TOP LEVEL SELLING & NEGOTIATION
Senior Level Training
“Succeed where it matters!”
The objective of this training is to enable and motivate senior managers to sell at top level, e.g. to:
Ø Sell larger projects
Ø Lift sales to a higher level
Ø Initiate and develop strategic partnerships
Ø Create a platform for the sales-force
Ø Increase volume and profitability
Ø Sell on new markets
Ø Sell where others fail
Ø Break deadlocks
Ø Coach and role-model
Some main trends in today’s sales are:
v More top-level buying decisions: the risks involved in supplier dependen-cies push key buying decisions higher up in the organisation.
v Levelling off of product qualities: competing products are difficult to differentiate by objective buying criteria.
v Reduction of available budgets: customers want more for less (e.g. hi-tech solutions at commodity prices).
v Complex relationships: customers are often also suppliers and/or competitors.
v Increased internationalization: key negotiations often involve multi-cultural teams on both sides.
Many senior executives should get more involved in sales. They face several challenges, e.g.:
· They don’t really see selling as their task
· They lack (or have forgotten) essential selling skills
· They rely too much on improvisation
· Their "in-house" authority doesn’t work with top customers
· They are not skilled team-players, and undermine their subordinates
· They are afraid of prestige loss in case of failure
· They are often called in when things have gone wrong
The main method is “learn-by-doing”, with case-studies and role-plays. 80% of the time is spent practising and debriefing. All participants will experience both sides of the table.
The focus is on:
o challenging your mindset
o developing your skills
o providing you with practical tools
o adding to your know-how
using Goldmann Communication’s own experience at top level.
Two experienced, international trainers and a technician, train max. 12 participants.
Depending on contents, the workshops are 3.5 to 5 days long. They are residential and held at a mutually agreed premise.