Presented by ECPweb.com and Maxelerate

Sales Training for Buyers & Negotiators  
(All levels)

Salespeople are trained to find out everything about you that they can before a negotiation. The best way to defend yourself is to learn exactly how they have been trained. In this daylong workshop, you’ll learn how vendors obtain information about you, as well as how they use it to try to influence you, overcome your objections and sell you features and benefits. You’ll also learn what circumstances make you most vulnerable in negotiations. In addition to using this information to your advantage as a buyer at the bargaining table, the sales training offered in this workshop will equip you to better sell your ideas within your own organization. 

Here are some of the topics covered:

How Did They Know That?

• How vendors obtain information about you
• How vendors obtain account control
• Why your vendors “call high”

What Are Their Strategies?

• Sales Tactics & Ploys
• How salespeople track results
• How salespeople try to influence you
• When is a salesperson most dangerous?
• Who do people buy from?

What Are Their Techniques? How salespeople try to:

• Create an impression
• Build rapport
• Get you to listen
• Probe for information
• Overcome your objections
• Sell features and benefits (it’s not what you think)
• Close the sale

Understanding What You Have Learned

• How you can use sales techniques to persuade your management & peers
• Lab exercise: The Sales Call
• Lab exercise: The Team Negotiation
• Questioning clinic
• Objections clinic
• Features clinic
• “Bringing it all Together” clinic

Note: Session content subject to modification when this daylong workshop is presented in a half-day.

Seminar Leader

Jon Maxim has earned distinction as a dynamic, entertaining and top-rated speaker. He draws from extensive experience in sales, procurement, distribution, contract drafting and negotiation in the petroleum and computer industries, including posts at Supercom, IBM and Shell. His methods are proven and practical, and, as a consultant with his firm, MSL, he is often asked to negotiate large technology procurement contracts and coach senior executives in both the private and public sectors.

About ECP

ECP is the innovative leader in news and reviews of technology asset, service and software management issues, practices and tools. With a worldwide network of independent consultants, research analysts and practitioners, ECP is second-to-none in its coverage of timely, business-focused IT strategies.