Fundamentals of Sales Negotiation: A Structured Approach to Optimize Value
by Kim Macasaet
KEY BENEFITS TO THE PARTICIPANTS
Participants will:
Master Negotiation Skills: Learn from industry experts to understand negotiation dynamics and master the skills needed to negotiate effectively.
Enhanced Communication Techniques: Gain insights into both verbal and non-verbal communication strategies that enhance influence in negotiations.
Boosted Confidence: Develop the confidence to handle difficult negotiations by understanding and anticipating the needs and behaviors of other parties.
Career Advancement: Improve your negotiation skills to achieve better outcomes, directly contributing to your professional growth and success.
KEY BENEFITS TO THE COMPANY
The Company will:'
Increased Deal Success: Equip your team with the skills to close deals more effectively, increasing your company's success rate in negotiations.
Enhanced Professional Development: Investing in your employees' skills leads to greater job satisfaction and retention.
Stronger Client Relationships: Foster stronger, more collaborative client relationships through ethical and effective tactics that emphasize mutual benefit.
The Voice
Mirroring
Labeling Their Plan
Silences
Mastering "NO"
Three Kinds of "YES"
"That's Right"
Make Deadlines Your Ally
There's No Such Thing As Fair in Negotiations
Play With Their Loss Aversion
Use Calibrated Questions
Sales Executives: Ideal for those directly involved in closing deals and negotiating terms with clients.
Account Managers: Essential for professionals managing client relationships and looking to improve retention and deal size through effective negotiation.
Business Development Professionals: Suitable for anyone involved in identifying and developing new business opportunities.
Team Leaders and Managers: Perfect for leaders who oversee teams that engage frequently in negotiations.
Entrepreneurs and Business Owners: Highly recommended for business owners who negotiate sales, partnerships, and strategic agreements.
Kim is a dynamic professional adept at balancing roles across entrepreneurship, corporate leadership, and education. As the COO and Head Field Coach at Field Partners Inc., part of the Mansmith Training Group, he specializes in mentoring and training a diverse team of field coaches, while developing and delivering comprehensive sales training programs and executive coaching for various industries including Healthcare, Construction, FMCG, and Manufacturing.
Beyond his corporate commitments, Kim is a successful entrepreneur, having founded a construction company, a pet hotel, and a chain of chicken-pork rotisserie retail stores, demonstrating his versatile business acumen. He also dedicates himself to shaping future minds as an adjunct professor in Business and Marketing at De La Salle University - Dasmariñas. Kim’s academic foundation includes an MBA from the Ateneo Graduate School of Business (Regis Program) and an executive program at the Singapore Institute of Management, equipping him with a robust blend of theoretical knowledge and practical expertise.