maximising sales negotiation skills - maxima training · 2013-05-01 · maximising sales...

Maximising Sales Negotiation Skills

Title page

Introduction

Overview of the programme

The programme

Who should attend

Programme leaders

Take this programme in-house

How to book & Programme fee

A power packed two day open programme, which will change your thinking on sales negotiation and change the results you get. There is always a better deal for both parties if

you are willing to collaborate to find it.

Introduction Negotiation is both a science and an art form. Science in terms of the principles and process which drive all negotiations; art in the way people use the process and skills to negotiate with other people. The reality in modern business, is that everything is becoming more negotiable and there are more people trying to negotiate with your business.

You need people who understand negotiation and who can confidently work through a process to find the best deal for all concerned. Imagine if through better negotiation your people could improve top line sales by just 10%. Would that help?

“The single and most dangerous word to be spoken in business is no. The second most dangerous word is yes. It is possible to avoid saying either.” – Lois Wyse

I agree with Lois. In this market too many people say yes too soon and wonder why making target is so hard! Excellent sales negotiation skills in your organisation can add a fortune to your top and bottom line.

The objective of the workshop is simple;

To enable participants to confidently utilise the key principles of negotiation, combined with contemporary collaborative negotiation skills, to conduct professional sales negotiations in the market conditions prevailing today.

I look forward to welcoming you on the workshop.

Martin Pepper MD Maxima

You sell fine wine. The chief wine buyer of the largest supermarket in the country has just told you that you must drop your price by an average of £1 per bottle or they will go for a cheaper supplier. They sold 5 million bottles of the wine you exclusively imported last year, which was 2 million more bottles than they sold of your wine the year before . Do you; A) Say no way can you reduce the price by a £1

a bottle but suggest you look at some kind of discount?

B) Offer to split the difference and give 50p off of each bottle?

C) Smile, say you understand they are looking for a discount but say the price is not negotiable?

D) Agree to their demands as 5 million bottles is a lot to use?

1 www.maximatraining.com

MAX

2013

IMA

2013

MIA

2013

Title page

Introduction


The programme

Who should attend

Programme leaders



http://www.maximatraining.com/

Overview of the programme This programme is all about enabling people to understand the principles and processes which drive negotiation. We then combine this with contemporary, collaborative negotiation skills and let people practice, practice, practice to develop their confidence.

Because of the nature of negotiation we run the programme as a competition with a ‘Top Course Negotiator’ trophy and Gold, Silver and Bronze medals. Participants are given £1,000 on the score board to start the programme and are challenged to turn the £1,000 into £10,000 to graduate from the programme. There are a number of negotiation events that people work through and for each one they can win or lose money, just like real life. We find the competition element and the need to make £10,000 concentrates the mind and helps people turn the learning into tangible results. In negotiation outcomes do matter and by keeping a score people can see for themselves the impact of good and bad negotiation.

The style is highly motivational, participative, practical and full of real life examples. Participants benefit from ‘real’ play with confidence building coaching support. Participants also complete a ‘so you think you can negotiate questionnaire.’ Examples of some of the questions can be found within this document.

‘The course was simply excellent! It was useful to be in a small group. This meant that I was constantly challenged. The role plays were great. They were fun to do, yet very challenging. All in all, it was a very well structured and well run course. I learnt much about myself as well as what I need to do. The trophy is on display on my desk!’ - Will Waters - Expotel -Major Account Development Manager

You are a sales person selling commercial vans. You have been negotiating the sale of 50 vans to a transport company. Just as they are going to sign the deal and they even have pen on the paper, they ask if the vans can be delivered in bright red. This just happens to be the new production colour for the series and requires no change in programming of costs. Do you; A) Tell them it will cost extra for red? B) Tell them red is no problem? C) Say to them this is the first time you

have mentioned the colour, how important is it that the vans be delivered in bright red?


Title page

Introduction


The programme

Who should attend

Programme leaders




Programme The programme starts at 0900 on both days and ends at 1700 on day 1 and 1630 on day 2

Tea & Coffee and lunch are provided on both days

The key topics covered are;

The difference between selling and negotiation When and when not to negotiate Principles of negotiation Identifying constants and variables The ‘TRISH’ principle Identifying and using markers Establishing the gap The '4 Step' negotiation process Negotiation styles and negotiation psychology Potential outcomes for negotiation Strategic negotiation - "win-win" Saying "no" nicely Why knowledge is power Body language and negotiation Price negotiation and how to trade concessions Tactics used by buyers and seller Bargaining and confirmation of agreement

You manage a 200 bedroom 4 star hotel. One of your top customers owes you a total of £40,000 for four training programmes they ran at your hotel six months ago. You have been promised payment on a number of occasions by their accounts department but so far no payment. Next week they have the first of four more training programmes booked. Do you;

A) Let the training go ahead and continue to demand payment? B) Tell their accounts department that unless full payment is made immediately you will cancel the next four training programmes? C) Threaten their accounts department with legal action to recover the debt? D) Contact the person who has booked and is running the training programme next week and apologise but say that unless full payment is made for the last set of programmes immediately you will reluctantly have to cancel next weeks booking?


