Negotiating with Real Buyers (Foodservice) Open Course
'This was a fantastic course. Thank you.'
Robert Smith, 3663.
'This course was conducted by extremely experienced and capable trainers. Thank you.'
William Fitch, Leathams PLC.
Date
Thursday 5th February 2009.
Duration
1 day
Cost
£349 +VAT
Venue
Weston Manor Hotel, Oxfordshire. A special rate of £85 per night bed and breakfast is available for all delegates attending any GA course.
Timings
09.00 Coffee and Registration
09.30 Start
17.00 Close
Booking
email info@ga-training.com or call 0845 130 5714.
Course Brochure
CLICK HERE to download a brochure.
Who would benefit?
- Sales executives
- Sales managers
- Account managers
- Marketing managers
What is this course about?
This course will get you inside the mind of the buyer and give you the chance not only to improve your negotiation skills but to actively engage with a professional buyer whose current job is to negotiate effectively with sales people.
The course takes you through everything you need to know to become an effective negotiator. You will learn everything from what a buyer is expecting from you to how they prepare for their meetings.
Foodservice buyers demand that their suppliers know their market. This course challenges you to think from the foodservice buyer's side and use this perspective to achieve better results in every negotiation. The course is highly interactive with workshops throughout the day which will enable delegates to practise the skills learnt in an environment where potential mistakes won't cost the company money!
Objectives
By the end of this course, you will:-
- Have the knowledge and tools necessary to be able to conduct any negotiation as a competitive and collaborative negotiation
- Understand how to make the most effective use of time available for negotiation preparation
- Appreciate the benefits of a wide range of persuasion techniques which are effective in commercial negotiations
- Learn what buyers are looking for and how they judge you during negotiation
- Be aware of the most commonly used tricks, traps and ploys used in negotiation and, more importantly, how to deal with them
- See for yourself the factors which make the difference between effective and average negotiators
Key topics covered
The 7 step process to an effective outcome
Where selling stops and negotiation starts
Techniques of advanced negotiation skills
Achieving the 'Win-Win'
Closing the deal
The buyer's perspective of what makes a good / poor negotiator
Understanding the buyer's planning, approach and tactics for a negotiation
Observation / review and learning analysis of a staged role-play between the buyer and sales negotiator
'It's a deal' - A series of one-to-one negotiation role-plays
Open forum - Your chance to question the buyer and the negotiator
