Course : Successful Sales Negotiations
Practical course - 2d
- 14h00 - Ref. NEG
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 | Master the different phases of negotiation in a BtoB environment |
| Draft a negotiation matrix |
| Master closing techniques and formalize the agreement |
| Maintain the customer relationship over the long term |
Intended audience
Salespeople, technical salespeople.
Prerequisites
Commercial experience in a BtoB environment is desirable.
Practical details
Hands-on work
Self-diagnosis, co-action workshops, behavioral role-playing. Feedback.
Teaching methods
Each participant builds their own steering checklist, allowing the various techniques presented to be synthesized and implemented.
Course schedule
1 Context of BtoB negotiation
- General refresher on BtoB negotiation: technique, strategy, negotiation tactics.
Exercise
Building a visual representation of the elements of a BtoB negotiation as a group.
2 Knowing and developing your sales cycle
- Quality of the sales cycle, for a confident negotiation.
- Sales cycle versus buying cycle.
- Defending your sales cycle.
- Techniques to be assertive and convincing.
Hands-on work
Self-assessment of your ability to defend your sales cycle. Techniques to prepare for the major stages of the cycle.
3 Developing a negotiation matrix
- Getting into the mindset of concession/consideration.
- Creating the negotiation target: safeguard your margins.
- Anticipating rejection: building an effective MESORE.
- Identifying points of negotiation other than price.
Hands-on work
Drafting and presenting your negotiation matrix.
4 Defeating the techniques of professional buyers
- Remaining stable and managing the unexpected in negotiations.
- Maintaining leadership in the face of intimidation and pressure.
- Promoting interactive techniques.
Role-playing
Practicing for the unexpected in a negotiation. Group debriefing.
5 Mastering effective closing techniques
- Demystifying the win-win.
- Handling last minute objections and getting to yes.
- Reassuring a fleeing buyer.
- Technique of the logical sequence.
- Rephrasing the points of agreement and pain.
Role-playing
Practice negotiating between a buyer and a seller: dealing with objections, applying stabilization techniques.
6 Formalizing the agreement
- Anticipating the next step in the negotiation.
- Strengthening the buyer: valuation techniques.
- Building confidence: the anchoring technique.
Storyboarding workshops
Workshop: The deal is done, what next?
7 Developing the relationship with your clients and anticipating renegotiations
- What to renegotiate? When and under what conditions?
- Building new solutions, strengthening your positions.
Storyboarding workshops
Workshop on renegotiation situations and solutions.
8 Summary and action plan
- Principles that lead to successful negotiations.
- Choosing the right markers for long-term success.
Exercise
Build an action plan for a BtoB negotiation in your real working environment.
Customer reviews
4,6 / 5
Customer reviews are based on end-of-course evaluations. The score is calculated from all evaluations within the past year. Only reviews with a textual comment are displayed.
LORENZ G.
23/07/26
5 / 5
Very informative and a good listener
PASCAL M.
23/07/26
5 / 5
/
FABRICE C.
23/07/26
5 / 5
Thank you for these two very informative days; I would recommend this training course
Publication date : 06/18/2024
PARTICIPANTS
Salespeople, technical salespeople.
PREREQUISITES
Commercial experience in a BtoB environment is desirable.
TRAINER QUALIFICATIONS
The experts leading the training are specialists in the covered subjects. They have been approved by our instructional teams for both their professional knowledge and their teaching ability, for each course they teach. They have at least five to ten years of experience in their field and hold (or have held) decision-making positions in companies.
ASSESSMENT TERMS
The trainer evaluates each participant’s academic progress throughout the training using multiple choice, scenarios, hands-on work and more.
Participants also complete a placement test before and after the course to measure the skills they’ve developed.
TERMS AND DEADLINES
Registration must be completed 24 hours before the start of the training.
ACCESSIBILITY FOR PEOPLE WITH DISABILITIES
Do you need special accessibility accommodations? Contact Mrs. Fosse, Disability Manager, at psh-accueil@orsys.fr to review your request and its feasibility.
Salespeople, technical salespeople.
PREREQUISITES
Commercial experience in a BtoB environment is desirable.
TRAINER QUALIFICATIONS
The experts leading the training are specialists in the covered subjects. They have been approved by our instructional teams for both their professional knowledge and their teaching ability, for each course they teach. They have at least five to ten years of experience in their field and hold (or have held) decision-making positions in companies.
ASSESSMENT TERMS
The trainer evaluates each participant’s academic progress throughout the training using multiple choice, scenarios, hands-on work and more.
Participants also complete a placement test before and after the course to measure the skills they’ve developed.
TEACHING AIDS AND TECHNICAL RESOURCES
• The main teaching aids and instructional methods used in the training are audiovisual aids, documentation and course material, hands-on application exercises and corrected exercises for practical training courses, case studies and coverage of real cases for training seminars.
• At the end of each course or seminar, ORSYS provides participants with a course evaluation questionnaire that is analysed by our instructional teams.
• A check-in sheet for each half-day of attendance is provided at the end of the training, along with a course completion certificate if the trainee attended the entire session.
• The main teaching aids and instructional methods used in the training are audiovisual aids, documentation and course material, hands-on application exercises and corrected exercises for practical training courses, case studies and coverage of real cases for training seminars.
• At the end of each course or seminar, ORSYS provides participants with a course evaluation questionnaire that is analysed by our instructional teams.
• A check-in sheet for each half-day of attendance is provided at the end of the training, along with a course completion certificate if the trainee attended the entire session.
TERMS AND DEADLINES
Registration must be completed 24 hours before the start of the training.
ACCESSIBILITY FOR PEOPLE WITH DISABILITIES
Do you need special accessibility accommodations? Contact Mrs. Fosse, Disability Manager, at psh-accueil@orsys.fr to review your request and its feasibility.
This programme is an original creation, developed by the teaching teams at ORSYS Formation. Any reproduction, representation, adaptation or use, in whole or in part, without the prior written authorisation of ORSYS, is strictly prohibited. ORSYS reserves the right to take any action necessary to protect its intellectual property rights.
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Session garantie
This programme is an original creation, developed by the teaching teams at ORSYS Formation. Any reproduction, representation, adaptation or use, in whole or in part, without the prior written authorisation of ORSYS, is strictly prohibited. ORSYS reserves the right to take any action necessary to protect its intellectual property rights.