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ALWAYS NEGOTIATE,
BUT NEVER OUT OF FEAR.


"Let us never negotiate out of fear. But let us never fear to
negotiate."
~John F. Kennedy (1917-1963) American president



YOU WILL NEVER BECOME A GOOD SALESMAN...

UNTIL YOU LEARN HOW TO NEGOTIATE - SUCCESSFULLY!!



Negotiation skills are the cornerstone of a good sales person.

And yet, many sales people struggle with the negotiation when
the time comes.

Some negotiate poorly...and others not at all.

Why is that?

Primarily fear.

Fear of rejection.

Fear of losing the sale.

Fear of failure.

And, by definition, fear = a lack of confidence.

And to be a successful negotiator, you must have confidence.

Here's what it takes to build the confidence to successfully
negotiate:

1.. Believe in your product. You must believe in your product
and the benefits it can bring. If you don't have a strong belief in what your
product can do, you start off at a distinct disadvantage. Passion is infectious.
If you believe that strongly in your product, your prospect will too. It is a
rare person who can negotiate a deal successfully, without a strong belief in
the product they sell.


2.. Consider who has the power. The seller or the buyer? This
comes down to understanding who needs the sale to come through more...you or
them. This ultimately comes down to fully understanding the need of your
customer and the value you bring. A lot of people talk about "value
proposition," but it is important that you not only think you have one, but that
you really DO...and that it aligns with the customer's need. To be sure you
understand the customer's need, ask open-ended questions...and then SHUT UP and
listen.


3.. Know the bottom line. Too often, a salesperson enters
negotiation without really knowing where their "line in the sand" is. A good
negotiator knows their bottom line, before they enter negotiations. Having that
understanding early on instills confidence throughout the entire process. You
"have to know when to walk away" and be willing to do it.


4.. Approach negotiations as an act of trade offs. A well
negotiated deal is one where the sales person makes trade-offs, not concessions.
Having the attitude, that the deal must be a win-win for everyone will lead a
sales person to a better result. Approach the negotiation with "if we do this,
you will do that" type questions.
Negotiation isn't easy...but it can be satisfying.
Remember...it comes down to confidence. Always negotiate...but never out of
fear!



**SPECIAL ANOUNCEMENT**

DONT MISS THIS!!




SALES STRATEGIES AND NEGOTIATING NUANCES ®

Date: June 19 - 20, 2008
Time: 8:30 AM to 5:30 PM
Venue: ASTORIA PLAZA, Ortigas, Pasig City



Workshop Description:

All negotiations, at any level, are a necessity and, for many, a way
of life. Negotiation skills are an art and a science which can be mastered for
success in all people and business interactions.

In this NLP* influenced, highly interactive workshop you will learn
how to influence your client's perception of cost, value and benefits. You will
learn how to be a suave and a subtle influencer who consistently plays win-win.

Learning Benefits:

1. Understand and use fruitfull\y the dynamics behind interactions.
2. Discern accurately between needs and wants of both sides.
3. Influence the customer's perception about your product's costs,
benefits and value.
4. Build confidence skills and maintain mastery over negotiations.
5. Navigate Negotiations as win-win for both sides.

Workshop Outline:

Communication Skills
Active and Observational Listening
Reading Body Language and Recognizing Congruence/Incongruence


Basic Selling Skills
Prospecting, Probing and Qualifying Techniques
Presenting Products and Providing Solutions
Handling Objections and Closing Sales


Nuances of Negotiating
Employing Subtle Influencing Skills and Structured Planning Tools
Sustaining Relationships with Aggressive Buyers even in Critical
Situations
Staying Detached about the Outcome but in Control

Approach and Methodology:

This workshop is skills intensive, interactive yet focuses on the
emotional side of transactions. Participants will acquire and master the
technology of Mind Mapping® and a working knowledge of several NLP principles
through discussions, dialogues, role-plays and games.


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Testimonials:

It gave me a lot more insights on the best and worst things that can
happen during sales and negotiations, thus, preparing me. Abigail Fabrigas /
Cengage Learnng

Helped me re-align areas in negotiation and selling skills to
improve in. When I get to the real world, I will be able use what I learned to
be a better negotiator. Marc Singson / AVP, Banco de Oro

He's the Guru of this topic. I have to give it to him. Even I'm not
from sales, I can use all the strategies, processes and presentation skills in
my line of work. Excellent! Victor T. Catinding / San Miguel Foods Corp

Clarity was there, Excellent presentation. Not a boring speaker.
Magnificent, marvelous trainer! Yes! Definitely! This training helped me bring
out the best in me. Marie Antoniette E. Mariano / BDO

Yes, as an Account Manager, I will be more confident in facing and
handling client queries and negotiate better. Cecil M. Cantoria / J.G.S. Media


----------------------------------------------------------------------

About Raju Mandhyan

Former Communications Skills Coach for the British Council in
Manila. He is an Advanced Toastmaster Gold, NLP Practitioner, a Buzan Licensed
Instructor for Mind Mapping® and a Trainer certified by the American Management
Association. He has designed, developed, and facilitated several workshops on
communications, creativity and leadership. He has also hosted several events and
conferences for the retailing, the manufacturing, the educational and the BPO
sector. A long time resident of the Philippines, his work often takes him to
India, USA and several Asian countries.


