The one-day seminar, Negotiation
for Sales Groups,
designed by Mark Neely, gives attendees a clearer
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.
Attendees will come away with a more confident approach
to working through the challenges put forth by customers
which will hopefully lead to a personal process that
allows trust and satisfaction to be developed more
quickly and more profoundly.
It is understood that the pressure you face is significant.
You must deal with customers, management expectations,
competition, family obligations and life itself.
This course will try to help you to remain at your
highest professional level even when the world seems
designed to knock you down.
There will be two role-plays customized to the specific
challenges of the market in which attendees work.
No one gets up in front of the group, though. Instead,
role-plays are designed as interactive, one-on-one
exercises that are both realistic and fun.
Before each class, Mark spends the time needed to
customize the program. Interviews with staff and
management are conducted and role-plays are designed
to reflect real-world situations occurring within
the client’s market. Additionally, each attendee
completes pre-class assignments and work sheets which
brings everyone together for the training fully prepared
to participate and learn.
Pre-course work is an essential
part of the experience! --
contact Mark for an example
The program starts at 8:30 and ends at 4:00. There
will be a break for lunch at noon as well as one
short break in the morning and one in the afternoon.
Following are some of the topics covered in the
program:
Pressure - Here we look into how the feelings
of pressure create a defensive impulse that easily
leads to self-focus. We will discuss how to overcome
this and remain professional even when the customer
or situations in general seem to be working against
us. This discussion and related role-play exercise
form a basis for much of the program's direction.
Concessions - This is a very important technical
discussion. We will look into methods for leading
the customer to a feeling of satisfaction while
giving up as little as possible of a material value.
Hidden Dollars - Doing the math, thinking
through how much something costs before discussing
whether or not it should be given away. We will
do a short, customized exercise around this issue.
Aspiration and Fear - Here we discuss the
patterned responses that come up in the face of fear,
anxiety and pressure. How do you keep your confidence
up enough to ask tough questions or make demands
when you don't think the other person will
see the value of what you are offering? How do you
stand tall in the face of another person's
bad behavior or unreasonable manner? These points
will be explored.
Tactics - Customers often use tactics to try
to break your resolve or wear you down. Here, we'll
identify some of the main tactics they use and
discuss how to counter them.
Planning - A short process will be proposed
to help attendees focus their energies and present
themselves to the customer in the most professional
manner possible.
A Sample Outline of Negotiation for Sales Groups:
- Introduction
- Role Play
- Pressure vs. Power
- Areas of Flexibility
- Planning Process - Application Exercise
- Concession Making Technique - Leading the
customer to a feeling of satisfaction while protecting
profit
- Customized Application Exercise
- Aspiration and Fear
- Tactics
- Customized Role-Play
- Planning Process (detailed)
- Post-Class Assignment
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