• Event
  • Consultative Selling&Negotiation Strategy for Salespeople

Co-hosted by Master of Management, Universitas Gadjah Mada (MMUGM) and CICOM BRAINS Indonesia. Consultative Selling&Negotiation Strategy for Salespeople < UPC® Sales Training Program ADVANCED >

Wednesday, 28 February 2018

Learn effective consulting and negotiation practices to enhance your performance

Consultative Selling and Negotiation Strategy are the next logical steps for those who have participated in the UPC sales training. Establishing a good rapport with clients is something most sales people can readily do. Taking it to the next level is something many sales people struggle with, particularly when it entails taking a more assertive approach with clients.

In this program, you will review your current sales process and learn the framework and tools to plan your sales process in a more systematic manner so as to improve your overall results.


  • Sales Reps, Sales Managers
  • Recommend for participants who attended UPC Sales Training before

*Training is conducted in Indonesian

*Participants will receive a certificate of completion from MMUGM after the training.


  1. Review of Sales Process

    -Understanding the sales process

    -Focusing on areas for improvement in order to increase success ratio

  2. Consultative Selling

    -Listening to your client

    -Selling products vs solutions

    -Using open-ended questions or closed questions

    -Analyzing key stakeholders

    -Reviewing UPC (Understanding / Proposing / Closing)

    -Role play 1 “Find the best solution!”

  3. Negotiation 1: Get to Know Your Counterpart

    -Understanding the negotiation process

    -Setting goals

    -Analyzing key stakeholders

    -U (Understanding)

    -Role play 2 “Know your counterpart”

  4. Negotiation 2: Plan a Strategy

    -Knowing your plan B (BATNA)

    -Issue analysis

    -Establishing your positions

    -P (Proposing)

  5. Negotiation 3: Communication in Negotiation

    -Negotiating with UPC

    -Role play 3 “Target for a Win-Win closing”


  • HermanHuang

    Herman Huang
    MBA from IMD Business School, Switzerland / MSc., Electrical Engineering, National University of Singapore, Singapore / Received ASEAN Scholarship from Singapore Government / BEng., Electrical Engineering with major in Control, Gadjah Mada University, Indonesia
    He has 12 years of international sales, management training and engineering experience in upstream energy activities, as well as a deep passion to develop people to their fullest potential.
    After working in the oil and gas field in Indonesia and other ASEAN countries, he joined Shell Technology Ventures where he set up local businesses throughout Asia. He later founded Semesta Energy Services in May 2011 which offers consulting services for technical and strategic issues as well as leadership development for the oi & gas sector. He has been invited to numerous international conferences to share his expertise and experience. His friendly and practical teaching style has made him a favorite at all levels of management training. He is a certified trainer of UPC as provided by CICOM BRAINS, Inc.


  • 28 February 2018, 8:30-16:00
  • ※Application deadline:22 February, 2018

Master of Management, Universitas Gadjah Mada(MMUGM)
Jl. Dr. Saharjo No. 83 Tebet Jakarta Selatan

Admission fee
IDR 2,200,000 (including lunch & 10% VAT)
Please download the application form and email/fax to Universitas Gadjah Mada(MMUGM) as follows:
(62) (21) 83700372
 Master of Management, Universitas Gadjah Mada(MMUGM)
 Jl. Dr. Saharjo No.83 Tebet Jakarta Selatan
 Contact:Ryan: ryan.mm@ugm.ac.id / Dicky: dicky.permana@ugm.ac.id
 TEL:+62-21-83700333, 83700339, 83700340

[Japanese and English]
 7th Floor, Akihabara Dai-Building 1-18-13 Soto-Kanda, Chiyoda-ku Tokyo
 Contact: Mikiko Katsu, Debby Li
 TEL: +81-(0)3-5294-5576

Inquiries about “Consultative Selling&Negotiation Strategy for Salespeople”

Contact:Ryan、Dicky、Katsu、Debby Li

Contact by phone