For a group of 12 sales people that equates to £666 per person, for two days of high-quality training, led by two experienced commercial negotiators/facilitators, including tailored case scenarios and video feedback.

If, as a result, sales and profitability on a modest £6m turnover increased by only 1%, then the course will have paid for itself 10 times over!

If your annual sales turnover is £80m then... you do the maths!

Sample 2-Day Programme

Programmes available at Introduction, Intermediate, Advanced and Team Negotiation

On completing this workshop participants will be able to:

Define and understand what is meant by ‘Negotiation’ in relation to securing profitable business

Describe the Key Principles and Fundamental Laws of negotiating sales

Describe the negotiation Process from the perspective of multiple parties

Identify the key Characteristics of effective, successful sales negotiators

Describe and apply the ‘Win-Win’ negotiating model to their own sales negotiations

Describe and demonstrate five key personal negotiation Styles linked to the Win-Win model

Plan and Prepare for negotiations using ‘SMARTER’, ‘LIM’, ‘BATANA’ and ‘Power-Balance’ tools

Describe the five key negotiation Approaches of ‘Compromise’, ‘Bargaining’, ‘Threat’, ‘Logical Reasoning’, and use of ‘Emotion’

Demonstrate the key Skills and interpersonal Behaviours necessary for successful sales negotiations

Understand and work with Variables and Concessions to achieve mutually beneficial outcomes

Use ‘Signposting’, and other sophisticated techniques to make proposals, offers and concessions

Reach ‘Closure’ and gain successful agreement to sales negotiations

List, define and describe a range of negotiation Tactics

Know how to Use the Right Tactics at the Right Times, and how to Respond effectively when tactics are used by purchasers to undermine the sales person’s position

Have a greater understanding of individual Strengths and Development Areas in relation to developing a more effective negotiation style

Write an Action Plan to create Increasingly Profitable Sales

Theory is theory, practice makes perfect

A key aspect of the workshops that Blue Ice Consulting run is the opportunity to practice and apply sales negotiation skills within a range of realistic business scenarios, and to receive valuable feedback.

When we’re looking to change behaviours within a sales environment, this is where the ‘rubber hits the road’.

Group size strictly limited to 12

Two facilitators give maximum opportunity for case practice and feedback

Video feedback is included on day 2 of the programme - all equipment provided

Tailored case-studies for your industry, business and scenarios included

All-in fee = £8,000 + vat