Effective Negotiation for Profitable Sales

Increase Your Sales in the Current Economic Situation
through Effective Negotiation...
EFFECTIVE NEGOTIATION
FOR PROFITABLE SALES TODAY
May 7- 8, 1998 w 9.00am - 5.00pm
Radisson Hotel, Shah Alam, Malaysia

Led by highly-recognized international
authority on negotiation
Valentina Stolar

Another World-ClassEvent brought to you by

Official Hotel

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Effective Negotiation for Profitable Sales

Now more than ever before, your sales negotiating skills will be tested in ways which you may never have experienced. In an economic boom, negotations are often set in circumstances where sentiments are positive and where people generally more receptive.

During an economic downturn, you cannot expect the same. The following paints a picture of the scenario that you can expect to deal with:

People are cautious - Cost considerations are paramount in their minds
People are skeptical - They worry about short term issues predominantly
People are impatient - They want results fast
People in business become single-minded - It is becoming more difficult to influence them especially when you are selling

Your company’s ability to survive during the current economic uncertainty will depend more than ever upon your skills to negotiate the best possible terms and conditions. Effective sales negotiation is a major element in achieving success and impacts directly on the required bottom line results both in terms of external negotiations with clients as well as the ongoing internal negotiations aimed at influencing colleagues with limited resources.

Effective sales negotiation is a distinct specialisation with unique features. Sales professional have always been negotiating, whether they realised it or not. Yet few have received any formal training that will equip them with all the tools, techniques and concepts that are necessary for managing negotiations successfully although as sales account managers they are involved in varying degrees of negotiation every day.

Negotiation is a multi-dimensional skill - one which this training workshop will analyse in both its individual elements and in its integrated entity.

The programme content of this workshop is specifically focused on how to negotiate within the contexts of your working environment. This workshop is of significant value to you as the content is designed around your “live” case study material drawn from your own experience of negotiation situations.

Book your seats now. Call Wendy Song at Tel: (03) 7044 666 / 777 / 888, Fax: 03-7044 484 ore-mail: raymaseminar@po.jaring.my .

OBJECTIVES
After attending this workshop, you will be able to:

Apply the concepts underlying all sales negotiations to the range of negotiation applications you are likely to encounter for your company.
Understand how the negotiation and influencing process works in sales and marketing.
Identify the skills necessary for sales negotiations and how to utilise and further develop them.
Use negotiation tactics to influence the balance of power and counter tactics being used by clients.
Create the appropriate “emotional” atmosphere for the outcome required.
Rehearse your preparation for negotiations from the unexpected telephone call to the extended, complex team negotiation of many rounds.
Structure your communication skills to develop co-operation with clients.
Close a negotiation and secure commitment to lasting agreements.

SPECIAL CONTENT FEATURES

The content of this training workshop has the following special features:

It combines global information to provide the latest information and broader sets of examples and experiences. A unique international perspectives on sales negotiating is provided.
Several case studies and practical sessions.
Covers the entire sales negotiation process, including pre-negotiations, negotiation tactics and strategies, dealing with concessions and post-negotiation approaches.

A positive philosophy regarding negotiations, focusing on optimising negotiation skills in difficult economic circumstances.

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Managing Directors, Business Development Manages, Entrepreneurs, Bankers and Financiers, Sales and Marketing Professionals, Project Managers, Accountants, Department Heads, Decision Makers.

TEAM ATTENDANCE HIGHLY RECOMMENDED
This is to facilitate successful implementation of the knowledge acquired from the program. An incentive will be given for 3 or more persons from the same organization registering for the same program.

Certificate of Participation
will be awarded.

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THE NEGOTIATION APPROACH TO SELLING

Aim of workshop

Developing the planning and face-to-face behaviours used by skilled sales negotiators

Selling and negotiating are inseparable
What are the traits of a an effective sales negotiator?
The nature of sales and marketing negotiations
Development of a conceptual framework for managing the process
Process observation

Key negotiation skill for sales and marketing professionals

SYSTEMATIC PREPARATION FOR THE SALES NEGOTIATION

How to more effectively prepare

(a) the substance of your case
(b) the process of the sales negotiations

Pre-planning

pre- negotiation aids
pre - negotiation checklist
the time frame in sales negotiation
when does the sale begin?

