Engineering a successful sales negotiation

Objectives of the program

Mapping your selling process to your clients' satisfaction is the critical factor to profitability. Selling is not what it used to be. Buyers are better informed. They may even be a sales person themselves which means that they know the "tricks of the trade". Competition is no longer based only on price but on the best product/service combination. Companies win more business by understanding their clients' motivations in order to communicate value to them.

The program aims:

• To create a company unique "selling- process" identity for the sales network.
• To develop the participants' selling effectiveness skills needed that contribute to the clients' satisfaction.

The participants are presented with strategies and tactics to:

• Examine the full potential and the idiosyncrasy of the company's products and/ or services.
• Explore the client's needs and concerns profile.
• Handle elegantly the client's considerations and second thoughts.
• Engineer a unique sales proposition and respond correctly to the client's satisfaction.

Benefits of the program

The participants work out and:

• Prepare action plans to achieve better sales results.
• Based on their experience and knowledge, they examine their strengths to capitalize upon and refine points that need improvement.
• They bring about cases of interest to them in order to revaluate them and exercise their selling skills.

The company or the sales department/division:

• Has a team prepared in a practical approach to deal with company specific sales issues and projects.

Effective Leadership Schemes - Situational Leadership

Objectives of the program

In today's organizations individuals are challenged to take on new responsibilities and managers are asked to let go off authority, to delegate and empower their people in order to be able to accept more challenges and promote the long term strategic interests of the organization.

The particular program addresses:

To managers and supervisors at all levels who aim to:

• Bring out the best of their employees.
• Develop their people's full potential and achieve their own strategic goals.
• Create a state of empowerment and high morale.

To Employees at all levels who want to:

• Accept and learn to handle responsibility.
• Divert themselves from trouble spotters to trouble solvers.
• Be able to negotiate and obtain their "boss's' direction and support.

Benefits to the organization

• Employees contribute energy, creativity and resourcefulness.
• Managers are able to take over more challenges that promote the business long term strategic interests.
• There is more open and positive communication between managers and their employees.
• There is lower tension in the organization as it provides understanding on performance differences.
• It promotes the effective application, respect and honoring of performance appraisal systems.

Negotiating Strategies - The Art and the Science

Objectives of the program

The program is a results oriented program. It addresses to all executives who are involved in negotiating situations and aims at presenting the dynamics of internal and external negotiations for maximizing profitability and promoting long term strategic interests.

The participants are presented with:

• The concept of "business unit/ profit center" and learn how to adopt and negotiate this position role of theirs.
• Strategies to maximize self control, to gain negotiating power and adopt behaviors to win and influence cases with confidence.
• Approaches to identify the appropriate negotiating style according to the situation and maximize flexibility.
• Sophisticated ways to think and operate with a problem solving perspective rather than a conflict one to reach creative and profitable agreements
• Tactics to interact with the other party with elegance and flexibility to serve long term partnering schemes and achieve Win - Win negotiations.

Benefits of the program

The participants work out and:

• Prepare for scenarios that promote proactive thinking in order to succeed the best results.
• Bring about cases of interest to them in order to review their negotiating style and explore their potential with new perspective.
• Assess their influencing strengths that need to invest upon and cope with areas that need improvement.

The department/division has a team ready in a practical approach to deal with negotiating challenges.