Description
Selling and negotiating with the industry requires a real understanding of the mechanisms and specificities of the sector, as well as a perfect mastery of negotiation techniques. This training in negotiation with the industry is a benchmark in the market. This training offers a dual approach which strengthens the professional skills of participants and optimizes the results of their negotiations.
Who is this training for ?
For whom ?
Sales and technical-sales engineer, business engineer, key accounts engineer, salesperson in charge of negotiations with industry. Sales engineer from a technical background starting in the sales function with industrial clients. Sales manager, sales team manager.
Prerequisites
None.
Training objectives
Training program
- Integrate the current industrial context
- Major developments.
- Respect standards: quality, environment, ethics...
- Analyze the specificities of different industrial sectors
- Analyze your industrial targets: specificities of the sectors and contacts.
- Understand the project, the roles and methods of communication.
- Enrich customer discovery.
- Master the purchasing process
- Understand the financial issues via the income statement.
- Help the buyer reduce their costs.
- Understand the origin of the project.
- Discover the decision circuit.
- Define the KPIs.
- Addressing the concerns of industrial buyers The purchasing portfolio: analysis of
- Pareto.
- Legal aspects of negotiation.
- Negotiation tactics.
- Adapt to different buyer profiles
- Discover the types of buyers and salespeople.
- Adapt to the buyer. Identify buyers' traps and avoid them.
- Succeed in your negotiation commercial Obtain consideration for any concession
- The case of renegotiations.
- From the final agreement to loyalty.
