Sales and Negotiation Training - Topics
Sales Strategy & Cycle
Sales Cycle
Leading through effective Cycle management
Sales Process
Six steps to create a customer aligned sales process
Winning Major Deals
Transaction simulation with analysis and comprehensive feedback
Key Account Management
Build profitable and sustainable client relationships
Prepare to win
Analyze customer's business,
Identify potential for value creation
Insights Selling
Challenge assumptions, sell insights change buying vision, lead!
Complex Sales
Cross-functional, multi-issue sales
Effective Negotiation
Strategies, techniques, conditional trading
Emotional Negotiations
Understand and use emotions, ploys and tactics in negotiation
Advanced Negotiations
Simulation of complex, highly emotional negotiations.
Board Room Presentation
Power and Influence,
political sale
Model of Influence
Rapport building, credibility and trust to get the buy-in
Laws of Influence
Laws of Influence to convince and thrive in business
Covered Actors
Beliefs, values, motivators and emotions in decision making
Value Creation & Creativity
Diagnostics
Strategic analysis of clients value proposition,
tools and methods
Creativity
Techniques to produce fresh,
and outstanding ideas to enhance clients competitiveness
Insights
Communicate new perspectives,
ask challenging questions to win the client
Coaching
Executive Coaching
Coaching in business strategy, leadership, politics and client relationship
Sales Leader Coaching
Coaching in leadership, personal branding and client relationship
Transaction Coaching
Coaching deal team to structure, negotiate and successfully close a transaction