Sales Performance Solutions

Challenge

How well do you or your sales people negotiate? Do you ever leave anything on the table? Do you ever “give something for nothing”? Do you ever win a deal, only to lose it—or part of it—when negotiating terms and agreements? Do your clients feel they’ve “gotten their money’s worth”—exchanged money for a solution of comparable value?

Solution

The ability to deliver value exchange in a way about which the client feels good is a critical part of yours and your client's success. When you apply the principles in Negotiations—Creating and Claiming Value with effective dialogue in a process that's repeatable, you are able to manage a discussion in which you can create the best value for the client—and claim the exchange of value for your organisation.

About the Course

The Negotiations—Creating and Claiming Value programme focuses on conducting intelligent business conversations through proven skills and disciplines for creating value and claiming your fair share. Specifically, sales people will learn how to:

1. Improve profitability.
2. Create a common methodology and language.
3. Nurture and sustain longer-term relationships.
4. Prepare effectively for the many negotiations you’re involved in throughout the year.

Length of Training:

Two-day Workshop

Delivery Options:

• Attend a public workshop in your area
• Bring a FranklinCovey Consultant to train your organisation
• Certify to teach this workshop

What You Receive:

• Experiential training with a consultant who is experienced in complex sales and can teach and coach skills in terms of your real needs.
• Participant Guidebook
• Planning tools to help think through mutually beneficial negotiation strategies
• Practice cards to help hone negotiation skills
• Tools on CD

Exclusive training in your organisation:
Call 01295 274100 for pricing