The Psychology and Principles of Sales and Negotiation

1 Clock Hour | Domain F: Stakeholder Management 

As a meeting planner you are constantly negotiating with and influencing your clients. Learn how to nurture these business relationships and the approach you take with negotiations. It will determine whether you have loyal, long term clients or whether they will look elsewhere for their next solution.

Learner Outcomes:

• Participants should be able to: demonstrate an important negotiation and/or sales principle as it applies to a meeting planner situation and identify ways that non-verbal communication can assist as they sell, negotiate, and work with clients.
• Participants should be able to: Recognize the importance of using stories to connect with and sell to meeting planner clients. Feel inspired to be better people, recognizing that the little things make a big difference in life.
• Participants should be able to: Identify a principle or technique to get past gatekeepers and connect with the decision maker in organizations and recognize how this may apply to meeting planner sales.