| Why Consultative Selling? |
| In the business-to business market, customers are seeking
solutions to complex business issues. Often technical expertise is
more highly developed than the softer people skills and the focus is
on technological aspects of the solution rather than on how it will
actually solve a customer problem. |
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What Results can
you expect?
Consulting skills are a key competency for those who operate as internal
or external consultants. Consultative Selling will focus on the skills
of consultancy required in professional and technical fields. Participants
will be able to: |
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Who will benefit?
Anyone in a role which supports others by supplying product or services.
This includes HR and IT professionals, technical support staff, account
managers and business developers |
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|
 |
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| Negotiation |
| Why Negotiation? |
| Traditionally, a negotiation involved each side taking
a position, defending it and making concessions until a compromise
is reached. The outcome can be win/lose and is short-term in nature
until one party feels they are getting a raw deal. Twenty-first century
business requires longer, more collaborative relationships based
on win-win negotiation skills and strategies. |
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What Results
can you expect?
Participants will develop negotiating skills focused on developing sustainable
business partnerships. They will be able to: |
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Understand the importance of negotiation |
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Prepare thoroughly and plan effectively for any negotiation |
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Avoid the pitfalls of positional bargaining |
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Anticipate a successful outcome by focusing on the Best Alternative
to a Negotiated Agreement |
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Handle difficult negotiations |
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Who will benefit?
This workshop will benefit anyone who has to negotiate either internally in their
own organisation or externally with clients. |
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