What You Will Learn :
- Inability to identify when the client is ready to negotiate
- Not engaging with Procurement
Imparta understands that good sales negotiation cannot be separated from the sales process. Now more than ever the role of sales negotiation is essential. Despite its importance, many companies still fail to train this as an explicit skill or to link it to their sales methodology. As such, value is left on the table; either because salespeople and negotiators give too much away or because they are too focused on winning concessions and fail to spot opportunities to create value for both parties.
Imparta’s Negotiating Client Value (NCV) training course has been specifically developed for the sales environment. The course echoes the customer-centric philosophy of Imparta’s award-winning core methodology workshop Creating Client Value (CCV), which builds advanced negotiation strategies and skills in the context of the customer’s Buying Cycle. This onsite training course will develop the skills of your salespeople in order to create value for both parties while defending your margins against price pressure.
Who is this course for?
This onsite training course is best suited for those involved in sales and contract negotiations with customers. Typical roles who would benefit from this course include:
Business Development Managers
Account Managers or Directors