NEGOTIATION

Successful Negotiators Are Created Not Born

Learn Negotiation

We help businesses by teaching practical sales techniques that ensure an increase in business.

PUBLIC WORKSHOPS

Our workshops teach powerful techniques, practical and motivational your team will enjoy rapid advancement of their skills and capabilities.
(Send any number of participants)

COMPANY WORKSHOPS

Bespoke training tailored to your company’s needs. Participants emerge fully equipped with both the practical application and the confidence. See immediate behavioural difference in their capabilities, motivation and attitude.

Smarter Selling Stages of Development

Options: Public workshops/Company Workshop 

PUBLIC WORKSHOPS

You, or your team attend a pumped up, powerful ‘Public’ two day sales workshop.

Option 1. Expand your knowledge through our public workshops

 
Sales Accelerator course 
  • 2 Day Workshop
  • 7 foundations of sales. How to find, create and convert a sale FAST.
  • Rapidly up skill your sales people and get them confident and ahead of the game.
  • Techniques that win business.

You want to be the Expert? Known as the Professional? Get deals that you thought were pipe dreams? This course is what will get you them. Most popular workshop – great for quickly up skilling your team to hit the ground running with powerful techniques across all the essentials of finding, creating and converting a sale. Expansion of skills to sharpen the tools and expand the knowledge of even the most experienced sales person.

Topic 1: Exploration & Selling
Why do people buy? How to effectively sell your product, service or idea.  How to be the expert. How to be professional.  Essential underpinning to every business transaction, critical to the success of the business.

TOPIC 2: Listening
The backbone of all communication. Understand active listening.

TOPIC 3: Objections
Understanding what this really means and how to convert into a sale.


TOPIC 4: Negotiation
Successful negotiators are created not born. Shift the focus off price and onto aligning the perfect solution. Learn great tactics.

TOPIC 5: Managing clients’ expectations
Service excellence. Managing tricky situations.

TOPIC 6: Business Development/Prospecting
Essential to the growth of your business. How to make prospecting easy and comfortable. Be someone who embraces prospecting with a clear head, consistency and genuine enthusiasm.

TOPIC 7: Presenting
Structure to ensure seamless delivery of your message. Be a powerful presenter who understands how to embed a message (that makes sense to your ‘audience’) with clarity.

Choose your Date and Secure your Place 

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Second stage: Negotiation 2 Day Course
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Successful negotiators are created not born. Shift the focus off price and onto aligning the perfect solution. Learn great tactics. 

Two day FAST TRACK: Learn the essentials to being a powerful negotiator! 

Providing you and your team with great negotiation skills sets you up for life. 

Shift the focus off price and onto aligning the perfect solution.

It will get you completely ahead of the game when it comes to knowing how to negotiate.

 

FUNDAMENTALS
Plan, prepare, outcome
Focus
Intention
Build Trust
How to Align

TACTICS
Techniques
Hierarchy
Cartesian Coordinates

MINDSET
You set the value
Emotional intelligence

AUDIENCE
Value
Buyer position
Drivers
Meta programs

COMMUNICATION
Persuasion
Observation & Adaption
How to motivate
Positioning
What can move
Influence
Reframes

Choose your Date and Secure your Place

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Option 2. Company Tailored Workshop

  • We find out what your company needs and tailor a program that exceeds those goals.

Negotiation Resources

Testimonials

  • You need to believe you're worth it in order to project you're worth to the customer

    Sam Young Kyzen Group
  • Take a minute to consider your competitors and establish what more you can offer to the customer.

    Jason Dammon Woodpecker
  • Realising that customers are all different and they change their mind so it's important to not assume therefore the importance to observe and adapt accordingly.

    Josh Davies Taxi Box
  • I’ll now ask customers how I can save them time, not cost.

    Thomas Hain Neild & Co
  • Understanding the customer’s needs and adapting may narrow or eliminate competitors so there is little need to reduce price or add on.

    Jennifer Allen ScanBrands / Baby Bjorn
  • You might not even need to negotiate

    Paul Hy STM Brands, March 2018
  • Before entering into negotiation tactics you need to consider what competitors actually have to offer that you don’t.

    Marianne Volakos Woodpecker
  • Bring the customers attention to what makes you better than the alternatives.

    Sarah Schofield Empire Bridal, March 2017
  • Be aware of what you are projecting before you enter negotiation and check your language.

    Martin Hannan ScanBrands / Baby Bjorn
  • Learnt that people are complex and needs change- so observing so you can adjust style, language and solutions to meet the needs of the person you are selling to. Also, to present to them in their language

    Andrew Blain Elabor8
  • Don’t pull the trigger too soon, funnel first

    Joshua Clarke Fisher and Paykel, March 2017
  • Discount on the value add (extras) rather than the main sale

    Victoria Cullen Savvy Brides
  • When negotiating, pin point what is important to the customer and focus on that

    Fiona Hipkiss Flordis
  • I must be cautious of my body language and be sure to adapt to my clients buying strategy rather than using my own.

    Amanda Newnham Woodpecker
  • Negotiation is not about the cheapest price but giving the client what they really want

    Rob Brugman GCR Electrical Services
  • Negotiation is easy if you know how to be valuable to a client.

    Kim Ballestrin Elabor8
  • The best tactic is to know what the customer wants.

    Simon Butler Woodpecker, March 2017
  • A clear and positive mindset enables you to effectively negotiate

    Michael De Angelis Ac Industries
  • Negotiation is a process which begins with understanding what the customer wants.

