How to successfully hold rate negotiations and contracting discussions with local corporate customers and MICE bookers.
IFH® Specialist Training
This training is for Sales Managers and Directors.
Seminar Goals
Participants will learn how to strategically and competently manage contract negotiation with existing customers. In addition they will explore the requirements needed to set up a systematic account management system within the sales department. The participants will
also learn the techniques to effectively and confidently manage and win price negotiations with customers.
Seminar Topics
■ Criterion to measure an account performance
■ Evaluation and categorisation of an account
■ Setting account goals for the account manager
■ Defining account strategies
■ Enhancing the booker and decider network within an organisation
■ Account management of local corporate customers
■ Identifying the needs and requirements of the customer during a follow-up sales call
■ 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?
■ Developing and presenting price solutions
■ Developing strategies for the acquisition of new customers
■ Feedback using the video
■ Practical examples, team exercises
