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Workshop «Sales and Negotiations. International Experience»

Dates Fall 2019. Group formed

We spend 100% of our active life in the sales and negotiation process, defending the interests of the company or our own interests. For successful negotiations, it is necessary to form a perception of negotiations as a systematic activity: from planning / developing arguments to concluding a deal.

Sitting down at the negotiating table, you must always remember that negotiations and sales directly depend on the development of communication skills and a flexible behavioral position.

Targeted Audience

TOP managers, sales directors, commercial directors, category managers, purchasers, sales managers; all who have function to negotiate with suppliers or buyers.

The uniqueness of the workshop

During the workshop we analyze the behavior patterns of both sides. Let us conclude what risks and dangers contain different models of negotiating, what classic mistakes prevent the achievement of a mutually beneficial negotiating format.

We will consider all these issues on the models of the negotiation process of international clients: rules, tactics, and interaction models.

The workshop was developed and delivered by a trainer who has his own rich experience in real negotiations of various sizes, both with national and international companies.

The purpose of the workshop and why it worth participating

Each negotiator / seller seeks to increase the effectiveness of personal meetings with customers regarding the conclusion of transactions on the most favorable terms for their company.

The sales and negotiation algorithm includes several stages, a set of necessary skills that will be considered by participants in two days:

  • Types and evolution of sales
  • Five success factors in sales
  • The art of listening
  • Negotiations. Types and features of negotiations
  • The process of preparing and collecting data
  • Portrait of an expert: basic skills and risks
  • Express analysis of various situations in negotiations
  • Stages of decision making on both sides
  • Important details and roles in the negotiations
  • Strategies for effective interviewing in negotiations
  • Non-verbal communications
  • Needs of the opponent: definition and errors
  • Ways to influence selection criteria
  • Risks in negotiations
  • International practices techniques, tools, competency models

Analysis of cases from the practice of participants will allow everyone to see what mistakes, and the lack of what professional and personal qualities interfere with the achievement of the intended goals.

PROGRAM

Day 1

Time

Topic

Brief Content

10.00-11.30

Sales

 
  • Types and Evolution of Sales
  • Basic Rules
  • Negotiations Process
  • 5 factors of Sales Success
  • Active Listening
 

11.30-11.45

Coffee Break

11.45-13.00

Negotiation Types

 
  • Negotiations Specifics
  • 4 Components of Negotiations
  • Negotiations Process – 3 P
  • Structure and Details
  • Data Preparation and Gathering
 

13.00-14-00

Lunch

14.00-15.30

Negotiations Strategy

 
  • Situation Development Scenario
  • 3 ”O” Strategy
  • Portrait of Expert : basic skills
  • Risks for Expert
  • Professional Competences
 

15.30-15.45

Coffee Break

15.45-18.00

Negotiations Formats

 
  • Negotiations Format
  • Aims and Subjects of Negotiations
  • Format of Preparation for Negotiations
  • Assessment Criteria of Treaties
  • Recommendations: management of own condition
 

 

Day 2

Time

Topic

Brief Content

10.00-11.30

Decision Making Process

 
  • Stages of client decision making process
  • Classification of individuals responsible for decision making
  • Important Details
 

11.30-11.45

Coffee Break

11.45-13.00

Making Contact

 
  • Polling technique
  • Main models / techniques
  • Tools: non-verbal communication
 

13.00-14-00

Lunch

14.00-15.30

Presentation Preparation

 
  • Krolar Model
  • Mistakes in identifying needs
  • Types of reaction of the interlocutor
  • Ways to influence selection criteria
  • The main mistakes in working with risks
  • Techniques for analyzing customer collaboration
 

15.30-15.45

Coffee Break

15.45-18.00

Negotiations:International Experience

 
  • Negotiation techniques of international customers
  • 10 principles of negotiation
  • Roles in the negotiation process
  • Negotiation tools
  • Negotiation styles / criteria
  • Tricks in the negotiations
 

Participation Fee: 7900 UAH. ( without VAT)

The Participation Fee is reduced to 7000 UAH under the following conditions:

  • participation of two or more employees from one company;
  • for graduates of BSK diploma and modular programs.

Payment options for participation:

  • online via Easy Pay;
  • cash;
  • Bank transfer - we will bill for participation.

Included in the price:

A set of handouts, coffee breaks, a certificate of participation, administrative support.

The seminar can be held in a corporate format on the orders of companies.

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