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Strategies and Techniques for Crushing Price Objections
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ORGANISATIONAL NEGOTIATION COMPETENCE
WHAT IS YOUR COMPANY’s NEGOTIATION IQ?
This questionnaire has been designed to assist the C-suite, Managing Directors, VPs of Sales, Sales Directors, Procurement Directors, Business Leaders and Business Owners in getting a comprehensive view of how their organisations and business functional areas negotiate as a whole, identify gaps that erode profitability and improve negotiation performance of their mission-critical teams.
More than 80% of salespeople make a price concession before closing the sale and an average of 1% price discount may decrease your operating profits by 8%-11%.
50%-70% of a typical company’s revenue goes back to suppliers and only 13% of organisations confirms that they realise all of the anticipated value from supply contracts.
A 1% decline in variable costs can result in more than 7% increase in operating profits.
Between 20% and 40% of the annual contract value is at stake due to how contracts. are negotiated and how relationships are managed.
60%-80% of strategic alliances fail to deliver expected benefits and value.
70%-90% of mergers and acquisitions fail and up to 90% of these strategic deals do not boost shareholder returns.
IACCM found that companies with no standardised negotiation processes in place suffered an average net income (bottom line profitability) decline of 63.3 per cent.
How your organisation negotiates as a whole can make or break your company. Complete this questionnaire to receive a tailored report with actionable recommendations on how to create exponential growth in your business by transforming negotiation from an individual competency into an organisational capability.
Our negotiation training programmes are borne of the demand to deliver practical and comprehensive negotiation strategies, processes and tools, and develop negotiation skills that produce real business RESULTS:
Equip your sales teams with Advanced Sales Negotiation Strategies, Techniques and Tools to improve margins, reduce excessive discounting, negotiate effectively with professional buyers and sell more profitably by competing on value not price.
Develop peak-performing procurement teams by equipping them with fit-for-purpose Negotiation Strategies, Techniques, and Tools to reduce costs and achieve real cost savings, negotiate effectively with single-source suppliers, improve SLAs, and use supplier relationships to improve corporate competitiveness.
Outsourcing, M&A, Partnership Negotiators & Governance Teams I Negotiations can make or break your company. Outsourcing deals, Alliances, and Strategic Partnerships are not just about transactions. They are commitments to work together to create value, and signing a contract is merely the beginning of that process.
At Business Negotiation Academy we help businesses make sustainable improvements to their performance, in those areas that matter the most. We build customised and comprehensive negotiation skills development solutions to help our Clients gain a competitive advantage, negotiate more profitable deals, and build strong working relationships with clients, suppliers, and stakeholders.
Although the outcome of a single sales negotiation may not have a significant impact on your company’s revenue figures, the cumulative effect of the hundreds of negotiations your sales resources undertake every year will have an enormous impact on the company’s strategy, cash flow, and its profitability.
The goal of most purchasing negotiations today is to secure the lowest total cost of ownership solution. Supplier negotiation is no longer just about getting the lowest price. In today’s ever-changing economic climate, successful supplier negotiations are critical to improving operating profits and creating a long-term competitive advantage.
Empower your team with an elite level negotiation capability ensuring high risk, complex and cross-cultural negotiations are managed effectively through harnessing best and leading business negotiation practices. Enable your strategic resources to maximize, secure and deliver the intended value of their contracts, by implementing a negotiation methodology that is focused on the entire lifecycle of interactions between parties to a negotiation, rather than just on closing a deal that looks fantastic…..on paper, only.
Our goal is to help you build a world-class, unparalleled negotiation capability. That’s why we don’t just deliver negotiation training. You can’t effectively develop your negotiation skills over 2 days. At BNA we deliver comprehensive capability development programs, and our open-access negotiation training is just the first step in building your negotiation repertoire. Read More >
It was the best negotiation training I have ever attended.
David W. - Client Business Manager, Vodafone
I have just completed Michael’s negotiation course. Michael made the course very interactive and used a variety of different approaches in his teaching. He is clearly very knowledgeable with regard to negotiation. I used to run internal training courses for several years after receiving extensive training to do so. As a result, I am tough to impress. However, I thoroughly enjoyed the session and gained a lot of valuable learning.
Kevin R. - Business Improvement Manager, Network Rail
I attended a sales negotiation course run by Michael and he really knows his stuff. The courses he runs are full on and intensive involving group work, exercises and individual feedback. The skills you gain in such a short period of time are priceless. The knowledge gained from the course has significantly improved my negotiation skills and has ultimately helped increase the company sales revenue. I would highly recommend you speak with Michal to see what he could offer.
Jim V. - Business Manager, Vascutek
I have become more mindful of my preparation and time spent before engaging with internal and external customers. Using negotiation skills and planning, I’ve been able to bring in 3 service orders for work (22 days of work, and >$10,000 in revenue).
Nichole C. - Project Manager, NGA HR
The Negotiation Training & Intervention delivered by Michael Zieba helped tremendously. The meeting with the customer who used to be very aggressive went very well and they very much want to partner with us to make this partnership successful. We executed our negotiation strategy and the customer has signed the biggest CR in the history of our company – £3.5M. Thank you very much!