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TACTICAL NEGOTIATION TRAINING

//TACTICAL NEGOTIATION TRAINING
TACTICAL NEGOTIATION TRAINING2018-09-27T11:20:03+00:00

A highly practical, tailored programme providing sales professionals with the essential negotiating skills and behaviours required to confidently execute profitable negotiations based upon mutual benefit.

Providing a flexible framework for successful negotiation skills, attendees will discover the tactics and techniques practiced from a buying perspective and explore the merits of advanced questioning to identify the explicit needs and drivers underlying the decision-making criteria.

Focusing on how to prioritise concessions and their trade value, attendees will also learn how to resolve stalemates and respond in a professional, credible manner order to achieve the most profitable ‘win:win’ outcomes for all concerned.

Tactical Negotiation
Tactical Negotiation
Key Areas of the Programme

Courses tailored for those with a fundamental understanding of the latest negotiation techniques through to more seasoned negotiators looking to refresh and enhance their current approach.

Whilst we design and tailor every programme to match your specific organisational and business needs, your bespoke negotiation training programme may focus on:

  • Establishing what negotiation really means
  • Understanding your and other negotiation styles
  • The traits of a successful negotiator
  • Working with the negotiation process
  • Establishing the best and worst-case outcomes
  • Exploring all options in effective negotiations
  • Identifying the parameters of a negotiation

  • Assessing the balance of power and establishing the power position

  • Reading visual responses and using silence
  • Clarifying the implicit versus explicit situation and moving forward
  • Preempting potential stalemates and positional bargaining – trading, not conceding
  • Dealing with difficult situations and standoffs
  • Recognising your bottom line
  • Negotiating for now, not for later
  • Drawbacks and tactics played by professional buyers

  • Securing the way forward to gain commitment
TELESALES EXCELLENCE
CONSULTATIVE SELLING
Strategic Account Development

Happy Clients

Rockline
“I wasn’t sure what to expect of the ‘Profitable Negotiation’ programme, but I’ve come away with many skills going forwards. As an add-on to ‘Consultative Selling’, I was blown away by the power of the tools I have learnt over the last two days! Thank you Sarah.”
Senior Account Manager, Rockline
“Excellent. I have done 3 specific negotiation courses in the past and I have to say that this was without doubt the best.”
National Sales Manager, Smoothwall
“Expectations 100% fully met and exceeded!
Fantastic, engaging, intense and extremely worthwhile. Well done, another blinder!”
Sales Director, Sharpak
“Exceeded expectations and will assist in my future approach to negotiations. Enjoyable and would definitely recommend.”
Head of Client Delivery, Telent
“I found this course very useful and hoped I’d get as much out of it as have, particularly relating back to my own experiences.

It genuinely made me think, consider my current approach and decide how to implement what I have learnt. A real eye-opener!”

Regional Sales Manager, Smoothwall
“I felt that this was a great, motivational course offering effective sales techniques going forwards.
Particularly liked the session about how to drill into competitor’s failings/weaknesses and use these to our advantage at the right time. More techniques – never enough!

Made me refocus on my approach to new sales and how to ensure I am winning business over my competitors. Excellent!

National Association Account Manager, Manchester Central

Happy Clients

Rockline
“I wasn’t sure what to expect of the ‘Profitable Negotiation’ programme, but I’ve come away with many skills going forwards. As an add-on to ‘Consultative Selling’, I was blown away by the power of the tools I have learnt over the last two days! Thank you Sarah.”
Senior Account Manager, Rockline
“Excellent. I have done 3 specific negotiation courses in the past and I have to say that this was without doubt the best.”
National Sales Manager, Smoothwall
“Expectations 100% fully met and exceeded!
Fantastic, engaging, intense and extremely worthwhile. Well done, another blinder!”
Sales Director, Sharpak
“Exceeded expectations and will assist in my future approach to negotiations. Enjoyable and would definitely recommend.”
Head of Client Delivery, Telent
“I found this course very useful and hoped I’d get as much out of it as have, particularly relating back to my own experiences.

It genuinely made me think, consider my current approach and decide how to implement what I have learnt. A real eye-opener!”

Regional Sales Manager, Smoothwall
“I felt that this was a great, motivational course offering effective sales techniques going forwards.
Particularly liked the session about how to drill into competitor’s failings/weaknesses and use these to our advantage at the right time. More techniques – never enough!

Made me refocus on my approach to new sales and how to ensure I am winning business over my competitors. Excellent!

National Association Account Manager, Manchester Central

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