Sales Negotiation Training
Trusted Siemens Partner Supplier: 200063645Do you want to discount less, enjoy higher close rates, shorter deal cycles, close bigger deals, improve relationships, upsell and cross-sell more effectively? In our post-training assessment, our sales graduates boast of significant improvements in both revenue and margin.
Using our world-first negotiation sim game, you'll gain multiple more insights into your dealmaking. This translates to a dramatic acceleration in your learning, resulting in you feeling far more confident and competent when you graduate.
If it's your sales team you need to train, then let's diagnose their needs and baseline your team against other sales teams using our online profile.
I enjoyed the sim game and interacting with global colleagues. One of the most invaluable takeaways is learning how to prepare for the initial meeting and the negotiation round. Figuring out customers' needs, negotiables, and ranking will definitely help achieve a win-win deal and collaborative relationships.
- Uncover your negotiation excellence habits
- Pinpoint your biggest mistakes, and fix them
- Close more deals in less time at higher margins
Training Course Overview
We take a highly interactive approach to learning. Most of your time will be invested in practical and fun sim game role plays together with feedback coaching, group discussions, polls and Q&A’s. Theory is kept to a minimum. Our toolsets make preparing for and closing your biggest deals far easier.
Our sim game enables us to accommodate class sizes of up to 20, while giving an unrivalled level of detailed personalized feedback to all participants. This accelerates your team’s development, converts to business results while delivering course cost savings.
Learning Outcomes
4½ hours
Increase margins through better pricing integrity
- Anchor first with ambitious open offers, counter procurement’s anchors, and use incrementing.
Reduce risk, compromises, and discounting
- Set “walk aways”, and use incrementing.
Create and claim more value
- Achieve more collaborative win-win outcomes.
- Claim the lion’s share of your value.
Optimize deals by choosing styles
- Make the important distinctions between each of the five styles to consciously choose and switch the styles you use.
- Control the deal by subtly steering towards collaboration and competition.
- Diagnose negotiators’ preferred styles under pressure, including a sim game and personalized negotiation styles profile.
4½ hours
Increase win rates, improve margins, reduce deal cycle times
- Measure the missed value, or gold left on the table, using our world-first sim game.
- Beat out the competition by better understanding the customer’s needs and wants, and by optimizing the exchanges to deliver more value to the customer. This further reduces pressure to discount and shortens deal cycle times.
Minimize risks and maximize leverage
- Employ SWOT analysis to understand the major areas of value and risk.
- Dovetail the SWOT into preparing a Trading Plan.
- Identify leverage opportunities in both directions to create and exchange value optimally.
Gain control; keep control
- Dovetail the Trading Plan into a meeting agenda.
- Use agenda sequencing and offer bundles to leverage trades.
- Turn complexity to your advantage with superior preparation.
4½ hours
Gather information via questions
- Understand the hierarchy of questions.
- Practice writing out questions.
Handle objections to gather insights and regain control
- Practice how to start responding to objections using three types of reframes.
Use pre-meetings to build trust and gather vital information
- Master asking questions in the optimal sequence to gather information before making offers.
4½ hours
Earn trust, be liked more, and build up favors
- Use discussion groups to brainstorm the best practical ways to be liked more and build trust.
- Expand upon the ways in which to use reciprocity.
Prepare effectively as a team for bigger, more complex deals
- Practice preparing as a team to maximize value.
- Learn team roles.
4½ hours
Increase win rates in less time with stories
- Master the six steps in crafting a persuasive sales story.
- Avoid the common story pitfalls most salespeople fall into.
4½ hours
Guard against manipulative tactics and employ ethical tactics
- Identify and learn how to counter the most dangerous tactics.
- Select tactics to defend and create value.
Gain control using emails and phone calls
- Learn the best practices for gaining and keeping control using emails and phone calls.
Control the style of deals using seating
- Recognize which room layouts are conducive to collaboration and which are conducive to competition.
4½ hours
Increase margins through better pricing integrity
- Anchor first with ambitious open offers, counter procurement’s anchors, and use incrementing.
Reduce risk, compromises, and discounting
- Set “walk aways”, and use incrementing.
Create and claim more value
- Achieve more collaborative win-win outcomes.
- Claim the lion’s share of your value.
Optimize deals by choosing styles
- Make the important distinctions between each of the five styles to consciously choose and switch the styles you use.
- Control the deal by subtly steering towards collaboration and competition.
- Diagnose negotiators’ preferred styles under pressure, including a sim game and personalized negotiation styles profile.
4½ hours
Increase win rates, improve margins, reduce deal cycle times
- Measure the missed value, or gold left on the table, using our world-first sim game.
- Beat out the competition by better understanding the customer’s needs and wants, and by optimizing the exchanges to deliver more value to the customer. This further reduces pressure to discount and shortens deal cycle times.
Minimize risks and maximize leverage
- Employ SWOT analysis to understand the major areas of value and risk.
- Dovetail the SWOT into preparing a Trading Plan.
- Identify leverage opportunities in both directions to create and exchange value optimally.
Gain control; keep control
- Dovetail the Trading Plan into a meeting agenda.
- Use agenda sequencing and offer bundles to leverage trades.
- Turn complexity to your advantage with superior preparation.
4½ hours
Gather information via questions
- Understand the hierarchy of questions.
- Practice writing out questions.
Handle objections to gather insights and regain control
- Practice how to start responding to objections using three types of reframes.
Use pre-meetings to build trust and gather vital information
- Master asking questions in the optimal sequence to gather information before making offers.
