Winning Negotiations (Amidst Darkness)
NEWSFLASH: negotiating with B2B buyers is not fun, nor easy. Buyers are highly skilled at ducking and hiding throughout the sales process which means sellers have better odds on craps tables versus successful closing/negotiating. All is not lost nor should we throw in the towel….we need sharper, better, and more relevant skills that will win in today’s reality.
The Core 6 Management Advisors one-day negotiation workshop is unique and powerful because it teaches your sellers the most relevant, germane thinking, skills, and strategies needed to create transaction value in today’s chaotic arena. Translation? ...the days of buyer and seller sitting down at the table and hashing out the deal are long gone, and that means a holistic approach to closing and negotiating has to be examined and prepared for. Success as a negotiator means all parts of a seller’s game have to be strong.
Who is this workshop for? B2B sellers who need instruction on relevant and proven skills that apply to how business is really transacted today (thus, the "amidst darkness" reference). Also benefiting are sellers who are a bit banged-up and could use a boost of confidence starting with a broader view on full sales-cycle management activities and how they are leveraged for finish line success.
Workshop goal: your sales team will learn new closing and negotiating skills and how to apply them much earlier in the cycle. The workshop will improve confidence and motivation by examining the roots of personal ambition and how the harsh realities of daily selling create barriers that can be overcome.
Agenda and lessons:
Workshop Details:
The Core 6 Management Advisors one-day negotiation workshop is unique and powerful because it teaches your sellers the most relevant, germane thinking, skills, and strategies needed to create transaction value in today’s chaotic arena. Translation? ...the days of buyer and seller sitting down at the table and hashing out the deal are long gone, and that means a holistic approach to closing and negotiating has to be examined and prepared for. Success as a negotiator means all parts of a seller’s game have to be strong.
Who is this workshop for? B2B sellers who need instruction on relevant and proven skills that apply to how business is really transacted today (thus, the "amidst darkness" reference). Also benefiting are sellers who are a bit banged-up and could use a boost of confidence starting with a broader view on full sales-cycle management activities and how they are leveraged for finish line success.
Workshop goal: your sales team will learn new closing and negotiating skills and how to apply them much earlier in the cycle. The workshop will improve confidence and motivation by examining the roots of personal ambition and how the harsh realities of daily selling create barriers that can be overcome.
Agenda and lessons:
- Foundational Core Skills: success in negotiating is contingent on strength in two core skills, qualifying and obstacle handling. Meredith sellers will learn best practices for both skills and better understand the focus on up-stream work;
- Anatomy of a WIN: examining case studies from sellers stimulates social learning and provides pinpoint attention on seminal levers and milestones in successful closing;
- Closed-Lost Analysis: honest and detailed dissection of losses helps identify selling “misses” leading the way for behavioral change;
- Negotiating Game: workshop participants compete as "buyers” and “sellers” in a simulation game that applies the day’s learnings and best practices.
Workshop Details:
- Duration: one day
- Cost: call for quote
- Mode: in-person or zoom
- More information: email [email protected] or call 917-207-5183