Effective Negotiation skills: How to increase your closing rate and profit margins

FTCC OTA #11

Introduction:
The business world is getting more and more competitive every day. Buyers are solicited by your competitors all the time, they have easy access to information and to a large choice of vendors offering competitive products and solutions. In this context, maintaining market shares and profit margins can be very challenging and strong negotiation skills are vital to keep your business healthy and profitable. In this course, you will discover the 4 stages of the DEAL® negotiation skills method that will help you conduct effective negotiations for more profitable business:     

• Defend your initial position     
• Ensure the customer commits     
• Advance through mutual concessions     
• Limit your efforts to seal the deal

Language:
English, Thai

Target Group:
Sales Reps and Managers in B2B environment, Division Managers, Business Owners 

Learning Outcomes:

• Prepare your negotiations as the best professional negotiators do
• Know how to evaluate the balance of power and use it to your advantage
• Use the "Check point" matrix to prepare all possible points of the negotiation
• Be able to identify and to cope with the “traps” of tough purchasers
• Defend your offer to get your interlocutor to commit to a profitable agreement

Main Content:
Three sessions within one month (total 4 hours)

• Session 1 (1h00): Prepare your negotiation using the "Check point" matrix and discover of the “7 deadly sins of negotiation”
• Session 2 (1h30): Defend your Offer + Ensure the Customer commits
• Session 3 (1h30): Advance through mutual concessions + Limit your efforts to seal the deal

Specificities, Strengths:

• Proven method for best practices used by professional negotiators
• Practice and role play activities, with debrief and feedback
• Tools to prepare and conduct successful negotiations are provided

Cost:

• For members: 8,000 THB per person
• For non-members: 10,000 THB per person

*Vat 7% excluded 

SEE THE FTCC OTA CATALOGUE

Speaker(s)

Vincent PourreManaging Director of OPTIMA Training & Consulting

Schedule