    Chris Ayshford STM Brands, March 2017
  • Negotiate on the terms rather than discounting the price

    David Campbell Audio Visual Events
  • Moving forward I'm going to ask more questions, flow on from relevant answers to gain their values and find out what value they want. Prepare for best case scenarios, plan my side AND their side, get out of the detail and 'chunk up'!

    Nick Becker Kegstar, October 2017
  • My take-outs are: ask more questions, be the best prepared for the best results and always have a plan. I've learnt that not all negotiations are the same - what worked in the past may not work this time.

    Nate Harper Kegstar, October 2017
  • It's not always about price, the customer has to see value

    Wesley Lim Seepex
  • I've learned you can never ask enough good questions because it will lead you to more solutions; it's important to have a good game plan so you have a good understanding of what you might ask or be asked. Our Mindset must be positive and have the willingness to understand the customer and their needs.

    Ben Sultana R & J Batteries, October 2017
  • Be aware and speak to them on their level

    Lisa Walker The Glove Company
  • Using economies of scale as a reason to lower price is good option for both parties as we get more business and the customer gets a better deal

    Hamza Alamine Royals Hair and Beauty
  • I enjoyed learning how to ask way more questions to tailor a solution: people don't buy just on price - stay focused on what's relevant to them. I now feel more confident to upsell sooner and ask for the business.

    Jen Galama Traffic Act
  • Understand how you can help the customer with their business as this is a negotiation tool

    Monica Gilbert The Glove Company
  • Don't discount by default

    John Meillon Audio Visual Events
  • Make the value of the product worth more than the cost of the product. Value is more important than money.

    Fan Chen Corum
  • I'm now going to observe and adapt my behaviour more closely as it's very important and it can provide you with key motivators from the other person. More quality questions, gather intel and the 3 key elements of negotiation.

    Sam Maitland Kegstar, October 2017
  • Funnel, align through observing and adapting, consider their alternatives and then formulate negotiation tactics

    Matt Howle Mayfield Garden
  • Take advantage of a customer who is in buying mode by introducing and selling other products.

    Khaled Berrahal SATO Global, February 2017
  • It is important to understand the client’s alternatives before running any negotiation tactics.

    Voula Mallios Consolidated
  • Understand the options available to your customer

    Kate Boorer Young Professional Women Australia
  • Focus on delivering what the customer wants/needs, listen more and hardball less

    Tony Wigg Ac Industries
  • Before negotiation you must use the funnel process to gather information, understand the customers state, how they operate and their alternative options.

    Karen Thomas The Glove Company
  • Listen, adapt, consider options and employ tactics

    Paul Keating Audio Visual Events
  • Discover their needs, adapt to their style, consider their options and run tactics

    Ben Saunders B Online Learning
  • Add value for the customer before coming down on price

    Kylie Lenton Avery, May 2017
  • I've learnt some of the key elements of negotiation include preparation and planning, asking questions and thinking about what I want to know and what they might ask and focus on best case scenario!

    Lucy Batt Metra Weather, October 2017
  • Find out what the customer values

    Mitch Stanger Sunrise Medical
  • Adapting your questions and ways of communication in order to treat the client as a unique individual.

    James Wallace Critical Dental
  • Understand what I am offering that my competitors aren’t before entering negotiation

    Kathleen Smith Mary Mary African Label
  • Be congruent with your offer

    Natalia Niewiadomska Harbourside Decorators
  • Moving forward I will keep asking questions, understand my own negotiation style and what this means in terms of the weaknesses and strengths I may have during negotiation. How trust, honesty and empathy often play in the background but actually play a significant part in what can happen. I'll be more confident and anchor them to the best case scenario early on.

    Jane Miles Mentone Education, October 2017
  • You can only negotiate once you know what the customer wants.

    Soulla Dionysiou Woodpecker, March 2017
  • Explore and weigh options available to the customer

    Thomas Cox Audio Visual Events
  • 90% of the time you should be asking questions and listening- and observe. Listen/be quiet/ask questions + learn.

    Bruce Perry Wontok
  • YOU need to be sold on your pricing.

    Matthew Sell Fisher and Paykel, March 2017

 Want to know what other people said?

FAQs

Where is the location?

Sydney’s location is Adina Apartments, 359 Crown Street, Surry Hills, Sydney, NSW 2010.

Melbourne’s location is Karstens, 123 Queen Street, Melbourne, Victoria 3000.

What's included in the cost?

All refreshments, all day and lunch. Workbook & Certification.

Do we get a certificate or recognition?

Yes, if you do a set program and you answer the information in full in the last afternoon you get a certificate to show you are proficient in those subjects.

What if I need to cancel or move dates?

If you give 21 days notice you can either move your booking to a different date or have a full refund. Anything less than 21 days then there is no refund.

What if I have a number of people on my team attend?

Yes, we often have many from the same company attend and offer discounts for groups over 8 people.

“This course was opened my eyes to sales. I now feel proud of being a sales person!

I realised that sales was about understanding the client (and not pushing my own agenda)! I know exactly how to find out and listen to what my potential client wants, know how to quickly work out how they want to be communicated with and how to align my solution in a way that makes sense to them. It is so obvious!

My abilities and confidence since the course has skyrocketed and I’m more away of people selling to me badly! (jumping to all sorts of conclusions about what they think I need).

Dara Donnelly,
Business Owner, Sydney.

CONTACT US

If you are ready to book, scroll back up to number 2, to choose your date and secure your place.

Should you want to discuss anything then please fill in the contact form with as much detail as possible.

Smarter Selling is: Sales Training Sydney, Melbourne and International