Tiegan Carani’s Post

This one is for those of you that want to improve your negotiation skills 🤝 Have you heard of ZOMA? ZOMA is 'Your Zone of Mutual Agreement' and is the area where an agreement is to the satisfaction of both seller and buyer. It essentially refers to the area between walk-away positions in a negotiation, sometimes called the bargaining zone. For example: Say you're selling a product and your selling range is £1600 - £2300, and your buyer's buying range is £1,400 - £2,000. The zone of mutual agreement is from £1600 - £2,000, so you have £400 of common ground to find a compromise. When you know the ZOMA, and where you and your potential buyer are aligned, you, a skilled negotiator, can create an agreement that is most favourable for you and the parties you're negotiating with. So, how do you find the ZOMA? Know your BATNA (Best Alternative To a Negotiated Agreement) Do your research and plan Anticipate expectations Be curious Expect the unexpected Stay flexible Consider the whole picture Get in touch today and find out how we can help you elevate your sales teams through our Level 4 Sales Executive Apprenticeships and bespoke sales training 👉 https://lnkd.in/eKGhe4DJ #Sales #Negotiation #SalesModels #SalesTips #NegotiationTips #Apprenticeships #Education

Did you know that on average, 5% of the deal value is given away in a typical negotiation? And what's even more scary is that this could equal up to 50% of your profit! 📉 If you could prevent this, you would right? Have you heard of Trading Variables? This is where you offer something else in the negotiation process other than price. So how does it work? 🤔 ✔️ You need to know what you have to trade and prioritise in order of cost and perceived value ✔️ Be mean! Don't give a concession unless you absolutely need to ✔️ Think about the cost of the concession to your business and what you expect back in return ✔️ Remember, these are not giveaways. If you give, expect and demand something back, even if that is a commitment ✔️ Think about your timing ✔️ And expect that you will have to use them at some stage, even if you don't actually need to So what are some examples of trading variables? Warranty Delivery terms Credit terms Bulk savings Incentives Rebates Give this a try next time you're negotiating 🗣️ Keen to find out more about the modules and models our Level 4 Sales Apprenticeship teaches? Get in touch today 👉 https://lnkd.in/euR8gqmj #Sales #Negotiating #SalesTips #SalesStrategy #Education #Apprenticeships

An open invitation to all sales/HR & L&D leaders from the ISP The ISP is proud of its role as the leading End Point Assessment Organisation for sales apprenticeships. We are also very proud to work closely with the leading providers of training for sales apprenticeships.   On 24th April we are hosting a special webinar with David Bill, MD of BMS Progress. BMS Progress are the market leading provider of sales apprenticeships, and in this webinar, David will be exploring the benefits to employers of using sales apprenticeships as a key tool to develop their sales talent.   In this session David will discuss:   The benefits of sales apprenticeships to employers and learners The mechanics behind the Level 4 Sales Apprenticeship Who will benefit from the Level 4 Sales Apprenticeship  The basics of levy funding training Why sales apprenticeships are a highly impactful, cost effective and transformational development opportunity for your Salespeople.   And, by the end of the webinar you'll be able to make an informed decision on apprenticeship investment for your business.    If you are a business leader, sales director or HR/L&D professional who is looking for ways to build sales capability within your organisation, this webinar is one not to miss.   We're excited to be opening up this webinar to EVERYONE! If you would like to learn more about sales apprenticeships to join us as our guest to hear from one of the country’s leading providers. The webinar will run for about 45 minutes on 24th April at 09:00 with an opportunity for questions at the end.   You won't want to miss this! Register for your free place just click the link below.  https://lnkd.in/eqKf4beN.. #apprenticeships #levy #Level4salesapprenticeships #Sales #HR #LearningandDevelopment #leaders #learning

Negotiating is a huge part of a sales professionals job. And we definitely don't want you to get caught out when someone employs a negotiation 'tactic' on you - it's important to remember buyers are often trained to use these tactics, like you, and it is simply business.. So we've put together 9 common negotiation tactics, detailed what they aim to do, and how you can overcome them in an ethical and positive way... give it a read 👇 And get in touch today to find out how we can help you elevate your sales teams through our Level 4 Sales Executive Apprenticeships and bespoke sales training 📈 https://lnkd.in/eZRp7sh2 #Sales #SalesExcellence #Negotiation #SalesStrategy #Education #Apprenticeships #SalesApprenticeship