“A negotiator should observe everything. You must be part Sherlock Holmes, part Sigmund Freud.”

- Victor Kiam

Title page

Introduction


The programme

Who should attend

Programme leaders




Who should attend

This programme is for anyone involved in sales negotiation. GMs, Directors of Sales, Sales Managers, Sales Executives, buyers. The way the programme is set up means it works for both new and experienced sales negotiators.

If you would like more help in deciding if this programme is the right one for you or a team member then speak to Rachel on 01403 733337 or [email protected]

We offer additional in-house bespoke programmes appropriate for front-line junior managers, supervisors and staff, to build skills and confidence. If you would like more information on these programmes contact Rachel on 01403 733337 or [email protected]

An Arab with six camels approaches an oasis in search of water. Standing by the oasis is another Arab and a sign in Arabic saying ‘Water all you can drink, price one camel.’ Who has the power?; A) The Arab with the camels? B) The Arab with the water? C) Impossible to say?


‘Let us never negotiate out of fear. But let us never fear to negotiate.’

– John F. Kennedy

Title page

Introduction


The programme

Who should attend

Programme leaders



mailto:[email protected]





Programme leader Martin Pepper FInstSMM Managing Director [email protected]

Martin developed his early career in sales and operations in both airlines and hotels. He has been a National Director of Sales in the hotel industry and was Director of Sales Training & Business Development for Forte PLC before founding Maxima in 1995.

Martin has 30 years of global sales experience in the hospitality sector to share with you on this programme. He has worked with some of the top sales negotiators in the industry from around the world and the good news is that successful negotiators leave clues! Clues that Martin will share with you on this programme.

Martin is valued by clients for his knowledge and ability to motivate with humour and real life stories. A Fellow of the Institute of Sales & Marketing Management, a qualified trainer, coach and Licensed Insights Discovery Practitioner, Martin is passionate about sales and sales people and the essential contribution they make to the top line.

Martin lives what he preaches. Maxima have grown sales and profits year-on-year every year since the company was founded in 1995.

‘Words are words, promises are promises,

only performance is reality.’ Harold Geenen


Title page

Introduction


The programme

Who should attend

Programme leaders





Take this programme in house Conference

Martin is a key note conference speaker and negotiation is a very popular topic. So if you would like Martin to run a session on sales negotiation at your conference we would be happy to discuss your exact needs and put forward proposals.

Bespoke Sales Negotiation training For your own team

This session can be fully tailored and run as a two day workshop within your own organisation. This provides the opportunity for real life case studies as they affect your own business.

For more information on both the above call Rachel on 01403 733337 or e-mail [email protected]

You have just proposed a modest rate increase to one of your main accounts for next years proposed business. The rate they have had with you has been the same for the last three years. They respond by telling you that the competition is very strong and they may take their business somewhere else if you put the rate up. Do you;

A) Offer to keep the price at the current

levels if they sign a contract today? B) Ask them how much your price is above

the competition? C) Suggest they accept a competitors

offer? D) Ask to see the other offers? E) Stand firm on your price and try to

resolve their price rise concerns?


‘Don’t bargain yourself down before you get to the table.’

– Carol Frohlinger

Title page

Introduction


The programme

Who should attend

Programme leaders







How to book - programme fee The fee includes access to highly motivational training and best practice in this area across the industry.

Each participant will receive a copy of the Max Guide to Sales Negotiation Skills

Each participant will also gain access to on-line modules to support the presentation.

The fee also includes refreshment on arrival, mid-morning, and afternoon tea and coffee and lunch for both days.

The fee per person is £575 plus vat please see terms and conditions below.

Special rate for MIA Members of £525 plus vat per person

Investment in perspective

£575 invested in coming on this programme will pay for itself many, many times over. It is not uncommon for participants to demonstrate a full return on their companies investment from the first sales negotiation after the training programme.

Terms and conditions of business

On receipt of your booking Maxima will confirm your booking via email. Maxima will also invoice you the fee for the programme for which the payment is due on receipt. All fees must be paid prior to the training day. Once booked, fees are not refundable and cancellations are charged in full. Substitutions are allowed at anytime. Maxima reserve the right to cancel or postpone any programme where minimum numbers are not obtained. In such a case, participants will be offered a full refund or a place on an alternative programme. Should a programme need to be postponed or cancelled, Maxima will notify participants at least 14 days in advance of commencement of the programme.

To book and for more information

Call Rachel (pictured below) on 01403 733337 or e-mail [email protected]


Title page

Introduction


The programme

Who should attend

Programme leaders





maximising sales negotiation skills - maxima training · 2013-05-01 · maximising sales...

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