Acclivus Sales Negotiation
Targeted Audience:
Acclivus Sales Negotiation is intended for sales, support, and service professionals, managers, and executives.
The Learning Process:
- Acclivus Sales Negotiation Workshop: Two days – 12 to 20 participants
- Acclivus Sales Negotiation 12-Week Follow Through
- Acclivus Sales Negotiation Part II—Mastery: One day – 12 to 20 participants
Acclivus Sales Negotiation® is the most highly validated approach to Business-with-Business® negotiation. The program enables professionals to achieve revenue objectives and strengthen customer relationships while preserving their own credibility, the integrity of their products and services, and the profitability of their organizations.
Performance Objectives:
Through the principles and techniques of Acclivus Sales Negotiation, participants learn how to effectively:
- Prepare for each negotiation by establishing a plan and strategy that will ensure optimal return for both parties
- Identify, understand, and respond to negotiating challenges and opportunities in a way that empowers the participant’s negotiating position
- Manage customer expectations during the decision process in order to eliminate tension and stress traditionally associated with negotiation
- Elevate negotiations—and relationships—from the competitive level to the more productive cooperative and collaborative levels
- Fully understand the needs driving customer demands so that customer needs can be met even if demands cannot
- Avoid entering into negotiations that are not likely to produce favorable outcomes for your organization or one in which you are not fully prepared
- Support and protect the interests and policies of the participants’ organizations
- Adhere to standards of personal integrity and succeed without misleading customers
- Apply the techniques of the Acclivus Negotiation Framework to positively influence the tone and substance of negotiations and guide them toward mutually beneficial outcomes
- Produce favorable results within a negotiation while strengthening customer relationships
“We are seeing significant results in decreased giveaways in negotiating, stronger mutually beneficial terms, and overall more strategic relationships with our customers.”
“The successful achievement of our goals, our common business language, much improved professionalism, and improved parts and service revenues can all be attributed to the implementation of the Acclivus approach.”