A workshop designed to help professionals negotiate more effectively in the selling environment.

What is the difference?

Lawyers, accountants and consultants frequently engage in a common activity as part of their respective professionals. Whether clarifying the complex details of a transaction; valuing a clients double-tax management treatment with the authorities, or, liaising difficult issues between a board and their senior managers; what these professionals all have in common is the ability to negotiate.

Negotiation is a fundamental quality in the professionals portfolio of skills and one which in theory should be transferable across the different aspects of the job. However, applying negotiating abilities to the selling environment is an excersise that many professionals do less effectively. Their strong sense of logic, persuasion and exchange can be clouded by the perception that the business of selling is a misfit with their professional image and that the potential price for rejection can be high and painful.

In reality, this perception is quite distant, because the processes and strategies used by most professionals when giving advice need only a moderate amount of conversion for successful use in the selling environment.

How can we help?

ThePipeline has a one-day workshop designed to assist professional with adapting their negotiating skills to the selling environment. Individuals' benefit by identifying their inherent patterns and strategies and then transferring these into an environment support by simple tools and proven techniques used by sales professionals. The workshop covers the following areas:

• The Psychology of Negotiating (definitions, principles and recognition)
• Types of Negotiation and their Stakeholders (stages, objectives, buyers, needs/wants)
• Negotiating Framework (prioritising, preparation, business case, objections)
• Structuring a Solution (seller/buyer roles, agenda, tactics, conducting, offering)
• Practical Negotiations (responses, competitive ploys, obstructions, closing)

How will you benefit?

Selling through negotiation provides professionals with the skills, processes, tools and strategies needed to win in today's harsh environment. Professional services organisations will benefit:

• Improved rates of success
• Individuals identifying and converting their own skills into a new context
• Being equipped with complementary methods used by sales professionals
• reduced chances of failure at a time when the cost of sales is very high.

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