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The 3D Negotiation - Sales Training
Duration: 4 hours + debrief
Participants: 12-24 (in two or four teams)
Who: Staff at any level
PC required: None
Price:
£395.00
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Why 3D? Based on real events, this sales training activity incorporates negotiations between buyers and sellers plus the internal negotiations with their respective directors - and the goalposts keep moving!
As account managers for a large computer company and as buyers for a retail chain, participants embark on what seems a simple sales negotiation. But teams have to negotiate with each other and with Directors in their respective organisations.
The sales process is subject to critical, board-level decisions on both sides. Delegates have to re-negotiate, not only with each other but crucially with their own organisations. They learn the need for a flexible strategy in order to meet everyone’s needs. Just when they think the deal is clinched, the situation changes as competitors enter the market and the features of the product alter. The exercise provides a core model for any sales training or negotiation programme.
As account managers for a large computer company and as buyers for a retail chain, participants embark on what seems a simple sales negotiation. But teams have to negotiate with each other and with Directors in their respective organisations.
The sales process is subject to critical, board-level decisions on both sides. Delegates have to re-negotiate, not only with each other but crucially with their own organisations. They learn the need for a flexible strategy in order to meet everyone’s needs. Just when they think the deal is clinched, the situation changes as competitors enter the market and the features of the product alter. The exercise provides a core model for any sales training or negotiation programme.
- face-to-face negotiation skills and the sales process
- about account management
- how to handle objections
- decision-making and problem-solving under pressure
- to handle conflicts of interest
- to communicate accurately at every stage
- to adopt a flexible strategy
- Divide participants into teams of Buyers and Sellers – each with its own Director.
- Issue Briefing Materials and allow 15-20 minutes for teams to establish their initial objectives.
- Observe teams in Rounds 1 & 2 of negotiation.
- After five rounds, give teams a contract, which they can sign if they have reached agreement!
- Lead a debrief analysing what happened.
Full guidance is provided in the Trainer’s Notes.
P. Hawthorn, One Step AheadPuts all the theory into practice. Very realistic, active and thought-provoking - and very easy for delegates to get into role - they don't notice.
Delegate FeedbackI was suprised at how good the exercise was - very practical and really put all the theory into practice.
- Vodafone Business Solutions Ltd
- Volkswagen Audi UK Ltd
- Magnet Group
- Michelin Tyre Company Plc
- Rentokil Initial Plc
- PJH Group Ltd
- Lafarge Aggregates Ltd
- Badenoch & Clark
- Blackpool & The Fylde College
- Amber Valley Housing Ltd
- Trainer’s Notes
- Sales Director’s Brief
- Sellers’ Brief
- Purchasing Director’s Brief
- Buyer’s Brief
- Sellers’ Datacards
- Buyers’ Datacards
- CD-ROM containing Order Forms for printing (and Team Materials for re-printing purposes)
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