Creative Concessions to Close the Sale

Remember when you thought “concessions” meant popcorn and a soda? Now, you know that in a negotiation, “concessions” can also mean “pie,” as in learning how to expand the size of the pie when you are building a deal. In order to expand that pie, you will have to trade value and assets. To achieve the best possible deal, you must make a careful study of your concessions; what to trade, what not to trade, and when. It can be a daunting process, but fortunately there’s a simple solution.

Our two-hour Creative Concessions to Close the Sale negotiations training workshop will empower you to use real and perceived assets to secure the best possible deals at the end of any type of negotiation. Our senior level negotiations training instructors have spent years studying concession strategies and patterns. During the training, they will provide you with hands on training and personal coaching to help you gain confidence with all the skills you need to leverage available resources with maximum efficiency. This highly interactive course will equip you to analyze assets to develop new and non-linear concession opportunities. You will not only learn how to manage your concessions opportunities, but you will also receive training in how to accurately predict the concession strategy of the other side.

On-Site Training: can be tailored to the needs of client organization and delivered on-site at time and location of client choice.

Objectives:

Participants will learn to:

• Take complete and creative stock of assets to multiply concession opportunities.

• Anticipate opponents’ assessment of your assets to prioritize concessions.

• Prepare various scenarios according to bundled and unbundled resources.

• Never violate the cardinal rule of concessions strategy.

• Apply FAB formats to ambiguous concessions to solidify value.

• Assign long term and short term value to assets to prepare for cross term concessions.

• Assimilate non-tangibles such as time and image into concession strategies.

For more information and pricing, please complete this form and we will email you a confidential Annotated Outline that will provide you with an hour by hour description of this training seminar.

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