Effective Negotiation Skills
How to successfully steer negotiations and contracting discussions with local corporate customers and MICE bookers
This training is for Senior Sales Managers and Directors.
Seminar Goals
Participants will learn how to strategically and competently manage contract negotiation with existing customers or new accounts. In addition they will explore the requirements needed to set up a systematic negotiation and how professionally to prepare for it.
The participants will also learn the communication techniques to effectively and confidently manage and win price negotiations with customers as well as how define a strategy which will enable them to behave more confident in tougher situations.
Duration: 2 Days
Seminar Topics
• The role of an negotiator
• Understanding the risks and analyzing the point of being professionally
• The fear factors before and during a negotiation
• Understanding the principle of the WISH - WANT - WALK Principle
• The key objectives for any negotiations
• The team negotiation (case-study-exercise)
• How to prepare for any negotiation
• Identifying the needs and requirements of the customer
• Preparing the follow-up call to ensure signing of the contract
• Setting objectives for a follow-up call
• The principles of a contract negotiation
• Convention and meeting sales including sales focused customer presentations
• Effective communication of price increases to the customer
• How to win price negotiation discussions - which strategies work?
• The steps of rate negotiations for COR contracts or MICE contract.
• Developing and presenting solutions
• Feedback using the video
• Practical examples, team exercises
Find Out More
- Register for this course
- Send us an enquiry
- Call 020 7520 5492 or eMail us
