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: March 20, 2024
5 Reviews (20 ratings)

Reviews

4
Member's Profile
I worked in consulting previously and did many proposals. This course does a good job at explaining the role that different people have in the decision making process and how to navigate those people.
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.
4
Anonymous Author
Again for sales stuff for us accountants... this is good stuff and we need more of it.. dont you think?
4
Anonymous Author
Good course overall i don't think i have any nmore comments on the review questions...............
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 .
Instructor for this course
  Course Overview CPE
Course Syllabus
INTRODUCTION AND OVERVIEW
  Introduction to Advanced Negotiation: Navigating the Closing Process2:18
  Understanding the Decision-Making Process9:20
  Know the Players6:45
  Engage Your Champion12:20
  Navigate the Pitch2:31
CONTINUOUS PLAY
  Advanced Negotiation: Navigating the Closing Process33:18
SUPPORTING MATERIAL
  Slides: Advanced Negotiation: Navigating the Closing ProcessPDF
  Advanced Negotiation: Navigating the Closing Process Glossary/ IndexPDF
  Workbook: Navigating the Closing ProcessPDF
REVIEW AND TEST
  REVIEW QUESTIONSquiz
 FINAL EXAMexam