Negotiation Excellence Intensive Seminar
The Grand Circus Detroit , 1570 Woodward Ave, 48226 MI, United States
What will the attendees learn?
- How to assess the power position in negotiations
- How to influence the buying center
- How to sell value
- How to handle objections
- How to avoid negotiation pitfalls
Who is the seminar for?
The seminar is geared towards sales managers, sales representatives, and key account managers from Automotive Suppliers.
What you will get out of this training?
- Insights into best practices
- Tools to prepare negotiations
- Case studies to train your negotiation skills
- Personal roadmap - where to further improve your skills to negotiate more more successfully
What is the objective of the seminar?
9 out of 10 companies use an unstructured and unsystematic approach when responding to Requests for Proposals (RFPs) and the pricing of Big Deals. Furthermore, when negotiating prices with customers, 85% of all companies underestimate their own power position. This frequently leads to situations where money or deals are left on the table.
It is a myth that every deal is unique. In reality the basic power mechanics are always similar. Therefore, leading Automotive Suppliers have started to adopt systems that assist the sales force in understanding and managing the own power position, set big deal prices and efficiently prepare for negotiations. These companies have improved their profitability by up to 5% and their hit-rate by up to 25%.
Simon-Kucher has consulted over 100 automotive suppliers. This negotiation excellence intensive seminar will train you in best-practice negotiation systems that we have shaped together with these suppliers, and enhance your individual negotiation strength.