Practical Negotiation Skills

Length – 2 to 3 hours 

Focus – Sales / Purchasing / Management

This Seminar is designed to empower Sales Professionals and Purchasers to; achieve maximum advantage through financial negotiation (Sales Professionals - achieve maximum gross profit per sale) (Purchasing professionals - pay lowest possible price per unit), avoid distractions arising from confrontational practices, successfully deal with third parties who would otherwise slow the decision process.

Taking control of the process without offending - Most people fly by the seat of their pants rather than following a prescribed sales procedure.   When one negotiating party asserts themselves, the other most often responds in a defensive manner.  Tim explains which information must be gathered before successful negotiation can take place, and how to gather that information in a logical and friendly way.  He shows how to successfully close the event, making sure agreements are solid and enforceable.  

When to negotiate and when to walk away The growing popularity of “reality” shows and hour-by-hour news coverage of litigation cases has led the American public to acquire a new appetite for confrontation.  Advertising seems to drive home the point that a lower price is available if one will simply hold out long enough.   Tim believes disagreement over perceived value can lead to the sale even when high emotions are present.  He explains the steps to quickly assessing whether negotiation is appropriate and how to logically reach an agreeable figure whether you are the buyer or the seller.                                

How to successfully deal with Third Parties Negotiation is best described as a process where each party loses something so the group can go forward successfully.  While most are frustrated by the presence of 'non-decision-makers', Tim will show you how such players can actually aid in the achievement of the objective.  Further, you’ll learn what successful business people do to redeem the situation even when professional adversaries become involved.