The Strategic Challenge
The negotiating environment is tougher than ever. Buyers are increasingly well informed, better trained, and margin-focused.
Buying committees are often diverse groups, comprising of end-users as well as technical, financial and procurement professionals. Buyers are under pressure to deliver year-on-year savings, meet the best available total-cost objectives and to achieve higher quality and availability requirements. Every negotiation must be conducted in ways that allow both buyer and seller to agree on the right actions that will lead to the right price and produce maximum value for both parties.
The Arena Concept
One of the cores to GPG’s training success is our unique ‘Arena’ training concept. Sales teams need to move out of their safe and familiar comfort zones and operate in the Arena where they are truly engaged and effective. Teams who use our tried and tested formula are guaranteed to demonstrate more constructive and less destructive behaviour and win more sales. This method is available with all of our training materials.
Program Objectives
- Leverage the inevitable tension and pressure inherent in every negotiation.
- Recognize and deal effectively with negotiation tactics.
- Shape and exchange value, rather than making costly concessions with little or nothing in return.
- Move decision-makers to a logical close based on value and ROI.
- Generate higher revenues and margins through more innovative agreements.
- Shorten negotiation cycles and increase close rates.
Navigating The Negotiation Arena
Negotiating in a competitive market inevitably creates tension and stress, especially when price, terms & conditions are discussed. Dialogue Based Negotiation enables your salespeople to stay in the moment and use the stress and tension to their advantage. They’re able to stay calm, focused, and confident throughout the negotiation cycle, knowing they have the right skills to negotiate with all stakeholders to establish and exchange value even with the most demanding customers.
Free to Share Our IP
GPG’s IP can be openly shared across your organization – in fact, we encourage it. Our business model is not about paying for IP licences but rather about getting your people to use and apply the new skills to their real-world clients. This allows your entire organization to understand our methodology, support the thinking, create innovation within their units and develop new ideas for helping and renewing client contracts.
Successfully Implemented Programmes
We have successfully partnered with GPG to deploy their behaviour change approach to our entire sales organisation globally. GPG´s approach to 100% real account/opportunity focus and application drove great results & was very well received
Group SVP Learning & Development
Sodexo
