Sales & Business Development Training
Business Negotiation
Business negotiation is key to achieving or exceeding revenue targets and staying in business. Poor negotiation can result in revenue blowouts and financial stress.
It’s common knowledge that salespeople like to ‘please’ customers, so they often give away more than necessary to secure business. When negotiating, it’s important to understand the ‘give and take’ scenario. There’s a general notion that ‘He who has the gold has the power’; however, a good salesperson needs to create tension around the item being sold to restore some equilibrium to the power equation.
Business negotiation requires confidence and a belief that what you are selling is good value for money. Salespeople need to master the art of creating tension when they sell.
How Macadamy Can Help With Business Negotiation Training
Half-Day Workshop
An overview of the business negotiation process, what is involved, how to prepare, what to consider, tactics to use, and the outcomes to strive for.
1-Day Training
A more detailed overview of the business negotiation process, with special emphasis on the negotiating parties, how to prepare, possible outcomes to consider, how to overcome the fear of failure, and why a ‘win-win’ outcome is the most desirable one. Includes a quiz and breakout sessions to consolidate material learned.
2-Day Training
Similar to the 1-day training, but covers all the key areas mentioned in more detail. There is more focus on how to handle different outcomes in a negotiation process and be flexible with all tactics employed. The 2-day training workshop involves more practical training, where participants prepare for and engage in a business negotiation exercise. Includes a quiz and breakout sessions to consolidate knowledge learned.
Consulting & Mentoring
Generally a one-on-one session with lots of flexibility in terms of what participants would like to learn about business negotiation and how to sharpen their negotiation skills.