CEV
CEV, experts in performance optimization and sales skills development.
How to defend your margins with American customers and suppliers.
The current situation is critical for your business, and you'll soon be receiving calls from customers and suppliers. It's extremely important that you're ready. Improvisation is not a strategy in this context. While the situation presents its share of challenges, there are also opportunities to be seized.
In this training course, you'll learn how to prepare for negotiation, in terms of techniques, tools and best practices.
Is it for you ?
General Public.
Prerequisites
A minimum of sales knowledge.
What You'll Walk Away With
- ✓ Be equipped to prepare for and structure negotiations in advance
- ✓ Upon completion of the training, prepare for negotiations with clients and suppliers.
- ✓ Be proactive in the event of sudden changes in business practices
Training content
1 Negotiation starts with preparation
- Why improvisation is a bad strategy in a high-pressure environment.
- Understanding the impact of new trade barriers on negotiations.
2 The preparation checkpoint: structuring your negotiation
- Define your objectives and priorities.
- Identify power relationships with customers and suppliers.
- Positioning and anchoring strategy: defending your added value.
3 Tools and techniques for securing margins
- BATNA (Best Alternative to a Negotiated Agreement): always have a plan B.
- ANC (Acceptable Negotiation Criteria): define your critical thresholds.
- ZAPO (Zone of Optimal Potential Agreement): where is the room for maneuver?
- Arguing with figures and concrete scenarios.
4 Preparing for objections and pressure
- How to anticipate and respond to customer/supplier arguments.
- Techniques for maintaining the balance of power without losing the commercial relationship.
📌 Practical information
Our training sessions are offered in Montreal or Quebec City, in person or in a virtual classroom. Dates and locations are specified when you select your session below. If you have any questions, check out our FAQ.
