CONTROLLING THE NEGOTIATIONUnderstanding Key Moments During the Sales Process

© 2014 ClearEdge Partners, Inc.

Attendees will Learn

¡ Why sales teams are heavily incentivized to set-up deals early in the buying process

¡ The personality traits of the best negotiators and how to deploy assets to counteract their strengths

¡ Common closing techniques employed by sales teams to uncover information and close deals

Overview of Training

Sales teams are masters at setting up a deal long before the negotiation; this preparation is the combination of learned skills and innate intuition to effectively capture critical information. This session, led by a former sales executive with 20+ years experience, will delve into a behind the scenes view of the suppliers negotiations tactics and deal set-up.

Sales teams are always negotiating, even while their mining for information. They are trained to never answer and unasked question and to constantly think about maximizing the price across the entire buying campaign. Throughout this session, attendees will learn how suppliers systematically uncover information about the buyers’ needs, budgets, agenda, and plan to acquire a new solution.

Raising Awareness4 Sales Targets & Tactics4 Meet Your Counterpart4 Managing Leverage & Uncertainty4 IT Services Sales Strategies4 Executing Complex ELAs4 Controlling the Negotiation

Building Skill Sets4 Controlling the Compelling Event4 Enterprise Software Bootcamp4 Internal Alignment Workshop4 Deal Planning Workshop4 IT Services Workshop4 Category Workshops

Developing Leadership4 Battling Supplier Incumbency4 V.A.L.U.E. Guide Fundamentals4 IT Services Best Practices4 Deal Readiness: Turtles to Tigers4 V.A.L.U.E. Guide Best Practices

¡ Understanding of negotiation tactics and techniques applied to real world examples

¡ How sales teams align their efforts within the strategic selling process to maximize their return

¡ Sales organizations are always competing for critical information and constantly improving their efforts

ClearEdge Education Program

Event: ISM Monthly Dinner MeetingWhen: September 11, 2014

6:00 - 8:00 pmLocation: Coast Hotel

625 116th Ave. N.E.Bellevue, WA1 Credit Hour