4½ hours
Earn trust, be liked more, and build up favors
- Use discussion groups to brainstorm the best practical ways to be liked more and build trust.
- Expand upon the ways in which to use reciprocity.
Prepare effectively as a team for bigger, more complex deals
- Practice preparing as a team to maximize value.
- Learn team roles.
4½ hours
Increase win rates in less time with stories
- Master the six steps in crafting a persuasive sales story.
- Avoid the common story pitfalls most salespeople fall into.
4½ hours
Guard against manipulative tactics and employ ethical tactics
- Identify and learn how to counter the most dangerous tactics.
- Select tactics to defend and create value.
Gain control using emails and phone calls
- Learn the best practices for gaining and keeping control using emails and phone calls.
Control the style of deals using seating
- Recognize which room layouts are conducive to collaboration and which are conducive to competition.
I really enjoyed the course’s interactive nature, especially how the simulations were tailored to Siemens. These hands-on exercises reinforced my understanding at every stage of learning, making complex concepts more tangible and easier to retain. The simulations perfectly complemented the theoretical lessons, allowing me to apply lessons in a practical way.
& Product Specialist
The Negotiation Experts were friendly, professional, and listened carefully to us. I learned from their observations, and they made the 22 hours fun. Most valuable has been learning how to assess the customers' interests and identify shared goals. I was able to practice building scenarios using the sim game.
Inside the Course
Sim Game Platform
We’ve created the world’s most advanced negotiation simulation. Graduates describe our gamified courses as intense, highly valuable and fun. When learning is fun, lessons stick and new empowering habits flourish. Our sim game accelerates sales teams’ along their learning curves, and reduces the investment requirement per head by enabling a group size of 20 – where all negotiators are receiving more focused feedback than ever before.
For the first time ever our sim enables your team to
Many of our clients collaborate with us to create their unique sim games, customized to reflect their product, service and industry.
Who's This Seminar For?
Sales Negotiation graduates typically have the following job titles: Sales Directors, Sales Managers, Account Managers (National and Regional), Key Accounts Managers, Commercial Account Managers, Business Development Managers (BDM), Account Executives, Brand Managers, Internal Sales, Entrepreneurs, Sales Support and various Sales Specialists, Sales SVP (Senior Vice-President) and VP's, and everyone involved in selling products, services, equipment and ideas.
I liked negotiating the sim game’s real-life deals with teammates. I learned the importance of SWOT analysis and questioning styles. The sim’s reports together with expert feedback showed us better ways of handling deals. I'm focusing on how to be even more collaborative.
I liked the clarity, including how the key takeaways were clearly reinforced at the end of each level. I believe the skills are immensely useful for negotiating both inside and outside our company. I’ve learned to pause to anticipate the other party’s response, preparing myself for different scenarios. I also liked that we got to practice our negotiation skills with smart people from all over the world.
Customize around your Team’s Unique Needs
Customize around your Team’s Unique Needs
Most training providers will claim to customize their solutions. This leaves is to you to ask exactly how they customize. We're proud to offer the most customizable online facilitator-led sales negotiation skills training.
Diagnose
Unless you measure your team before your training, you’ll not be able to customize to suit your team’s needs. Since 2005 clients have been trusting our diagnostic profile to better understand gain insights and baseline their teams against the competition.
Leaders tell us that our reports confirmed what they had noticed and that they gained new insights from our debrief conversation. Your team’s diagnostic profile informs our customisation choices.
Live Online or Classroom
Classroom
Your training can be delivered at your offices or at an off-site venue, such as a hotel or conference centre.
Maximum class sizes are typically either 12 with video, or 28 without video. The simulation games are used across all levels - so participants will need their laptops.
We’ve been delivering live online training since 2015, and now enjoy similar ratings and feedback from graduates to our classroom courses. Since more meetings are happening via video calls than ever before, the best way to equip your sales team is a live online video training.
Interaction and energy levels are kept high. Inclusive of breaks, each of our levels requires 4 1/2 hours, accommodating up to 20 participants.
Meet the Experts
Our Negotiation Experts are passionate about delivering top and bottom line results to your organization. All are experienced in training sales teams across a variety of countries and industries.
Training Course Approach
Our training is highly experiential. You'll spend most of your time negotiating your way through challenging seller-buyer role plays.
A sales Negotiation Expert will then be reviewing results, pinpointing your moments of genius and learning opportunities.
Assessment & Certification
In order to understand which tools and skills your team is enjoying their results from, and to support your team with coaching and discussions, it’s essential to measure.
Our scored assessment measures your team’s usage and results three months after their training. The pass mark is 50%, with personalised reports and certificates being sent to graduates, and a group report being sent and discussed with your leadership.
Graduates tell us that the assessment coupled with their personalised report is a handy reminder of everything they learned on the course, resuting in higher retention and ROI.
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Customize Your Course
We know that one size does not fit all. We are the most flexible negotiation provider. So tell us more about your needs and we can talk about how to achieve and exceed your goals.
eTournament
Masterclass
Essential Negotiator
Sales
Procurement
Project Management
Advanced
Delivery Method
Classroom courses are delivered in clients' offices. Negotiations Experts deliver virtual courses that are highly interactive.
Open enrolment courses are delivered virtually. You can also choose a blended delivery method.
Customized Sim Game
We will work with one of your senior negotiators to create a sim that reflects your commercial realities, featuring your products and services.
Negotiation Diagnostic Profile
Learners are more committed to their learning journey when they contribute meaningfully to their course. This requires ~15 mins and is anonymous.
Together, learners accurately diagnose their needs.
We share your report with your leadership.
We baseline against similar teams from our database.