Problem solving approach to sales negotiation
Who is in control of the sales negotiation?
Implications for sales and marketing professionals

CONDUCTING NEGOTIATIONS

The need theory of negotiation

Nothing is bought without a motive

What really drives prospects and clients

Key to building an effective strategy

Probing for needs the matches the services provided by the participant’s company
Improving commitment of existing clients
Exercises in building common ground to convert interest into sales
Critical components underlying the process of all sales negotiations
Psychology in negotiation

Intentional use of style

Identifying your options

NEGOTIATION SIMULATION BETWEEN TEAMS

Testing the conceptual framework
Diagnosis and important learnings for sales negotiations
Development of a sales negotiation checklist

INFLUENCING THE ‘ATMOSPHERE’ OF NEGOTIATIONS

Understanding the impact of the emotional “atmosphere” in difficult economic scenario and how to handle it
Separating emotion from fact
Questioning and timing one’s proposal
Dealing with the temporal environment

When to start, finish; durations; deadlines

Structuring language for co-operation
Techniques for managing a dialogue

NEGOTIATION TACTICS

- INFLUENCING THE BALANCE OF POWER

Putting your selling and negotiation skills together
Client strategies in sales negotiation
Pre-negotiation tactics
The critical importance of the opening move
Persuasive ongoing tactics
Common tactics used by sales and marketing professionals
Negotiation deadlocks mean no sale. Breaking negotiation deadlocks
The tactical approach to concession making
Non price concessions checklist
Locking in concessions that are offered to you
Promoting the positive - finding the common ground
Options for participants own sales negotiation

PLANNING THE SALES NEGOTIATION THROUGH CRITICAL TURNING
POINTS PHASES

Managing the introduction phase
Identifying and controlling where differences will be the exploration phase
Handling resistance to clients’ satisfaction
Coming together - the integration phase
Locking in the final offer - the settlement phase
Purposefully managing the flow of the negotiation
Creating lasting commitment to agreement - monitoring compliance
Renegotiating agreements when necessary
Building process observation skills
Diagnosis of a complex negotiation

COMMUNICATION SKILLS ENHANCEMENT

Strategies for maintaining on-going relationships with clients
Active listening
Strategic questioning to sales negotiation- when and how
Using questions to gain commitment
Ensuring client sees value of solution
Influencing the difficult, obstinate or negative prospect/client
The don’ts

CLOSING THE SALES NEGOTIATION

Start with easy agreements
Identifying clients objectives & goals - long & short term
When is the best time to close?
Ways to close the sale
Interpreting the nuances of the client’/prospect’s nonverbal behaviour
Negotiation ethics

NEGOTIATION IMPLEMENTATION

Participants practise own personal negotiation situations
Overcoming personal sales negotiation difficulties
Critique and learnings relevant to participants’ negotiations

DEVELOPING FUTURE NEGOTIATION ACTION PLANS

Habituating the entire process
Specifying priorities - building action plans
Evaluating performance - post negotiation audits
Recommendations for participants’ organisation

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Seminar Details

Venue	Radisson Hotel, Shah Alam, Malaysia
Date	May 7- 8, 1998 w 9.00am - 5.00pm
Fee	RM1,280 per person. Inclusive of seminar materials, lunches and refreshments for the duration of the seminar
Group Discount	RM1,180.00 per person for 3 or more people from the same organization.
Cancellation Policy	Cancellations are valid only in writing (either through fax or mail). Full refunds applicable if written notice is received at least 2 weeks before each program. A 25% cancellation fee will be levied for cancellations received less than 2 weeks before the program. No refunds after commencement of seminar. Substitutions are allowed.
SBL SCHEME HRD COUNCIL	RAYMA is an Approved Training Provider with HRDC whereby approved training programs can qualify for 75% rebate of the fee. Please apply through your HR Department at least 30 days in advance of the program.
THE RAYMA GUARANTEE	A full refund to you if we do not deliver what we promised. Just turn in your workbook to us at the end of the day!
REGISTRATION & ENQUIRIES	RAYMA Management Consultants (M'sia) Sdn Bhd 2B Jalan SS24/13, Taman Megah, 47301 Petaling Jaya Selangor Darul Ehsan, Malaysia Tel: +60 3 7044 666 Fax: +60 3 7044 484 E-mail: raymaseminar@po.jaring.my Contact: Wendy Song

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