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Win-Win Negotiations
“Win-Win negotiated outcomes Increase Business Returns whilst maintaining Customer Relationships”
Friday & Saturday
23 & 24 November 2007
9.00 am to 6.00 pm
The best negotiating technique is a Win/Win approach, and refers to partnering with the customer, so the end result is a satisfactory outcome (a win/win) for both sides. The program will provide the insight and skills necessary to reach a win/win end result for small or large negotiations. Participants will understand and practice negotiations using ……Please click here.  
Consultative Engagement Skills
Do your customers only see your products & services as product/price?”
Consultative Selling may be your only successful differentiation in a mature market phase. 
Thursday & Friday 29 & 30 November 2007
9.00 am to 6.00 pm
The workshop focuses on the techniques needed to effectively interact with your customer in face-to-face situations. The course aims to enable you to prepare for your meetings, manage and execute effectively customer meetings, effectively question for needs, handle objections and create the perception of problem solver and not a vendor. Consultative Selling simulation is a computer-based simulation that allows participants to manage an account relationship in major manufacturing company.  The participants’ goal in this simulation is to use consultative selling to reach the CEO of the manufacturing company and get on track for the deal worth $1 billion.  The tricky part is how …… Please click here.
 
Monday - Wednesday3 - 5 December 20079.00 am to 6.00 pm 
 
Strategic Account Management
“Are you taking care of 20% of customers that give 80% of your revenue?”“Are you farming or hunting?”
This workshop focuses on equipping sales teams with the techniques needed to effectively plan and manage your customer accounts. The course will provide Account Managers with a structured framework for account planning and profiling your customers. The Winning Major Sales! Simulation is a unique computer‑based simulation that provides workshop participants with the opportunity to apply account planning and management concepts …… Please click here.