Managing the Negotiations Successfully:
Learn the world outside your own borders
"Now this course is available in Russia. Based on my best selling book this course gives you all the practical skills you need for successful negotiations. From find leads and setting up meetings with prospective buyers right through to closing the deal this course brings together a host of tips, tricks and techniques to make sure you win in every sales situation", Geoff King
This training uses the case study methods employed at leading business schools including Harvard. The approach develops the delegates' communication abilities by putting them in the center of the action. The place where they can use English language actively and practice communication skills.
They will also learn the fundamentals of negotiation and develop an awareness of different approach to negotiations. The training provides comprehensive tips, tricks and techniques to win in any sales and negotiation situations.
The training has these key aims:
To act as a refresher course in respect of the key areas of international selling and negotiations; to give you advice for negotiating that is useful and practical but not commonly applied; to provide tools for participants to increase their effectiveness in business communication.
each delegate will be provided with a book The Secrets of Selling (written by Geoff and published (now in its second edition) by Financial Times) with tips, key ready-to-use models and linguistic devices.
Preparing for sales meeting
Few things in life benefit more from preparation than negotiation. The bulk of that preparation is about considering your interests and those of your opposite number. You will be able to deduce what most of their interests must be. There are tips on how to prepare a thumbnail sketch of your company or product, how to maximise your chances of making a good first impression.
The structure of a typical sales meeting
In a sales meeting you cannot force someone to agree with you. Rather you should let them get your own way. To do that, you first need to understand how a good sales meeting is structured. This module will help you to understand this structure. There are also tips on your English language: how to consult, how to listen, how to get it in writing, how to ask questions, how to sell the benefit, how to deal with objections and how to ask for a business.
Five questions that will prepare your negotiation position
A tradable is a fluid part of the negotiations. So what exactly are the tradables? What is the value of each tradable to each party? Along what path is the conversation likely to develop? Where should you pitch your opening offer? What is your fall-back position?
Nine rules for the actual negotiations
This module takes you through nine rules for actual negotiations that will ensure you keep your wits about you while the opposition are busy losing theirs. Areas covered include the use of emotion and logic in negotiation, how to keep the subject and the person separate, group negotiation, guidance on when to accept an offer and much more.
The most common negotiation situations
Some negotiation situations come up again and again. Examples are the need to discount, the need to stand your ground or simply dealing with an unreasonable person. This module shows you how to deal with all these situations and more.
Body language in sales meetings
Where body language is concerned, you probably know a lot more than you think you do. Therefore this module just focuses on the more subtle parts of the subject that you may not know about, and on the parts that are specifically related to sales.
Dealing with difficult negotiations
In spite of all your efforts to plan your negotiations well, you will occasionally run into difficulties. The number of potential difficulties is legion, but the most common ones fall into two categories, difficult people and difficult situations.
Negotiating by email
Whether you negotiate face-to-face, over the phone, or by email, the overall principles do not change. In basic terms, negotiation is a process with the aim of finding a balance between the objectives of two or more parties. This module is about negotiations via email, a process which has both advantages and disadvantages and needs careful handling to get it right.
How to use telephone for selling
Most books and courses on selling describe cold calling as a situation in which the salesperson picks up a phone and goes straight through to a decision maker who talks openly about the issues affecting their business. In real life it is nothing like that. Whether you plan to cold call or not this will be a useful module for you because it gives a range of tips that will make your use of the telephone much more effective.
Negotiating with people from other cultures
With business becoming global you will find yourself having to negotiate with people from other cultures. Going abroad to seek new customers or business partners is the obvious example. Receiving potential clients or suppliers from overseas or even doing business with other parts of your own company will involve cross cultural negotiations skills. This module provides you with tips on how to meet and greet other people, how to watch your body language, understand the time, the role of women, tips on eating and drinking etiquette, gifts and humour, their language and common mistakes.
Delegates are asked to send us their specific understanding of business cases in writing, before the event. Geoff will be using his best-selling book as the base for the course but will tailor the sections to provide the delegates with practical advice on how they can best sell in the different markets. A copy of the book will be provided to each participant free of charge at the seminar.