TRAINING POWER NEGOTIATION AND SELLING SKILL

TRAINING PENGENALAN POWER NEGOTIATION AND SELLING SKILL

TRAINING NEGOTIATION SKILLS

OVERVIEW

Managing,  growing  and  key account developments are now more complex
than  ever.  Within  competitive,  structured buying opportunities the
skills required to compete, defend, negotiate and gain new business in
complex  product sectors are increasingly more demanding and different
from  those  in  common practice even a few years ago.  More and more
sector  Account  Managers and niche providers, (which includes product
leaders)  are  being  forced  to  ‘chase’  and  protect  their own
markets.

This  course  centers on the business development issues that confront
sales  personnel in developing and growing their existing accounts. It
emphasizes    the    professional,    people-to-people   elements   of
selling-Advanced  Communication  Skills,  Building  (and  Maintaining)
Relationships,  Consultative  Professionalism,  Projecting  ‘Company
Brand’  and  understanding  the  importance  of being seen as ‘The
Trusted   Advisor’  and  ‘order  makers’  rather  then  ‘order
takers’.

Most  importantly, this programme looks at the critical selling stages
and  processes  necessary  to achieving strategic key account business
gain  from  existing contracts and at every stage in this buying cycle
being  aware  of  the  impact  that  professional  negotiation  has on
successful outcomes.

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PURPOSE
1. Be  able  to adopt a systematic and strategic approach to selling,
negotiating   and  gaining  new  business  whilst  at  maintaining
existing accounts of all sizes
2. Develop  an  ‘Account  Development  &  Protection’ approach to
selling
3. Be  better  able  to recognize and influence the decision criteria
(why the buyer buys)
4. Be  objective  and  self  disciplined  in  managing  the  complete
sales/negotiating interplay

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OUTLINE MATERI Training Power Negotiation and Selling Skill

1. Selling Strategically-The Challenge
* The Power Of Thinking In Account Development
* The Impact Factors In Selling Strategic Services
* Understanding The Account ‘Relationship’ More Fully
* Selling The Company ‘Brand’

2. The Key Account Buying/Selling Process
* The Buyers ‘Mindset’ Towards The Account Manager
* Strategies For Different Account ‘Types’ ; New Accounts, Large
Accounts, Key Accounts
* The Professional Relationship Role
* Using VSLs-Value Statement Libraries
* The KAM Role-Do you Influence Or Do you Negotiate?
* Executing Up-Selling & Cross Selling
* Understanding Belief Systems

3. Account Analysis and Decision Making
* Understanding your Account Structure
* Maximizing The Appointment & Frequent Call Strategies
* The Consultative Analysis Approach
* Incremental Qualification
* Influencing The Decision Criteria
* Juran’s Strategies-Growing Accounts Into Key Accounts

4. Fundamentals Of Account Development
* Determine   The   Factors-Plus   And   Minus-That  Affect  Account
Gain/Development
* Building The ‘Third Party’ Account Relationships
* Strategies  That Maximize your Market Penetration and Protect your
Existing Accounts

5. Win/Win Negotiating-For All Professionals
* The Process of Negotiation-What is it?
* The Difference Between Selling And Negotiation
* The Negotiating ‘Continue’
* The Power of ‘Leverage’
* Understanding Some International Differences

6. Procedural Steps To Negotiating Successfully
* Establishing Your Position/Alternatives
* MILs Analysis
* Analyzing Their Objectives/Situation
* Deciding on Your Strategy
* If you Don’t Ask you Don’t Get!
* Making Proposals

7. Bargaining
* The Psychology of Bargaining
* The ‘If Then Rule’
* ‘Banking’ Agreements and ‘Parking’ Difficulties
* Deadlocks-How To Break Them

8. Closing The Discussions
* How To Close The Negotiation
* Monitoring The Agreement

9. Time Management for Sales Professionals
* Why Are Some Sales-People So Effective With The Use of Time?
* Techniques To Avoid Procrastination
* Time Management Principles in Planning Sales Activities

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TRAINING METHOD

Presentation

Discussion

Case Study

Evaluation

JADWAL TRAINING TAHUN 2023

17 – 18 Januari 2023

14 – 15 Februari 2023

20 – 21 Maret 2023

4 – 5 April 2023

16 – 17 Mei 2023

20 – 21 Juni 2023

17 – 18 Juli 2023

15 – 16 Agustus 2023

25 – 26 September 2023

17 – 18 Oktober 2023

21 – 22 November 2023

27 – 28 Desember 2023

Metode Training

1. Tatap Muka/offline
2. Online via zoom

Kota Penyelenggaraan jika offline :

1. Bandung
2. Jogjakarta
3. Surabaya
4. Jakarta

fasilitas yang didapatkan

1. Training Kit Eksklusif
   • Tas
   • Name Tag
   • Modul
   • Flash disk
   • Ballpoint
   • Block Note
   • Souvenir
2. Harga yang Reliable
3. Trainer Kompeten di bidangnya
4. Pelayanan Maksimal untuk peserta
5. Penjemputan dari dan ke bandara

Investasi :

Public training : Rp. 4.500.000 (minimum 3 pax)

In House Training : on Call