Effective Sales Negotiations

This training workshop is designed to equip participants with following benefits -

Like it or not, everyone has to negotiate all the time in home, college, workplace, and customer facing situations in sales career all the time. Negotiation is a fact of life. Negotiation is a very basic process or a means of getting from others what you want. What was once considered an adversarial, often-contentious struggle between buyers and sellers has shifted to a collaborative, problem-solving mindset as it has become clear that the zero-sum negotiating philosophy of "I win only if you lose" did not always fit in a world of business interdependencies and cooperation.

This Workshop will provide participants with outstanding clarity on definition and types of Negotiations. It goes deep into the world of Negotiation and equips participants with strategies, techniques, tactics and tips to consistently practice the art of negotiation and quickly master it to such an extent so as to become an expert practitioner. This is a "must have" tool for improving sales performance. Other Workshops on 'Consultative Selling Techniques' and 'Key Account Management' hone your skills as sales person to convince customers about superior value of your products or services, but you have to be an expert negotiator to be able to close deals in midst of extreme competition with terms and conditions of sale that are favorable to your company.

Workshop is highly interactive. Having trained large number of participants with many years in selling career in different areas of trade, industry and business, Faculty has found out that level of unlearning old methods of training and adopting new learnings is directly proportional to level of interactions between faculty and participants and also amongst participants.

Extensive use of Case discussion methodology. Cases are designed to increase absorption of new learnings on a permanent basis.

Participants will be asked to correlate their past experiences of handling specific customer situations with principles and techniques of negotiation discussed in workshop. Faculty has found out from experience that this has increased absorption of new techniques in day to day working style of participants.

Faculty uses number of Role Plays to ensure that participants will get a flavor of playing out negotiating techniques in real life situations and become adept in effectively using these from very next day. Role Plays will be conducted under close guidance from Faculty to increase their effectiveness.

Participants will need to come prepared with at least some real life situations (it is not mandatory for attending this Workshop but will help participant if done to some extent) that will be discussed in a group situation as part of above listed methodology.

Last but not the least, Video clippings are one of most effective methods of imbibing new learnings, and hence will be used extensively to make Workshop highly effective and productive.

This course is designed for General Managers and Sales Managers at all levels who are individual contributors or lead teams in a sales organization

Mr. Mukesh Mathur, B.Tech (IIT Kanpur), PGDM (IIMC) has 36 years experience in Sales, Marketing and General Management with leading Indian Companies and MNC. His exposure includes Consumer Durables, Office Equipment, Building Materials, Software Sales & Marketing and Retail.

Mukesh spent 17 years in Godrej & Boyce, starting as Management Traineee, worked in various assignments and finally as Business Head of the Electronic Typewriter Business. He then worked as Executive Vice President and Head of Ceramic Tiles Business, Spartek Ceramics India Limited and as Whole-time Director and Head of Polaris Retail Infotech Limited where he was responsible for new software products launches. Subsequently he was with Oracle India as Executive Director for 9 years in charge of developing Oracle Retail software business in India and other countries in the Indian subcontinent.

He is a Member of CII National Committee of Retailing and FICCI Retail Committee. His breadth of experience includes world class Consultative Selling Skills, Key Account Management, Sales Negotiations, Distribution Channel Management and Management of Sales Organization.

In our workshop, we maximize knowledge assimilation in the participants through combination of execution elements like case discussions, exercises, simulated games and activities, video led sessions and discussions on global best practices. At the end of each workshop we facilitate the participants to distill Key Learning and prepare Action Plans to deliver solid business results for our clients.