Advanced Sales Negotiation Seminar

This is a five-day seminar that covers advanced sales negotiation skills and techniques. The target audience for this training is salespeople or sales teams who sell to businesses following the customer's formal procurement process to select suppliers. Students must attend Winning B2B Sales: Critical Sales Activities before attending this training. Class size is limited to 12 students. Participants are encouraged to bring a real sales example for which they will apply the advanced sales negotiation techniques. The sales example can be a past or current sales example.

Seminar Content

Day 1

Introduction to Advanced Sales Negotiations
4 Critical Success Factors
Collaborative Negotiations Planning Framework
Step 1: Situation Analysis
Advanced Sales Negotiations Capturing and Analyzing the facts
Workshop

Day 2

Step 2: Proposal Analysis and Negotiation Strategy
Negotiation Strategy Workshop and Video Modeling
Step 3: Negotiation Meeting Planning and Execution

Day 3

Creating a Negotiation Document - Analysis and Plan
How to Negotiate Collaboratively
Video Modeling the Negotiation Meeting

Day 4

Step 4: Dealing with Competitive Negotiators
Video Modeling: Dealing with Competitive Negotiators
Advanced Techniques for Negotiation Meetings

Day 5

Case Study Role-play Preparation
Case study Role-play - Recorded and Reviewed
Managing Post Agreement Negotiation Situations
Negotiating with a Dissatisfied Customer

Seminar Materials

In addition to the PDF of the B2B textbook, each student will receive the following:

Hardcopy of all materials presented and used in the seminar
Digital format of all materials presented and used in the seminar
Certificate of completion at the end of the seminar

Event Logistics

The seminar will start at 8:30 a.m. and finish at 5:30 p.m. each day including the last day. Coffee breaks and lunch will be provided as part of the seminar registration fee. A separate area in the training room will be provided for participants to set up their computers. Internet access will be provided during the seminar. Students need their computers to complete several exercises. Participants are required to turn off their hand-phones during the seminar. There will be regular breaks and one-hour lunch, allowing students to check e-mails and messages. Students should plan to allocate one hour after each training day for review and completing evening assignments.

Advanced Sales Negotiation Seminar Graduates

What graduates of the B2B Professional Sales Advanced Sales Negotiation Seminar have to say:

"This seminar is excellent. I will now be fully prepared when I go to negotiate. My confidence is very high, and I committed to using the negotiation to strengthen the relationship between my customers and my company and me."

— Li Qiang, Tianjin

"The negotiation worksheet is brilliant. It forces you to evaluate your trades and have a strategy for when and how to offer these to the customer. Before this seminar, I never thought this was possible. Negotiation is truly a science."

— Ross, Perth

"For me, just the information on how to respond to a customer who demands you lower your price to match a competitor was absolutely new to me. In fact, during the seminar, I used the recommended response and got the work without dropping my price. This is a great ROI from the seminar."

— Rebecca, Austin

"This seminar showed me that I was not negotiating when I thought I was and that I was giving my company's profits away. I will now negotiate much better deals now and improve the relationship with my customers."

— Sayyed, Tashkent

B2B Professional Sales