Enable your sales teams and leaders with a complete sales development toolkit that gives them the resources, confidence and motivation to generate winning sales results.
Many people believe that business negotiations begin and end at the table, that they rely solely on good bargaining skills and tactics, and that they are the final step in the sales process is finished. Value Driven Negotiation is an approach that believes negotiating is an inseparable and integrated part of the whole sales process and it recognizes that much of your success ‘at the table’ is determined before you ever get there owing to a lasting belief that “90% of the outcome of your negotiation is determined before you get to the table.”
This course teaches the 5 phases in business negotiations from defining value to delivering value for the customer plus how to claim value from the customer.
Anyone who must conduct business negotiations will benefit from the Value Driven Negotiations programme. Although the course is principally designed for salespeople, buyers, procurement managers, sales managers and key account managers it is equally suitable for any other executives (e.g. accountants) who are involved in commercial negotiations.