Technology Sales Negotiation Course · Module 8

Technology Sales Negotiation Course

The Technology Sales Negotiation Course is the eighth module in the Technology Sales Course.
Technology sales professionals need to work through the discovery process to help determine the cost of Business as Usual (BaU) i.e. running, administering and maintaining the status quo.

To efficiently plan a negotiation, it's essential to understand what the other side wants and map out all available options open to the customer.



What students will learn in this course?

1. How to plan, frame and execute a formal negotiation

2. Recognising and understanding different personality types involved in the negotiation to help improve communication

3. Working through a consequence of no deal for both parties, anchoring on price, balance of power, BATNA, developing wish lists, trade-offs etc.

4. Price, discounts, volume, duration, risk & also terms & conditions other key areas where you can negotiate

5. Demand for your products & services; price elasticity of demand, corrosive impact of discounting on profitability. Approvals; internal, partner & customer etc.



What are the requirements or prerequisites for taking this course?

a. Business acumen through corporate experience, running your own business or via business / marketing related studies

b. Ideally some experience in sales or marketing roles in a B2B sales environment or a keen desire to embark on a career in a Technology sales related role and willing to put in the additional effort to learn



Who is this course for?

i. New entrants looking to break into B2B Enterprise Technology sales looking to work in sales roles; inbound marketing, sales development reps - SDRs, account executives, technology sales reps, account managers

ii. Already in the early stages of your career in a Tech sales role and you're looking to progress & develop new skills to identify high value, high probability opportunities to close big deals or you're in the need of sales a refresher to help overcome a bad patch re. achieving targets

iii. Small to medium sized businesses looking to train employees using an efficient model

iv. Start-up businesses & entrepreneurs that are new to technology sales and want to understand how Big Technology companies focus their sales teams on advanced sales qualification methods



Additional Information - Technology Sales Negotiation Course

The Tech Sales Negotiation Course provides training in the following areas; mapping out the consequence of no deal, tangibles, intangibles, uncovering & validating the better alternative (BATNA), wish lists, trade-offs, WAP, Red lines and how to create and divide value to create win win outcomes.



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