Negotiation Skills - SBR Consulting

The challenge: Sales teams and account managers must navigate complex negotiations with skilled procurement professionals, requiring both confidence and expertise to achieve outcomes that benefit both the business and its clients.

The solution: SBR’s collaborative, win-win approach trains advanced negotiation skills, helping salespeople avoid common pitfalls, manage risks, and strengthen client relationships. This leads to improved profitability, greater client satisfaction, and enhanced organisational efficiency.

The benefits

This program equips participants with the skills to tackle negotiation challenges confidently and strategically, ensuring mutually beneficial outcomes.

Advanced negotiation skills:

Master techniques for pricing and scope management to secure profitable new business and successful renewals.

Risk management

Learn to anticipate and manage risks like scope creep, safeguarding profitability.

Stronger client relationships:

Foster trust and satisfaction through balanced negotiation strategies, driving repeat business and a solid market reputation.

These skills enhance organisational efficiency, profitability, and client satisfaction.

Sample programme

Module 1

Mindset, value articulation, and strategic validation

Mindset: Self-talk & the self-confidence cycle.
Learn how to sell your value: Client concerns vs. your capabilities, preparing your value-add, what is the Issue Consequence & Value (ICV), Features Advantages Benefits (FAB) and Return on Investment (ROI).
Third-party validation: Preparing your supporting third-party validation.
Key actions.

Module 2

High-performance negotiation habits

Preparation: Understand your Best Alternative to a Negotiated Agreement (BATNA) and zone of Possible Agreement (ZOPA).
Objection management: 3 types of objections.
Negotiating techniques: A deep dive.
How to close: Agreements & next steps.