Sales negotiating skills training – ITD

Sales negotiating skills training helps sales people improve the quality and number of deals agreed. It gives the sales people an opportunity to refresh their skills and fine tune their approach.

Sales negotiating skills training in 2015

Sales negotiating training is needed more than ever with many markets becoming increasingly competitive. Negotiating training helps sales people to reconsider their skills and implement changes, which can range from radical and fundamental, through to tweaking their approach.

Sales negotiating skills training with ITD

Sales negotiating training with ITD focusses on a very practical approach, with workshops based on the clients’ businesses. In this way negotiating theories are introduced and implemented in the context of the sales people’s day to day lives. Scenarios are developed which mirror the sales team’s reality so that the training session becomes a very useful review of how they do their work. It gives the sales team a chance to step out of the day to day and review and enhance their approach.

How do we tailor your sales negotiating skills training for your business?

1. Discuss your business and the opportunities for improvement with your sales people. Understand how improving their approach through sales negotiating skills training will have an impact.
2. Draft a training agenda and sales scenarios.
3. Pilot and test training with your sales people.

Challenges of participants on our sales negotiating skills training

• “I don’t always get the best deal for the business and need to improve.”
• “I would like ideas and tips on how to negotiate.”
• “I find that getting deals is ok, but I’m not that good at negotiating once we know the deal is going to be done. I tend to roll over!”
• “I want to learn how to negotiate from the first meeting.”

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Sales negotiating skills training – overview

The following gives some detail of our approach to sales negotiating skills training, but please call us to discuss the impact this training could have with your sales team.

Pre workshop activity

• Meeting to discuss the participant’s needs and those of the organisation
• Draft workshop outline tailored to your needs
• Agreement of agenda
• Participants complete a short questionnaire and suggest the kind of scenario they would find most useful to practice.

Typical Agenda

• Introduction and objectives.
• The opportunities for improvement with better negotiations.
• Fundamentals of negotiating reviewed.
• Negotiation elements in live situations.
• Our styles of negotiating.
• Influencing and facilitating in meetings.
• Managing the sale.
• Managing the group and individual customers.
• Reviewing live accounts & contacts.
• Preparation for major role plays.
• Role plays based on case studies and live situations.
• Review and key learning from each role play.
• Personal action plan.

Post workshop activity

• Participants leave with individual actions
• Email follow up of personal action plans
• Suggested conversation with their line manager on their actions
• Optional WebEx conference call follow up on these actions
• Optional 121 coaching
• ITD blog with further tips and suggestions

Typical outputs

• Review of sales people’s live accounts
• Specific actions for each sales people
• Refreshing approach
• Improved negotiation of deals

Client feedback

The workshop achieved the following outcomes:

• Developed participants’ knowledge and understanding of influencing skills and facilitating conversation in group situations
• Practised skills through role play
• Reviewed personal development needs and addressed these
• Developed personal development plan

Participant comments

• “Very interesting and very challenging, but incredibly useful.”
• “Good training for the reality of our roles.”

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Sales negotiating skills training – case study

This pharma business works to help those who suffer from diseases in the central nervous system.

Background

The sales team sell into a variety of consultants who together can influence formulary policy. It was identified by the client that the sales team needed to improve their skills at influencing & negotiating with this group. But this is not about standard influencing and negotiating – it needed a specifically designed approach. The ITD consultants worked with the client to produce a workshop that would give the sale team ideas on how to do things differently & the opportunity to demonstrate them.

Need

Training to develop the confidence of the sales people in influencing consultants and doctors in the health service.

Activity

The resultant two and a half day workshop invited the sales team in groups of 8 to prepare for specific situations and brief the ITD consultants on those situations and the people involved. They then received input on how to look at their situations with a fresh approach, to analyse the opportunity and identify possible ways of moving forward. Role plays were then set up using doctors to play the part of consultants to give added realism and to make the role plays that much more relevant and practical. The sales people were required to facilitate a meeting and influence the direction and outcome of that meeting.
This practice was then applied to the sales people’s situations back in the field.

Outcomes

The sales people relished the training, finding it some of the most useful they had ever done. For those having the opportunity to apply their new approach straight away they found it very useful and could see opportunities open up where they had thought them closed.

1. We tailor the training to your business and your sales people.

2. Our approach is a blend of training and coaching to give the best support to your sales people.

3. Your sales people will be working on their accounts, making the training an extension of their work.

4. Using our unique action planning tool, developed with our behavioural scientist, gives your sales people the best opportunity to implement actions from the training.

5. Practical training that works.

6. Our training consultants create an open, productive atmosphere for your sales people to develop and improve.