Do you know how to translate apprenticeship terms into the language of business?  Are you using the latest consultative sales techniques to build new apprenticeship solutions for businesses that need them?  Learn how in our AP Learning Portal course Business Engagement Foundations and Strategies: https://lnkd.in/eF2iKb5y  #apprenticeshipprofessionals #apprenticeship #registeredapprenticeship #apportal 

A couple of weeks ago, I asked a group of webinar attendees what their biggest challenge is in their sales function: 1. Attraction of new salespeople 2. Retention of current salespeople 3. Performance of individuals 4. Succession planning And, a huge 56% said that the performance of individuals is their biggest challenge. Luckily, they were in the right place, as my webinar detailed the mechanics behind the Level 4 Sales Executive Apprenticeship Programme to allow them to be able to make an informed decision on Apprenticeship investment. Don't worry if you missed it, you can find it on our YouTube channel here 👉 https://lnkd.in/eUKb7hZF Our Sales Executive Apprenticeship is a groundbreaking turning point in delivering the key skills every salesperson needs to succeed. We focus on all aspects of an end-to-end consultative sales process and the programme looks to build professionalism and confidence that will enable the salesperson, or team, to progress within their role, organisation and their careers. If performance is also your biggest challenge, get in touch or visit our website to see how BMS Progress can support you in achieving your sales training objectives 👉 https://lnkd.in/ebCBAUa6 #Apprenticeships #SalesExcellence #Performance #Sales #ApprenticeshipProvider

Is your recruitment process left to chance, or does your business have a strategic plan for building winning sales teams? In the highly competitive world of sales, every recruit has the potential to drive your success or fall at the first hurdle. It's vital to embrace sales apprenticeships in your talent strategy. This programme has the power to transform raw potential into sales champions and elevate experienced sales teams into market leaders. In our guide, we will explore and debunk popular myths surrounding sales apprenticeships. Read more: https://lnkd.in/e4Am9F3H #Pareto #Apprenticeships #BusinessSuccess

Why is a Sales Apprenticeship so valuable? It's an often under-leveraged form of training by organisations... even though it's one of the most cost effective (thanks to the apprenticeship levy). But why should you consider a sales apprenticeship? 1️⃣ Hands-On Experience: Unlike traditional learning, apprenticeships provide real-world sales exposure from day one. You’re not just learning theory—you’re applying it in live environments. 2️⃣ Mentorship: Apprentices benefit from direct guidance and feedback from experienced sales leaders. This one-on-one support accelerates growth and provides insights that textbooks can’t offer. 3️⃣ Earn While You Learn: With a sales apprenticeship, you’re gaining valuable skills while earning a salary. It’s a win-win, offering career advancement without student debt. 4️⃣ Career-Ready: By the time you complete the program, you’ve already built a solid foundation in sales with hands-on experience, putting you ahead of the curve and ready to hit the ground running. #sales #salesdevelopment #saleseffectiveness #salesexcellence #apprenticeship

Think you’re too busy to learn? That’s exactly why you need to. One objection I hear a lot is about the 20% off-the-job learning requirement for apprenticeships. For most, that’s about six hours per week, and the first question is always: How on earth can I find six hours to study when I’m already at capacity in my job? It’s a valid concern. Whether you’re on a 35 or 40-hour contract, most people are maxed out. The idea of squeezing in six hours of learning feels impossible. And I get it. But here’s what I tell those who raise this concern: the activities in your off-the-job learning hours make you better at your job. Unless you think you’re at the peak of your professional competence and there’s zero room for growth, this is an opportunity to become even better. For example, if you’re on our Level 7 Senior Sales Leadership program, you might learn to run more effective meetings with your team. The time you spend applying what you’ve learned directly impacts your job performance—it’s practical, it’s real-world, and it pays off not only for you but for your entire team. So, is it six extra hours—or is it an investment that elevates your game? #Apprenticeships #LearningAndDevelopment #GrowthMindset #SalesLeadership

We’re proud to offer young professionals the chance to develop through our Business Sales Apprenticeship Programme. Amongst our fast-growing and dynamic team are many successful graduates, who contribute every day to the success of a high-performing and successful business. Don’t just take our word, hear from KBS graduates 👈 #SalesApprenticeship #SalesApprentice #Apprenticeship #BusinessSales #MergersandAcquisitions #BusinessAdvisory #UKBusinessSales #UKBusiness