Strategic Selling
Overview
Improve your negotiation skills in a challenging environment and learn the tools to conduct negotiations in order to maintain positive long-term relationships.
Who should attend
Experienced sales and commercial people, key account managers and business development managers at a senior level.
Course objectives
By the end of this highly practical course, you will be able to:
- Build the confidence needed to conduct difficult negotiations carefully
- Cope effectively with more difficult people and stay in control
- Gain respect from yours customers and colleagues
- Secure results
Course content
Prepare yourself to the negotiation
- Understanding the issue at stake
- Understanding the climate of the negotiation
- Dealing with your nerves and managing pressure
- Choosing the most appropriate communication style
Think your Negotiation Strategy
- Understanding the main steps of negotiation
- Selling clear objectives
- Structuring your approaches and preparing your arguments
- Preparing bids and identifying the counterpart's position
Conduct with Difficult Negotiations
- Dealing with key accounts
- Giving and achieving concessions
- Dealing with professional buyers
- Handling objections and influencing positive outcomes
- Tackling competitors' offers
Close Win-Win Negotiations
- Choosing when and how to close a deal
- Obtaining commitments
Introducing your Facilitator
Katrena Friel
Principal Consultant Learning & Development
Katrena Friel is one of the brightest minds in training, coaching and corporate consulting today.
She incorporates three key aspects, one being life-transforming skills, training and professional development programs as well as professional coaching and mentoring.
She specialises in business development. Her sound knowledge of business, plus her ability to put ideas into action through planning, training and development ensures her client's success.
For over 20 years, she has contributed to the success of thousands of companies in most industries, consulted to hundreds of entrepreneurs and guided thousands of individuals - inspiring them to their next level of development.
She holds formal qualifications in Business, Management, Advertising, PR, and Marketing and is a Master Practitioner and Train the Trainer of Neuro Linguistic Programming (NLP).
Katrena's life purpose is to cultivate solutions that develop creativity, leadership and communication skills for a leap frog effect in people's lives.
Testimonials
Working with Katrena as a trainer, coach and mentor, it didnt take long to identify that she knows more about me than I do! She has an understanding of how I think, easily perceives what I'm feeling and generally how I will react to most situations.
She is engaging, with a warm, generous heart and a witty sense of humour. Her ability to identify with every kind of person creates a unique sense of comfort and ease for those around her.
More than a rock, Katrena has been a constant guiding light.
Sarah, Melbourne
I enjoyed 2 whole days of Katrena's sales masterclass. The best thing about it would have to be the tangible outcomes I came away with rather than a lot of homework that I would need to put together on my own. Thankyou Katrena!
Lisa, Brisbane
Katrena is a truly great and gifted sales person....she has and exhibits all of the attributes that go into being successful in any role she is involved in. She is a warm and compassionate person, she is both funny and articulate and I always found that she is a pleasure to be around and work with. She works extremely hard to over achieve on her targets and goals and she would make a valuable contribution to any organisation, group or team that values its people. Chris, Chatswood
I have been trying to find exactly the right words to cover how meaningful, relevant, amazing and unique the session together was but I finally gave up on waiting to produce the perfect response and decided to email you. Maybe thank you sums it up for now. But as the days passed this week, and work got so busy and the time out for training on Monday seemed a world away, many of the issues and situations we covered are still coming back to me. I feel privileged to have had the session with you. Michelle
Just wanted to say thanks for an excellent 2 days! It was very thought provoking if not hard work. Rebecca
Thank you for a great couple of days. All the information is sinking in and I can already notice a difference in my approach to everything! Heidi
Duration
Two day workshop
$965.00 + GST per person
1 on 1 executive coaching (one 8 hour day)
$3000 + GST
Small group training available (2-3 people - one 8 hour day)
$3000 + GST
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Ask us about our one day intensive workshop availability.
Special Offer
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Call us to find out if you qualify for our special two for one offer.
Training Delivery Options
- Single booking for public program
- In-house program enquiries welcome
- One on one or Small Group Corporate Coaching available
For more information or to book this training program with BSI Learning:
02 9215 0196 
katrena.friel@bsilearning.com.au