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The Whole Thing reserves the right to alter dates, content, venue and the trainer for each course with reasonable notice.
This course is CPD Certified with each day equivalent to 6.5 hours of CPD
Major Contract Negotiation Skills for Great Selling Results
WHO SHOULD ATTEND?
Senior sales personnel, key account managers and business development mangers that want to learn (or relearn) and improve their major contract negotiation competency for maximum impact so that they can get the very best results from their selling in pursuit maximum sales performance and the organization’s goals.
Conducting major contract negotiation is a complex activity that requires the development of a full range of skills. Top negotiators help their organisation save money and make higher profits. Mastery of the major contact negotiation is vital for effective selling performance and individual and team contribution that drives business growth.
Major Contract Negotiation is a proven and very practical approach to major negotiation that builds upon the Sales Negotiation Skills course previously given. This course covers the three elements that normally need most development, namely planning negotiations, conducting negotiations and documenting negotiations. The program takes a holistic view of sales negotiations at a normal level and introduces the delegate to the fundamental knowledge, skills and attitude required to behave effectively and confidently manage any sales negotiation to a great result.
The program is well researched, knowledge-based and designed with the individual learner at the centre of the learning process which means that the course is extremely interactive and practical.
By the end of this course delegates will be able to:
DAY 1 • MAJOR CONTRACT NEGOTIATION FUNDAMENTAS
Understanding Major Contract Negotiations
Major Contract Competency
Unlocking Major Contract Negotiation Success
Planning Major Contract Negotiation
Bargaining and Major Contract Negotiation
Closing a Major Contract
DAY 2 • MAJOR CONTRACT NEGOTIATION IN ACTION
Major contract scenarios will be agreed with the Client prior to this course.
Delegates will work in teams of 3 to 4 and asked to plan, bargain and close the major contract negotiation given during the course of the day, run as follows:
Plan for Your Major Contract
Prepare a negotiation plan summary for the major contract and present this to the whole group for review and feedback
Bargain Your Major Contract
Prepare for and role-play a meeting between buyer/seller that bargains the major contract; these sessions filmed for rewind and replay.
Close a Major Contract
Prepare the contract for the major contract closed and present this to the whole group for review and feedback
Key Learning Review
Each delegate will be asked to complete a pre-course questionnaire to determine their individual learning objectives. These will be used by the trainer to give on track training that is focused on the individual learner attending.
The most appropriate training format, content and approach for this course will be discussed with you prior to the start of your course.
ON-TRACK FOR GROWTH
The individual leaves this program with a Personal Action Plan to encourage immediate transfer of training to the job.
EVALUATION TO ENSURE CONSISTENT QUALITY
All our courses are evaluated at Kirkpatrick’s Reaction and Learning levels as part of our quality control process as follows:
Level 1- Reaction- Training Course Evaluation Form
This training course evaluation form is used to maintain and improve the standards of our training courses.
Level 2- Learning- Pre and Post Training Test
The test is confidential and used to evaluate our training, not the delegate. The results help us answer the question “Did people learn what we wanted them to learn from the training?” This test is run at the beginning and at the end of this training course.
The Whole Thing can help properly position and align all learning and development with business priorities to ensure that effective evaluation is possible. We encourage all our clients to agree measures prior to any intervention so that return on investment (ROI) and process gets attention.
Please contact The Whole Thing to explore the many ways that we can help you.