How to Develop and Negotiate Winning Quotes and Proposals
Feb13 - 15 , 2006 @ Retford, Notts.
Delegate Fee: £975.00 + VAT

Introduction

Would you like to:

There’s an old saying, “If you keep on doing the same old things…you’ll get the same results. The way of quoting and negotiating for business is changing. There’s more competition and the internet is driving prices down, generally, across the world. By the time you’ve read this page, millions of buyers around the world will have placed orders in response to quotes received. Some quotations do a terrific job, maximizing profitability for the company. Other quotations do a lousy job, leaving behind profit, that was there for the taking. That raises a question. Do you do a terrific job, or do you do your quotes the same way as everyone else does? Because if you do, you’re left with the same dilemma as everyone else…people gravitate to price when there’s nothing else to compare with.

This master class gives you the tools to develop a quoting system to stand out above the rest, to be able to sell your services and products at best value for money, with a proposal document you’ll feel confident to be able to negotiate strongly with.

To complicate matters more; all people are different. They’re all motivated for different reasons.

People are motivated to do things for their own reasons. If the person you’re negotiating with, doesn’t like you; they’ll make the negotiation more difficult. It’s our job to make the negotiation easier, by getting the other party to like us more.

People buy from people. People buy from people they like. People buy from people who are like themselves. People do not buy from, or make it difficult for, people they don’t like.

So it’s our job to learn how to be liked more, and the way we do that is to understand different types of behaviour. First we learn to understand ourselves; our strengths and our weaknesses. Then we learn to understand the strengths and weaknesses of other behaviours, that are different to ours. We then learn to recognize those other behaviours, and adapt our behaviour in negotiation, to be liked more.

All delegates will get their own personal behavioural analysis report; 26 pages of accurate information about their behaviour, which will be accessed from the internet, prior to the master class, and worked from in the master class. This allows you to first understand your own behaviour, and then that of others who are not like you. This knowledge leads to greater understanding, appreciation and improved communication, to allow you to become an exceptional communicator and negotiate more successfully.

In this Master Class you’ll learn:

Who should attend?

Directors, Managers, Supervisors, Team Leaders, Sales People and anyone else who is involved in the quoting, proposing and negotiation process of winning business in the company.

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Master Class Objectives - Participants attending this Master Class will:

Learn how to win more business through developing a better proposal method and negotiating that proposal with better communication methods and psychological understanding of behaviours of different behavioural styles of the people you negotiate with.

Training style

Participants will learn by active participation during the master class through the use of exercises, questionnaires, syndicate and group discussion and discussions on "real life" issues in their organisations.

Motivated, wise staff perform at their best, which leads to increased production, increased sales, reduction in errors, reduced costs, improvement in margins with better bottom line profits.

Understanding your behaviour and that of others, allows you to be in control and influence other people. This allows you to become happier in both your work and personal environment. Being able to master negotiations and feel in control, means less stress for you, and personal recognition for your achievement. A positive mental attitude about proposal generation and negotiation. Increased confidence in preparing for negotiation. To understand others, you must first understand yourself. You’ll come away confident you can win more business.

Master Class summary

We concentrate on the skills required to develop better proposals and communicate with others more effectively, to produce better proposals and develop better negotiation skills. All participants will return to their organisations with an armoury of new skills, having a completely different view of the way they communicate, produce proposals and negotiate to maximise profit.

All delegates get practically involved in developing new writing skills, new verbal skills, body language awareness, psychological and behavioural skills, so they can learn to adapt to different behaviours. All delegates will get their own personal behavioural analysis report with many pages of accurate information about their behaviour, which will be accessed from the internet, prior to the master class, and worked from, in the master class.

Master Class Outline

DAY 1 – The need to change the way we quote with a new proposal method.

DAY 2 - Understanding behaviour to qualify, present and negotiate better.

• The benefits of understanding behaviour.

• Editing your behavioural report to make it more accurate.

• Knowing and understanding your own behavioural style.

• Your natural and adapted style.

• Behavioural styles of others, not like you.

• Keys to how you like to negotiate.

• Recognising how to negotiate better with other different behaviours.

• Understanding what you’ve been doing wrong in your negotiations.

DAY 3 – Negotiating your proposal.