Advanced Selling & Negotiation Techniques

Advanced Selling & Negotiation Techniques

This program will help you to utilize your advanced selling skills. You will learn how to understand and handle
objections, create an environment where you are comfortable selling your benefits and learn how to
overcome buyer tactics and ploys. Through this course and continued practice, you will acquire effective
skills in selling as well as negotiation.
Program Content:
Part 1
Selling Skills
�How to Plan for Sales Success
�The Selling and Buying Process
�The Importance of Selling Benefits
�Your Personality Style
�Successful Communication
Negotiation Selling
�Negotiate a Win/Win Agreement
�Appreciate Unique Factors and Value Added Service
�Comprehend Buyer Power and Seller Power
Part 2
Selling Your Services
�Handling Objections
�Expressing the Importance of Quality
�Determining What & How to Negotiate
Customer Tactics
�How to Identify Buyer Tactics and Ploys
�Apply Seller Counter Tactics and Ploys to Buyer Tactics and Ploys
�Use Ploys Effectively
Part 3
Creating the Selling Environment
�Understanding the Concept of Consultative Partnerships
�Create a Climate for Negotiation
�Understanding the Needs of the Buyers
Strategy
�Following a Step-by-Step Strategic Process
�Using Compromise Strategies
�Involving Your Team in the Strategic Negotiation Process
Summary

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