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Sales negotiation is eternally and constructively tied to consultative selling. So, we must always be very mindful of the power and strength of long-term, trusted, businesses relationships. Armor-piercing questions in their various forms must not be seen as anything other than a positive risk tool used to clarify our bargaining position and that of our negotiation partner.
Sales Prospecting is sustenance for any business, where growth is required and account turnover is nothing more than a fact of life. Sales Prospecting is the precursor to consultative selling and sales negotiation. These three sales disciplines are permanently bolted together and reliant on each other. No company owns a piece of business in our 24/7, global world of unrelenting competition.
Business Negotiation Program
This course is designed to bring structure to negotiations in a way that alerts the buyer/seller to be aware of her/his options no matter how large or small the transaction. The Centroid Negotiation system is hard skills based and process driven. It acknowledges negotiation soft skills in a variety of workshop exercises and bargaining scenarios. This program is customized to the requirements of its participant’s top needs to help reduce risk, maintain relationships and close smart, wise deals that stand the test of time.
The Centroid system focuses on providing participants with a road map and plan to manage negotiations so improvement can be found in either revenue or profitability. Its other objective is to bring greater awareness of the need for preparedness, time usage, cost- modeling to create a sense of fulfillment for buyer and seller. All skill sets are designed to be implemented immediately for quick ROI.
- Data & Intelligence Collection
- Mini S.W.O.T.
- Dollar cost modeling
- Bargaining Continuum/ZOPA
- Plan, Proposal & The Deal
- Tactics & Strategies
- Bargaining Chips
- The Presentation
- Closing Smart Deals!
- Post Mortem
Typically Full Day, Half Day, or Lunch & Learn. Customized duration is also available.
Deep workbook, Wallet Tip Card and Framed Certificate of Completion
Who Should Attend
Sales or Procurement professionals from all business categories who negotiate as an essential part of their on-going business activities.