NEGOTIATING

Advanced Negotiations Skills

A 2 Day Workshop that is a Public session. The program has been attended by and found relevant for Sales, Business Development, HR, Purchase Teams, Corporate Lawyers and Deal Makers.
We cover
Framework to Analyse Negotiation
Modes Of Negotiaion
Source of Power
Tactics
using interactive ROLE PLAYS and facilitator discussion.

This program has been tailored to the needs of sales and marketing professionals within the finance, banking, insurance and broking industry. Specific case studies and examples within the program enable participants to apply the learning directly to their industry and sector. Although the core skills of selling are common across many industries, this application through industry examples significantly increases the likelihood of implementing the skills back in the workplace.

Content
Understanding the sales and influencing process
The importance of product knowledge in the finance industry
Prospecting methods and strategies
Preparing the sales pitch
Questioning techniques �the essential skill
Price versus value
Asking for the order and closing the sale
Follow-up
Reviewing your successes and failures.
Learning Outcomes
As a result of attending this program, participants should be able to:
Prepare a sales presentation
Use appropriate questioning techniques to gain and give information
Identify positive selling behaviours
Increase their sales success rate.

Many salespeople spend a large percentage of their time in negotiations with varying degrees of success. This program will help you develop the skills to increase the likelihood of success and enable you to leave the negotiation on a win-win basis, which is so essential for the establishment of long term relationships with clients.

Content
Strategies/tactics
Conflict handling
Types of influence
Negotiator styles
Climate setting
Stages in negotiations
Identifying client needs
Questioning techniques
Planning
Practical exercises
Application planning.
Learning Outcomes
As a result of attending this program, participants should be able to:
Set clear objectives for a negotiation
Plan strategy and determine environment
Identify and use tactics and counter tactics
Recognise the phases of negotiation
Settle issues and implement agreement.

It’s important to get the salary you’re looking for right off the bat so it can satisfy your needs throughout your career. You will learn how to research the position to determine appropriate salary ranges, how to start negotiation discussions and the rules and etiquette to ask for more money tastefully.

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