A Consumer Packaged Goods industry specific training program for Sales Professionals.

Effective negotiations occur when each party understands the other's interests and through collaboration, both parties reach a mutually acceptable solution. Collaboration, not competitiveness, accommodation, or compromise is the key to building long-term relationships and optimizing results.

Negotiation begins when there is a counter offer made to the original proposal. The counter offer changes one of the variables: price, deliverables, terms or conditions. As shown in the graphic below, every negotiation occurs within a defined range that considers the previously listed variables. Within this range an acceptable solution must be found. Otherwise, one party, or both, will walk-away from the proposal. The negotiation ends with no agreement reached.

Understanding your customer's category goals, strategies and tactics prepares you to match your proposal to their needs. By following Delta's negotiating process, you will be prepared to avoid the walk-away position and achieve win/win results.

In this two day workshop, you will learn:

	When to sell and when to negotiate.
	How to introspectively self assess your personal negotiating style.
	A behavioral model that helps you comprehend and clearly communicate with different negotiating styles.
	Selling benefits of your product or service is a continuous process, even while negotiating.
	Communication techniques that aid in reaching successful solutions.
	A pre-planning process, whereby you work through your customers call brainstorming possible solutions to different variables.
	A step-by-step process that causes you to strive for a win/win conclusion.
	How to achieve favorable results by applying course concepts and techniques in "real-world" role-plays that exemplifies today's marketplace.

Workshop Schedule and Fees:

The Advanced Sales Negotiating Skills workshop is open to Manufacturers and Brokers only. The registration fee is $998 per individual. We offer public workshops or we can deliver this program in-house.

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