Value Enhancing Negotiations
Complex negotiations are often a complex business situation. Once the essential negotiation skills are learnt, attention needs to be paid in enabling the salespeople to create incremental business value via their negotiations. At the same time, salespeople also need to develop assertiveness, confidence and control in business negotiation situations to create a “win-win”. Hence, to execute the strategies and techniques for complex negotiations at senior levels a different proficiency of sales capability is needed.
GrowthSqapes solution of Value Enhancing Negotiations is powered by 20 years of industry-validated experience and helps in the sales capability development of the senior salespeople to transition from being just a capable dealmaker to a master value builder for both the organisation and the customer.
Objectives
- Improve strategic thinking and planning before the negotiation starts.
- Creates organisation specific sophisticated skills and a unique negotiation approach.
- Drive the success of salespeople as effective negotiators and value creators.
- Enhances the value proposition and customer experience through the value creation route in negotiations.
Who Should Attend?
This sales training program is for sales professionals including business development managers, account managers who have some negotiating experience but want to take their negotiation skills to a higher level.
Key Learning for Participants
- Understand, orchestrate and navigate a complex negotiation process.
- Understand and create the constituents of customer value.
- Learn to strategically plan for negotiation and sequence the related steps.
- Learn to build and manage coalitions across the negotiating process.
Business Impact for Organization
- Increased role effectiveness of the sales team members
- Increased sales, better price realization and profitability
- Improved predictability of sales outcomes via an enhanced value proposition
- The increased propensity of buyers to do business with your organization.
Design Elements
Delivery Elements
