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Thursday 21 January 2021
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Webinar
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Event Summary
How many clients accept your business proposals without raising any objections or making any demands?
We are sure your answer is “None"
In today’s competitive market place prospective clients know that they can make many demands of a venue which will often be accepted. Prospective clients move from raising objections to making demands and expecting you to concede. To protect the financial integrity of your venue you need to become a master of negotiation and we can help you to achieve success when negotiating, through this workshop. It has been designed and will be run by Philip Cripps, one of the UK’s leading people development consultants.
Philip has worked with MIA for over five years and has enthused and enthralled our members. His style is highly participative and stimulating.
About Philip Cripps
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Philip C. Cripps is Chief Executive of Thameside International, one of the longest establishedand highly respected management and people development consultancies in the UK.Philip works around the world with National and International companies and organisations to develop skills of Chairmen, Chief Executives, Directors, Managers and Sales and Service personnel.
His focus is always on addressing the real business challenges client companies face and delivering measurable improvements in peoples’ performance.Philip is a best selling author and appears regularly on national and regional radio. His latest book is called “MANAGEMENT IN A MINUTE”.
Clients describe Philip’s training and coaching style as “dynamic, vibrant, personal, participative and totally engaging”.
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Objectives:
The workshop will focus on how to:
- Become a No-gotiator
- Recognise when you are being required to negotiate
- Plan a negotiation
- Understand and respond to the behaviours of different types of buyer
- Ensure your body language and verbal communication are synchronised positively
- Use tactics when negotiating
- Handle your contact’s demands
- Grant and secure concessions and achieve positive results
- Handle your contact’s objections to your financial proposition
- Secure the right commercial agreement for your venue
Who Should Attend
Those who are empowered to negotiate on behalf of their venue.