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Mastering Key Account Sales Negotiation

The negotiation skills, practices and processes that lead to better customer relationships.

10 & 11 September 2015 (Singapore) and 14 & 15 September 2015 (Hong Kong)

Why should you attend?

Negotiating with key accounts is crucial in order to win and protect your business.  The ability to negotiate well is an absolute necessity.  Anyone can strike a deal by conceding but in today’s market you can’t afford such tactics.  Change the game and turn the typical positional negotiation into a co-operative discussion to achieve win-win situation.

This program will introduce participants to the best practices in negotiating with Key Accounts.  Participants will learn the advanced negotiation skills and methods that are working for the most successful sales leaders, within large multinational companies, helping them close more profitable opportunities in their most strategic accounts. It will establish the proper techniques and processes to more effectively negotiate in some of the most difficult situations Key Account teams may encounter.

Key Benefits:

  • Obtain knowledge, process models, experiences, skills, and techniques to become a better negotiator
  • Discover the key account negotiations best practices that will enable you to grow critical relationships and improve margins
  • Analyse processes, methods, and skills that will help you create additional competitive advantages within your top accounts
  • Examine ways to use negotiation skills to accelerate revenue flow (shorten the sales cycle)
  • Learn how to become a more effective negotiator – gain confidence

Who should attend?

Business-to-Business, Sales and Account Management and leaders who are focused on building global or regional business and growing key strategic accounts. 

CEOs, COOs, EDs, Directors, SVPs, VPs, General Managers, Senior Managers, Managers of:

  • Strategic Account Management   
  • Global Account Management
  • Key Account Management
  • Marketing
  • Sales
  • Channel Management
  • Business Development