Negotiating to "Get What You Want" Attracts Full House of Business Executives
Houston Event Launches Revenade's Professional Development and Certification Program for Business Owners, Sales Executives
HOUSTON--(BUSINESS WIRE)--"Don't just settle for what you need – get what you want" was the topic of an interactive program on "power negotiating" by long-time sales acceleration strategist Tim Phillips at the Greater Houston Partnership's Small Business Days workshop Wednesday.
“Maximizing Margin for the Professional Services Firm”
Phillips, the author of numerous articles on sales, sales strategy and negotiation, is managing director of Houston-based Revenade, LLC – one of a select group of firms nationwide that provides strategy, sales effectiveness and professional development services for companies in the software, information technology and professional services industries.
The presentation, which combined real world examples with "how to" action steps, serves as an introduction to the new Revenade Professional Development and Certification Program for CEOs, business owners and sales executives. The program will offer a variety of workshops and training in Revenade's trademark sales and growth strategy programs: Enterprise Sales Predictability™, for creating increased sales effectiveness and performance to help companies scale up and thrive; and the Intelligent Revenue Roadmap™, a hands-on instruction of the key five measures required for market dominance.
Courses include: "Action Driven Sales to Sell More Faster," "Maximizing Margin for the Professional Services Firm," and "Harnessing the 'Money Value of Time': Secrets of Top Professional Performers."
Wednesday's negotiation workshop attracted a full house of business owners and sales executives, who took notes and asked questions throughout as Phillips reviewed the core principles, strategies and tactics of a successful negotiation.
The negotiation process, he said, includes three stages – "The Overture, the Dance and the Deal" – and he outlined several fundamental strategies that the successful negotiator should apply throughout the entire process, including:
- Determining the real needs, wants and wins of the other party
- Setting high goals and expectations
- Not making the first offer
- Not immediately accepting the first offer
- Determining all demands before making any concessions
- Making concessions slowly and in small increments
The Revenade Professional Development and Certification Program will be offered in full or multi-day workshops, using reality-based scenarios and role plays for overall training effectiveness. For more information or to schedule a workshop, go to http://revenade.com/upcoming-sales-training-programs.