PROGRAMS CANCELLED
Sales and Negotiation Series
This series is designed to help you move your selling skills to the next level. Whatever your role is in business development, one or more of these seminars will hone and update your sales skills. There are three seminars in the series, you can take all three and save 10% over the cost of the individual programs!
Sales Skills for a Tough Economy
High Performance Negotiation
Sales Strategies for a Slow Economy
Sales Skills for a Tough Economy
Move the needle on every call
Sales has changed. “Find a need and sell a solution” is an antiquated and ineffective cliché. Because markets have become increasingly complex and competitive, new behaviors are required to succeed. Specifically, selling today requires "alignment with client goals" and understanding how the current economic conditions affect the sales process.
Who benefits?
- Salespeople who desire to update skills and improve their effectiveness
- Anyone starting a sales career
- Salespeople who have not updated their skills in the last 5 years
- Sales people with long, technical and complex sales cycles
- Technical and other experts who support sales
You’ll walk away knowing how to:
- Gain access to the real decision maker
- Demonstrate positive intent
- Create instant interest
- Adapt to their social style
- Discover clients’ top priorities
- Probe and listen your way to success
- Sell payoff, not features and price
- Positively resolve client objections
- Consistently achieve desired client action
In-class exercises and role-playing help to transform your understanding into new daily behaviors.
Instructor
Chuck West is the program director of the sales and sales management program for Executive Education at the University of Wisconsin-Madison’s School of Business. He was honored for 20 years of “Outstanding Contribution in Management Development” by the university and holds the top rating on the national speakers lists of the American Marketing Association and the Sales and Marketing Executives. Chuck held sales and marketing positions at Ford, Honeywell, 3M, and West and Associates Consulting in St. Paul for 20 years.
Chuck earned his Bachelors degree in Business Administration with honors from the University of Michigan and was named the “Outstanding Business Educator” of the year. He received his Masters degree in Business Administration from the University of Wisconsin-Madison.
Sales Strategies for a Slow Economy
Selling skills to accelerate your sales career!
This course builds on the sales skills course, Sales Skills for a Tough Economy (see description above), to take you to the next level of business development. You will learn how to be strategic in your sales efforts to increase sales, income and business growth. Learn how to make the most sales possible in a slow economy.
Who should attend:
- Sales people who wish to update or enhance their skills
- Sales people with two or more years of experience
- Sales people who are taking on or currently have key account responsibility
- Sales managers assisting their sales people in account planning and strategic development
Topics
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How the current economic conditions affect the sales process
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Consistently identify high potential clients
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Get to key decision makers
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Discover an easy way to create sales strategies
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Use 5 forces that move clients
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Sell the business case of your recomendation
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Never yield to price pressure again
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Win business earlier and more often
Instructor: Chuck West (see bio above)
High Performance Negotiation
Develop skills to create win-win outcomes in business and personal situations. In today’s world, you are confronted with many competing priorities, resources and values. To sell or to lead people effectively, it is necessary to skillfully handle disputes and conflicts to achieve the best outcomes with the least damage to relationships.
In this one-day seminar, you will learn the difference between “positional bargaining” and “mutual gains negotiation” and why mutual gains negotiation neutralizes people who bargain from positions. You will also increase your confidence to negotiate and deal with people who have more power and who use dirty tricks.
You will learn to:
- Prepare for negotiations
- Separate the person from the negotiation problem
- Create options for mutual gain
- Identify your and others’ negotiation styles
- Walk away from negotiations without damaging relationships
- Close negotiations on a positive note
- Resolve conflict in a win-win manner
- Deal with disputes so that both sides win
Instructor:
Tony Nagle is president of A.G. Nagle Company, a training and development firm specializing in negotiation and sales strategies. Known nationally as a negotiations expert, Tony has trained more than 20,000 people from industries ranging from manufacturing to banking to telecommunications. He works on negotiation problems in sales and marketing and consults on mergers for Fortune 500 companies. In "Mutual Gains Negotiation," Mr. Nagle was trained by William L. Ury, Director of the Harvard Project on Negotiations and co-author of the best selling book, Getting to Yes, Negotiating Agreement Without Giving In.
