Please fill in this field

Please tick in this field

Please fill in this field

please fill in this field

Please fill in this field

Please fill in this field

Please fill in this field

Please fill in this field

Please tick in this field

Lost your password? Please enter your email address. You will receive a link to create a new password.

Error message here!

Back to log-in

Close

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!

Talk to us

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
  • 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

3After 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!


Here's a classic Mercuri India Open Course.. for Sales Professionals who aspire for growth

Value Selling

Understanding the structured process of Selling.

Read more

Steering Sales Performance

Learning the framework to leading sales teams for short term and long term results.

Read more

Mercuri India Sales School

World Class Open Courses - Sales Training for Small Teams!

Read more