GFKM: Advanced Sales and Negotiations
The Gdańsk Foundation for Management Development invites you to the “Advanced Sales and Negotiations” training.
Description
The workshop is a response to the growing need to gain sales competences, where the offer often concerns solutions that affect the entire client’s organization, and cooperation with many decision-makers, often with different needs and interests, is at stake.
How to navigate this type of sales? How to assess your sales opportunities and the necessary amount of resources? What constitutes unexpected added value and why does it need to be measurable? What strategies to use against competitors? How to negotiate with many people at the same table?
We will try to provide answers during this two-day workshop based on a specific methodology and proven tools.
Two days
March 28-29
Training methods
- Practical exercises
- Case Studies
- Behavioral training of specific sales and negotiation skills
- Individual work
- Moderated discussion
- Substantive lecture
- Work in pairs / small teams
For whom?
The workshop is dedicated to sales employees and managers who want to deepen their sales skills and expand them to the B2B segment.
Training program
- Traditional sales vs. B2b sales – basic differences
- Decision-making centres, a map of power and influence, or about recognizing the client
- Unexpected added value
- Numbers in b2b negotiations and sales
- Strategies for competition in b2b sales
- B2b negotiations – preparation
- B2b negotiations – communication skills
- Trust as sales capital
Benefits for participants
After completing the training, the participant:
- use tools for evaluating sales opportunities in the B2B segment
- recognize the interests and values of individual decision-makers and formulate them in the form of a Map of Power and Influence
- formulate a value-added offer
- efficiently prepare for negotiations
- use behaviors that increase success at the negotiating table
- use techniques to exert influence
- Conduct effective strategies against competitors
Additional information
- Training participants receive a complete set of materials
- Class hours: 8:30 – 15:30
- 23% VAT should be added to the price of the training
Price: 1650 PLN + 23% VAT
MORE INFORMATION AND REGISTRATION
