Maximize the profit acceptability of business deals

Overview

Dealmaker™ workshops are designed to help top level professionals learn the science and art of closing deals profitably – to leverage the value created in the sales process. During the intensive 3-day workshop, participants learn to work with all different kinds of negotiators by gaining a deeper understanding of their own negotiation style, as well as their own strengths and improvements areas. They learn to prepare and manage negotiations in specially designed role-plays that force them out of their comfort zone, to learn and perfect new skills through hands-on application and video-based feedback.

Workshop Contents

• The PEC® Process – to structure deal making and improve effectiveness with Plan, Encounter, and Close elements.
• Alternatives – examining the options to negotiation to determine whether negotiation is the best approach.
• BATNA – preparing viable options to negotiated agreements for both sides, to understand potential power positions.
• Role-Plays – for hands-on practice using the tools and methods introduced and perfect their use in each participant’s personal negotiation style.
• Video feedback – to review personal and team behaviour in the role-plays to determine the level of adoption and behaviour change achieved.
• Facilitator feedback – coaching to improve negotiation style and skill.
• Live case application – using the DealCrafter™ tool and methods to prepare for an upcoming negotiation.

Workshop Benefits

• Maximize deal acceptability and profit – by effectively applying the repeatable methodology and pragmatic tools.
• Capture value – created in the sales process by ensuring that negotiated deals compensate the effort invested.
• Improve relationships – by ensuring that both parties get the deal they want and are willing to implement.
• Increase confidence – in negotiation through excellent preparation, clear role definitions, and the DealCrafter™ negotiation roadmap.
• Real behaviour change – which ensures short-term impact, and long-term sustainability of implementation.

Participant Preparation

Previous business or sales experience as well as negotiation experience is critical as a foundation for understanding and adopting the methods of the Dealmaker™ program. A short pre-course assignment to assess current negotiation knowledge and identify a real case to which participants will apply the methods and tools should be completed before the workshop. Ideally, participants should have attended the Initiating New Business and Winning Complex Sales workshop before Dealmaker™ to ensure they fully understand the sales process and methods of their organisation.