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Unlocking Yes

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.

Perpetual Hunger

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.

Centroid Advanced Negotiation

This course is a negotiation mastery program. The Centroid Advanced Negotiation (CAN) system is workshop/exercise based. CAN is a holistic approach to large account negotiation. CAN utilizes critical skills required to successfully complete large account negotiations and guides course participants thru effective field based negotiations enhanced with everyday negotiation skills. CAN 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 CAN 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 process, preparedness and cost-modeling to create a sense of fulfillment for buyer and seller. All skill sets are designed to be implemented immediately for quick ROI.

Topics Covered

  • Preparation
  • Mini S.W.O.T.
  • Money Questions
  • Objectives
  • Soft Costs
  • Bargaining Chips
  • Handling Objections
  • Value Statements
  • Dollar Cost Modeling
  • Tactics/Strategies
  • Truth Statements
  • Bargaining/ZOPA
  • Trial Closes
  • Negotiating/BATNA
  • Post Mortem

Duration

Typically One or Two Full Days. Customized duration available.

Completion

Deep workbook, Wallet Tip Card and Framed Certificate of Completion

Who Should Attend

Sales or Procurement professionals from all business categories who negotiate large accounts as part of their on-going business activities.

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