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Sales Negotiation Training

The skill of your sales teams to maximise the potential of each account, whether they be involved in new business/acquisition or account management/retention, is crucial to the business that you work for.

How your department interacts with your clients and prospects is key to the success of your organisation.
 
Procurement has become more professional over recent years and we have a deep understanding of how they work as we have trained thousands of buyers.

If you need to win more business, increase your prices, cross-sell or increase your volumes, then it is your ability to negotiate which will dictate your success. It is one thing winning and retaining business, but is it profitable and does it address the objectives of the business?
 
Our programs are designed with the business objectives in mind. 

Behavioural Skills

These programs are designed for those in your organisation who deal with clients and prospects. They deal with the psychology involved, the art of influence, and the understanding of power. Delegates learn how to prepare for any type of negotiation and how to carry out those plans effectively. These programs are 1, 2, or 2 . 5 days in length.

Whatever the length, the programs are highly interactive and delegates get the opportunity to practice their negotiation skills in a safe environment where they will get feedback and advice from an expert in negotiation. We recommend that they follow up these programs with Coaching and Implementation Days, where the learning is embedded into each individual’s world. We are as motivated as you are that the programs achieve a behavioural change and that they deliver a tangible return.

By attending this program, you will have the opportunity to improve your skills in the following areas:
  • Understand the principles of successful negotiation
  • Learn how their behaviours impact the outcome of a negotiation
  • Learn how to plan and prepare for any type of negotiation
  • Learn how to effectively manage team roles in negotiation
  • Learn how power determines options within negotiation
  • Understand how the buyer approaches negotiation
  • Learn how to influence the perception of power
  • Learn how to take control in negotiation
  • Understand the psychology involved in negotiation
  • Learn how to develop trust appropriately
  • Learn to maximise every opportunity for profit.

Strategic Planning Skills

Whilst these programs may also be attended by those who conduct the negotiation, they are primarily designed for those who set the strategy.
 
One of the most common problems that we see is where strategies for important negotiations are not thorough enough. If you have a price increase coming up, for example, you need to ensure that it is successfully implemented across your customer base. This will be determined by the effectiveness of the strategy;
 
Where does the balance of power lie?
Does everyone in your organisation know their role in this negotiation? What is your opening position?
What happens when they reject it?
What if they make threats?
How empowered should your teams be?
What happens post-negotiation? These are just some of the considerations for your strategy.
 
This program is either 1 or 2 days in length.
 
By attending this program, you will have the opportunity to improve your skills in the following areas:

  • understand how to assess the balance of power

  • learn the 8 steps of negotiation
  • understand the implications of collaborative approach
  • learn how to build a successful team
  • learn to plan for every contingency
  • earn how to use power professionally
Behavioural Skills Program Detail
Strategic Skills Program Detail
  • fantastic course,.. my mind is now racing not just about my negotiations but also how it changes my leadership of the team. thanks again.
    procurement director, global retailer
  • this course has been way beyond value – its been engaging from the outset & left me keen, confident & knowledgeable – thank you!
    category buying manager – global retailer
  • Unlike other courses which focus on the theory, we really got a chance to practice the actual…. really useful and incomparable.
    director – media
  • Well run, balanced, high-paced to maintain the pressure. learning points really well made.
    manager major consultancy organisation

    Why bridge][ability?

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    Impactful and different

    Our programma’s are set up so that every level of experience benefits

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    All our programmes are tailored with your business objectives in mind

    Course options

    From open programma’s to in-house and from day to one-week courses

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