The one-day seminar, Negotiation
for Sales Groups,
designed by Mark Neely, gives attendees a clear
sense of both the technical and emotional aspects
involved in negotiating through the issues involved
in the sales process, as well as working with others
within their own company in a cooperative and productive
manner.
Click here for
more information on Negotiation For Sales Groups
In this program attendees will become more
self-aware regarding their own patterned responses
to conflict, tension and pressure so as to be able
to make more conscious choices when dealing with
customers and peers. The emphasis is on becoming
more aware of one’s own behavior so as to
be able to make room for greater understanding
concerning the point of view and interests of the
customer. This process is balanced with practical
techniques designed to help raise profitability
through more effective planning, greater clarity
of interests and ultimately a commitment to an
ethical approach that leads individuals to a greater
sense of personal responsibility and an understanding
that the interests of one’s own organization
and team must not be compromised.
Click here for more information on Negotiating From
Strength
360° Selling alters the traditional, adversarial relationship between a sales person and a sales prospect. It does so by providing a consultative sales approach that demonstrates a commitment to knowing the customer better than your competitors do, along with a willingness and capacity to help the customer to succeed. This outward focus, coupled with an emphasis on building more cooperative relationships within your own company brings home the concept that in order to succeed, each individual must hold a 360° view of selling.
This is done by applying professional skills in a way that leads the customer to trust you more profoundly because of your knowledge of his business as well as your ability and dedication to finding ways to help lower his overall cost.
By helping your customer to succeed, you succeed!
This training program will focus on:
- A meaningfully consultative approach to selling.
- Building awareness of the customer’s industry and business challenges.
- Gaining trust from the customer to such a level that will allow deeper organizational awareness of and connection to the account.
- Developing a concept of selling that will lead to Positive Differentiation within the marketplace as well as a clarified approach to Gaining New Business.
- Creating an Internal Culture of Cooperation within your own company.
- Negotiating concepts that will reinforce a cooperative approach to selling and profitability
Click here for more information on Building the Patterns of Success: 360° Selling
Additional Speech and Seminar
Topics Include:
- Internal Negotiations -
Building A Culture Of Leadership and Cooperation
- Creating Success Under
Pressure
- Building Trust - And Keeping
It!
- Interests and Intentions
- Connecting With Your customer
- The Five Points of Planning
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