Instructor for this course
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A major part in negotiating your terms is effectively navigating the decision-making process. Nothing is worse than investing a lot of time into a prospect and then not winning the deal because of a surprise at the very end. Identifying the decision-makers and their process takes a lot of those surprises away along with actually giving you the tools to navigate the process quicker and more efficiently.

Course Key Concepts: Business Development, Negotiation, Decision-Making, Client Acquisition, Sales, Personas, New Business.

Learning Objectives

  • Discover and define the 4 things to know about the decision-making process.
  • Identify and list the 4 main players you could deal with a new business opportunity.
  • Recognize and list the 7 personas that you could deal with a new business opportunity.
  • Explore and determine the best personas to help in your sales process.
  • Explore and determine the worst personas involved an opportunity.
Last updated/reviewed: June 17, 2021

2 Reviews (9 ratings)Reviews

5
Member's Profile
For someone that has never been good at negotiations, I picked up some valuable techniques to analyze and identify the players in each transaction.
5
Anonymous Author
Awesome sales overview - very helpful in thinking about from the sales side, but also relevant to learn about from the buying perspective.

Prerequisites

Course Complexity: Foundational

This course requires at least 3 years work experience or the attendee should be in a manager role or higher.
Attendees should have a basic understanding of business development principles.

Education Provider Information

Company:
Illumeo, Inc., 75 East Santa Clara St., Suite 1215, San Jose, CA 95113
Contact:
For more information regarding this course, including complaint and cancellation policies, please contact our offices at (408) 400- 3993 or send an e-mail to .
Course Syllabus
INTRODUCTION AND OVERVIEW
  2:18Introduction to Advanced Negotiation: Navigating the Closing Process
  9:20Understanding the Decision-Making Process
  6:45Know the Players
  12:20Engage Your Champion
  2:31Navigate the Pitch
CONTINUOUS PLAY
  33:18Advanced Negotiation: Navigating the Closing Process
SUPPORTING MATERIAL
  PDFSlides: Advanced Negotiation: Navigating the Closing Process
  PDFAdvanced Negotiation: Navigating the Closing Process Glossary/ Index
  PDFWorkbook: Navigating the Closing Process
REVIEW AND TEST
  quizREVIEW QUESTIONS
 examFINAL EXAM