Pelatihan Power Negotiation and Selling Skill

Outline materi

1. 01 Selling Strategically-The Challenge

   • The Power Of Thinking In Account Development
   • The Impact Factors In Selling Strategic Services
   • Understanding The Account ‘Relationship’ More Fully
   • Selling The Company ‘Brand’

2. 02 The Key Account Buying/Selling Process

   • The Buyers ‘Mindset’ Towards The Account Manager
   • Strategies For Different Account ‘Types’ ; New Accounts, Large Accounts, Key Accounts
   • The Professional Relationship Role
   • Using VSLs-Value Statement Libraries
   • The KAM Role-Do you Influence Or Do you Negotiate?
   • Executing Up-Selling & Cross Selling
   • Understanding Belief Systems

3. 03 Account Analysis and Decision Making

   • Understanding your Account Structure
   • Maximizing The Appointment & Frequent Call Strategies
   • The Consultative Analysis Approach
   • Incremental Qualification
   • Influencing The Decision Criteria
   • Juran’s Strategies-Growing Accounts Into Key Accounts

4. 04 Fundamentals Of Account Development

   • Determine The Factors-Plus And Minus-That Affect Account Gain/Development
   • Building The ‘Third Party’ Account Relationships
   • Strategies That Maximize your Market Penetration and Protect your Existing Accounts

5. 05 Win/Win Negotiating-For All Professionals

   • The Process of Negotiation-What is it?
   • The Difference Between Selling And Negotiation
   • The Negotiating ‘Continue’
   • The Power of ‘Leverage’
   • Understanding Some International Differences

6. 06 Procedural Steps To Negotiating Successfully

   • Establishing Your Position/Alternatives
   • MILs Analysis
   • Analyzing Their Objectives/Situation
   • Deciding on Your Strategy
   • If you Don’t Ask you Don’t Get!
   • Making Proposals

7. 07 Bargaining

   • The Psychology of Bargaining
   • The ‘If Then Rule’
   • ‘Banking’ Agreements and ‘Parking’ Difficulties
   • Deadlocks-How To Break Them

8. 08 Closing The Discussions

   • How To Close The Negotiation
   • Monitoring The Agreement

9. 09 Time Management for Sales Professionals

   • Why Are Some Sales-People So Effective With The Use of Time?
   • Techniques To Avoid Procrastination
   • Time Management Principles in Planning Sales Activities

10. 10 Studi Kasus / Praktek pemecahan masalah Power Negotiation and Selling Skill

    • Penerapan studi kasus / praktek pemecahan masalah power negotiation and selling skill pada pekerjaan sehari-hari
    • Pembahasan studi kasus dan latihan studi kasus / praktek pemecahan masalah power negotiation and selling skill

Metode penyampaian

• Fasilitasi training melalui Zoom (online)
• Metode training tatap muka (offline)

Video pembelajaran

Kenali lebih dekat cara PT Gerbang Akselerasi Sukses menyelenggarakan pelatihan pengembangan diri, dari kelas publik bulanan sampai in-house training yang dirancang sesuai kebutuhan tim Anda. Lihat juga jadwal pelatihan terbaru dan katalog program lainnya.

Fasilitas

• Modul/Handout
• Sertifikat
• Tas Training (Bag or backpackers)
• Training Kit (Dokumentasi photo, Blocknote, ATK, etc)
• 2x Coffee Break & 1 Lunch, Dinner
• Souvenir Eksklusif
• Ruang pelatihan ber-AC penuh dan multimedia

Lokasi & investasi

Regular training bulanan digelar di hotel pada kota-kota berikut, atau ikuti kelas daring dari mana saja. Program ini juga tersedia dalam format in-house.

Biaya di atas berlaku per peserta untuk kelas publik dan belum termasuk pajak. Untuk pengiriman 3 peserta atau lebih dari satu perusahaan, tersedia harga korporat. Kebutuhan in-house training disesuaikan dengan agenda dan anggaran perusahaan Anda.

Jadwal batch 2026 – 2027

Kelas publik Pelatihan Power Negotiation and Selling Skill dijadwalkan setiap bulan sepanjang 2026 – 2027 di Yogyakarta, Jakarta, Bandung, Bali dan Surabaya. Batch terdekat 4–5 November 2026 dan pendaftaran sudah dibuka. Program ini juga tersedia sebagai in-house training bila tim Anda membutuhkan tanggal atau lokasi lain.

Pertanyaan umum