Negotiate SuccessSM
Win-Win sales negotiations that strengthen customer relationships
Negotiate SuccessSM from Miller Heiman® helps senior executives and sales professionals improve their negotiating skills through a customer-centric, win-win process. Win-win does not mean compromise. Negotiate SuccessSM will help ensure that the negotiation process ends on a positive note, while building a trusting relationship with customers that will strengthen the company's position for future opportunities.
Many sales professionals approach negotiations as if something gained by the prospect or customer must be taken from them at their expense. They focus on the short term, intent of "getting what is mine" in terms of price alone, rather than on creating value. Focusing on price alone will only lead to higher discounts. However, adding value to the negotiation is more likely to produce a win-win outcome for both parties.
Negotiate SuccessSM presents a simple, easy-to-follow blueprint that makes clear what effective negotiators actually say and do. Selling and negotiating happen simultaneously and includes goal-setting, persuasion, problem solving and decision making. When a sales professional is able to see and understand issues and opportunities from the prospect or customer’s perspective they will be able to work in a joint fashion to create agreements that satisfy the critical interests of everyone.
Workshop Objectives
- Negotiate better deals and contracts
- Maximize negotiation opportunities
- Avoid negotiations based on price alone
- Reduce price discounts
- Conduct negotiations with increased confidence
- Negotiate agreements that last
- Learn to deal with difficult negotiators
- Improve customer trust and relationships
Who Should Attend
- Sales Professionals that want to increase their negotiating effectiveness
- Sales Leaders and Managers looking to institute a consistent process and language for negotiating better agreements
- Executives looking to increase the bottom line and instill a culture of sales excellence
Workshop Duration
- 1-day instructor-led training
