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Artful Negotiation™

The CBS Inc. Artful Negotiation™ workshop is designed to increase the awareness of purchasing negotiation tactics in the sales process and significantly improve your sales organization's performance.  Each year corporations spend thousands on procurement training and yet many sales professionals are expected to adapt with little or no training.

CBS's Artful Negotiation™ workshop combines classroom training  and workshop selling situations to develop artful sales negotiation techniques that increase profitability and sales.

Through a development of Need Satisfaction Selling and Win/Win negotiation, your team will become better prepared for their next sales interaction.

Workshop Objectives

    Build on existing selling skills
    How to develop a Win/Win negotiation
    Identifying the customer's buying position
    Understanding of the negotiation process
    Identify buying types and signals
    Handling price objections
    Eminent conflict situations
    Understand and leverage what motivates a buying decision
    Understanding the competitive threat
    Understanding personal and business value judgments
    The do's and don'ts of Win/Win selling
    Implement the tools and process for improved performance
     

Module Structure

Introductory A.N. skill level questionnaire (individual)
Team workshop mock sales situation (Champions, Buyers and Sellers)
Introduction to Artful Negotiation™ (Part 1)
Team workshop mock sales situation two (Champions, Buyers and Sellers)
Interactive 12 question Training Game (teams)
Artful Negotiation™ (Part 2)
Team workshop mock sales situation three (Champions, Buyers and Sellers)
Closing A.N. skill level questionnaire (individual)
 

Module Length

The Artful Negotiation™ workshop is conducted onsite in approximately 6 - 8 hours dependent on the audience size and the level of participation.  Clients will often structure additional assessment testing of incumbent or new-hire employees.
 

Location

The Artful Negotiation™ workshop is conducted at your location within North America.  We request a classroom style environment free from business interruptions.
 

Audio/Visual Equipment

CBS will provide a compact disk copy of the customized training module and a laptop for CBS Consultant module presentation.  A laptop video projector can be provided at an additional charge of $225.00 per day.
 

Fees

Fees are assessed based on the number of participants in a session.  The fee per participant is $185.00 with a minimum of 8 and a suggested maximum of 20 attendees.  Meal and accommodation expenses are included.  Air travel expenses are charged at the actual rate.

 

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Last modified: 01/27/06