Consultative Negotiations - A Principled Approach to Enlarging the Pie, not Sharing it.

Duration: 2 days

Workshop Objective:
Negotiation engagement – a departure from a tactical ‘trick in the bag’ approach to negotiation but instead an emphasis about the preparation the dialogue. Negotiation and trust goes hand in hand - a mutual understanding is needed to create a win-win outcome. As the degree of sophistication improves for all negotiation, be they client, vendor or partner, it is imperative to work towards a principled approach to negotiation instead of the old style of ‘positions’. Negotiators need to be well heeled to check their assumptions, know their options and probe effectively to gather the desired information knowledge and create a common ground mutual gain for both sides.

Desired outcome for corporate negotiators
1. Introduce the overview of the negotiation process using the Harvard Negotiation Model called the 7 element
2. Understand the process of negotiation from preparation to closure
3. Equip with the conversational finesse to handle challenging situations
4. Know the different tactics that are used in negotiation

Day 1

Positioning to Win: How to position yourself and gain the competitive edge with your customers in any negotiation? Activity: Overview sharing of participant’s objectives Challenges in negotiations – group discussion/sharing Introduction to the : Phases of Negotiation S.P.E.N.D Self-Check: Personal Mastery in negotiations How to make your counterpart feel comfortable with you throughout the negotiation process? Personal Mastery Self-check test: Harvard Negotiation 7 Element

Day 2

Preparation 3: Possible Outcomes: Alternative and Commitment Settlement Range: Developing your Settlement range of possibilities ( High, Medium , Low ) The unspoken rules of managing your desired settlement outcome Commitment Engagement 1: Building Rapport and keeping the trust Create a trusting ambience Comfortable rapport Checklist Tricks of the Trade Checklist of Negotiation Tricks Checklist of Body Language Check of Dialogue Clues Effective empathy skills using P.A.P.A Mountaineering approach to objections handling

Mastering Persuasion Skills – How to turn Wary Prospects into Willing and Satisfied Customers

Duration: 1 day

Workshop Objective:
Learn how to apply the right psychology to create a positive impression and let client’s persuade themselves to buy instead. It’s no longer the smooth talking seller that gets the sales but it’s the ability to understand and uncover the needs of the client. No high pressure tactics in this day of the sophisticated customers. Find out how one can create a harmonious sales dialogue and maintain credibility as a salesperson always.

Program Outline:

Why is persuasion essential in your conversation? Building rapport to establish common ground Understand what customers want when they don’t tell you How to anchor your way positive when you communicate Mastering body language to create he right signals Using the right words to secure buy in from your prospect

Sales Coaching – How to become a Sales Coach and Motivate your Sales Team?

Duration: 1 day

Workshop Objective:
Learning how to apply sound coaching methods with your sale team and build a sustainable performance with a self-driven energy. From removing the top down authoritarian approach, using question-based techniques is an alternative to ensure that your sales team, sales and even sales support teams understand their roles and responsibilities

Program Outline:

Goals and attributes of a good sales coach What does your sales team want? Signs of a good sales coach How to solve problems as a coach? 7 steps to effective coaching How to use rewards to coach your staff?