Negotiation is a critical moment for a sales representative: one wrong move and the efforts made upstream are lost, affecting sales conditions and margin prospects. Good negotiation requires precise skills, strategic preparation, the ability to conduct discussions, sometimes under pressure, and an assertive posture, to name but a few. Our DEAL® negotiation training program will equip you to meet and exceed your margin, pricing and profitability targets. You'll have the keys to improving your closing rate with seasoned, demanding BtoB buyers. You'll learn how to anchor the right behaviors to master the negotiation interview; how to tap the resources of the best negotiators; how to define the profiles of your contacts; how to structure and prepare your B2B negotiation; and how to protect your added value. This sales course will help your teams to act in a structured and consistent way.
Objectives
At the end of this course, you'll be able to apply an approach to negotiate effectively in all circumstances.
Is it for you ?
You are a sales representative, an account manager, a business development manager, a project manager... and negotiation is part of your day-to-day work, or you have to negotiate with purchasing departments... You want to take your negotiation skills to the next level. You want to improve your results in terms of price increases, margins and cash flow, and reduce your closing cycles.
Prerequisite
Be ready for an experience that will transform your approach to negotiation
Your benefits
Content
During the course, you'll learn how to negotiate effectively, even in seemingly unbalanced situations. We'll use a variety of media, including videos, simulations and group work.
Week 1: Let's test ourselves!
- Group: Kick-Off and 1st simulation
- Let's get to know each other and test ourselves with a first simulation.
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Week 2: Negotiation begins with preparation
Preparation checkpoint, analysis of power relations, positioning and anchoring strategy, preparation of BATNA, CNA and ZAPO.
- E-Learning: preparation and the 7 capital sins
- Group : preparation, power cursors and the checkpoint
- Asynchronous exercise: creating your 1st checkpoint
Week 3: Take control right from the start!
This step is crucial to establishing a solid basis for negotiation, showing the customer that you believe in your offer and are ready to defend it.
- E-Learning: Defending your offer
- Group work: anchoring, pillars, negotiating styles and the right attitude
- Asynchronous exercise: video to defend your offer
Week 4: Defining the rules of the game
Engaging your counterpart: thinking about the end from the outset, avoiding buyer pitfalls and maintaining the objective of “closing”.
- E-Learning: Engaging your counterpart
- In groups: your counterparts' negotiation strategies, the 2 magic questions for engaging them
- Asynchronous exercise: video to practice the magic questions
Week 5: The negotiation begins!
Knowing how to say NO, developing assertiveness, avoiding the effects of irreversibility in negotiation by adapting to the negotiator's profile. Know how to count, handle alternatives and avoid the all too obvious “give and take”.
- E-Learning: Putting forward mutual concessions
- In groups: negotiation strategy and progress, concessions and quid pro quos
- Asynchronous exercise: completing your checkpoint tool
Week 6: The negotiation is over!
The aim of this stage is to bring the negotiation to a successful conclusion, avoiding unnecessary giveaways and ensuring that the agreement remains profitable right to the end. It's time for your negotiating partners to understand that it's all over!
- E-Learning: Limiting efforts
- In group : techniques to ensure that your negotiating partners understand that the negotiation is over and that it's time to sign
- Asynchronous exercise: finalizing your checkpoint tool
Week 7: Time to test your new reflexes!
Test your new negotiation tools with your trainer. Your trainer will be happy to give you feedback on your performance and provide you with a performance report.
- Simulation: 30min simulation with a seasoned buyer and 30min feedback from your trainer.
Notes
23 hours of ‘blended learning’: 5 e-learning modules (4h) / 5 half-day group sessions (15h) / 4 individual exercises (3h) / 1 individual simulation (1h)
💡 Useful information
Our training sessions are offered in Montreal or Quebec City, in person or in virtual format. Dates and locations are provided when you select your session below. If you have any questions regarding registration, schedules, the language of instruction, or cancellation policies, please consult our FAQ .
Private or personalized training
Do you have several employees interested in the same training course? Whether in person at your offices or remotely in virtual mode, we offer private training courses tailored to your team's needs. Group rates are available. Contact us for more details or request a quote online.
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