----------------------------------------------------------------------

Reserve your seats NOW and SAVE P2,500 (prior to May 19, 2008)!


Limited to only 30 Participants

Learning Investment for the 2-Day Seminar-Workshop:

Super Saver Rate: P8,848 - VAT INCLUSIVE (pay on or before May 19,
2008)


Early Bird Rate: P9,948 - VAT INCLUSIVE (pay on or before June 2,
2008)


Regular Rate: P11,348 - VAT INCLUSIVE (starting June 3, 2008)




LEARNING INVESTMENT INCLUDES: A "Fun-filled" Learning Experience,
complete with Learning Manuals/Hand-outs, Certificates, Freebies and FREE
Parking!! plus... Breakfast, Sumptuous Buffet Lunch & Snacks!


----------------------------------------------------------------------

For the benefit of:

www.abetterchancefoundation.org.ph


----------------------------------------------------------------------

WE CUSTOMIZE DESIGN OF TRAINING PROGRAMS FOR EXCLUSIVE RUNS.



----------------------------------------------------------------------

For seat reservations or queries, please call Mitch or Kristine...


ARIVA! Seminar & Convention Organizers
895-8058 / 895-9527 / 890-9651
Call/Text: 0917-3257870

Email: SuccessSeminars@...

R E G I S T E R O N L I N E: www.Ariva.com.ph

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ARIVA! EVENTS MANAGEMENT
offers some of the most effective learning opportunities available
today."

UPCOMING - ARIVA LEARNING EVENTS

JUNE 2008


Date: June 18 - 19, 2008
Time: 8:30 AM to 5:30 PM
Venue: ASTORIA PLAZA, Ortigas, Pasig City

CUTTING-EDGE KEY ACCOUNT MANAGEMENT

A two (2) days workshop that explores in deeper sense the essence of
Account Management with emphasis on the Marketing side of Account Planning to
better improve the development potentials of accounts and moving them towards
"Key Account Status."

The topics are geared towards the major phases of an account, the
value contributors for each phase, the activity worksheet for each account and
the projection not only of lifetime values but rather "values across phases of
an account's existence."

Discussion on the Pareto's Principle and why many feel it is now
becoming a "waterloo" in account portfolio management shall also be included.


Learning Investment for the 2-Day Seminar-Workshop

Super Saver Rate : PHP. 8,848.00
(Pay on or before May 18, 2008)

Early Bird Rate : PHP. 9,948.00
(Pay on or before June 3, 2008)

Regular Rate : PHP. 11,348.00
(Starting June 4, 2008)



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Date: June 19 - 20, 2008
Time: 8:30 AM to 5:30 PM
Venue: ASTORIA PLAZA, Ortigas, Pasig City

POWER TRAINER!
TRAINING THE CORPORATE TRAINER


It's not enough to train the workforce.you also have to train the
trainer.

The training field can change fast. New methodologies.
New discoveries about the way adults learn.
Changing epectations from trainees-and from your company.

This powerful seminar-workshop puts the latest trends and techniques
at your fingertips. Whether you've been training for a while or never stepped
onto a platform before, this workshop will show you how to become a facilitator
of learning, not just a presenter.
You'll build confidence, engage your audience from the beginning and
leave your trainees praising your training abilities.


Experience how results-driven methodology will transform your
training sessions into multi-layered, interactive, highly effective and exciting
learning experiences for your participants.


Learning Investment for the 2-Day Seminar-Workshop

Super Saver Rate : PHP. 8,848.00
(Pay on or before May 19, 2008)

Early Bird Rate : PHP. 9,948.00
(Pay on or before June 2, 2008)

Regular Rate : PHP. 11,348.00
(Starting June 3, 2008)



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Date: June 26 - 27, 2008
Time: 8:30 AM to 5:30 PM
Venue: ASTORIA PLAZA, Ortigas, Pasig City

CUSTOMER SERVICE PERFORMANCE
FOR FRONTLINERS AND SUPPORT SERVICE ASSISTANTS!


How will you achieve your customer-service related
Key Performance targets with flying colors?

Come and join us in this is a two-day workshop driven seminar.

The two-day enriching seminar aims to equip front-liners and support
service assistants tips, techniques and tools on how to achieve your critical
key Performance Indicators to boost performance and add value to your company
by attracting new customers and making existing customers loyal.


Learning Investment for the 2-Day Seminar-Workshop

Super Saver Rate : PHP. 8,848.00
(Pay on or before May 26, 2008)

Early Bird Rate : PHP. 9,948.00
(Pay on or before June 11, 2008)

Regular Rate : PHP. 11,348.00
(Starting June 12, 2008

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For seat reservations or queries, please call Mitch or Kristine...


ARIVA! Seminar & Convention Organizers
895-8058 / 895-9527 / 890-9651
Call/Text: 0917-3257870

Email: SuccessSeminars@...

R E G I S T E R O N L I N E: www.Ariva.com.ph

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