Sales Negotiation Skills

Sales Negotiation Skills

This Sales Negotiation Course offers delegates the opportunity to develop their negotiating skills and build confidence in those skills.

The course looks at how to plan & prepare for sales negotiations and the structure and key techniques for successful negotiations.

The Course Suits
Any person involved in sales negotiations and/or anyone wishing to improve their negotiation techniques.

Training Benefits
A clear understanding of the structure of sales negotiations
How to plan & prepare for effective negotiation
Confidence in negotiation within their own work situations
Techniques to assist them in their negotiating roles

Designed for sales people, selling products or services, where negotiation is part of the process leading to a successful sale. The course identifies the specific differences between sales and negotiation.

Delegates are taken through step by step how to negotiate business deals that are acceptable to both buyer and seller. It is an advanced level course for the more experienced sales executive to hone their skills and techniques of sales negotiations. Delegates will have plenty of opportunity to practice the principles learnt during this participative programme.

Programme Contents
Enhancing the Sales Proposal/Proposition
Establishing Client Requirements using the Spearhead
Win-Client Model
Establishing Value for Money
Techniques for Presenting Price
Presenting the Sales Case
Valuing Benefits
Dealing with Difficult Questions
Objection Handling
Gaining Commitment
When Selling Becomes Negotiating
Communications and Body Language
Negotiating Styles
- Analysing Your Own Style
The Principles of Negotiation
Characteristics of a Successful Negotiator
Preparing for a Negotiation
- Pre-Negotiation Research
- Planning the Negotiation Strategy
- Setting Objectives
- The Four Stages of a Negotiation
- Estimating the Variables
- Costing Concessions
- Establishing Your Bottom Line
Negotiation Techniques
- Creating the Right Climate
- Opening The Negotiation
- Establishing the Negotiation Parameters
- Trading Concessions
- Winning Outcomes
Dealing with Conflict in Negotiation
The Effect of Giving a Discount
Avoiding the Common Mistakes
Negotiating in Competitive Markets
Negotiating with Skilled Buyers
Confirmation and Contracts
Practical Exercises with Individual Feedback and Review
Self Development Techniques for the Future

This program, which is always customized to meet the specific needs of the target audience, blends negotiating skills and an influence model with skill practices and feedback. Case studies developed from company situations illustrate collaborative (win-win) negotiations in a sales context. Creative solutions, tactics, and strategies for dealing with different styles are emphasized. Program activities include cases and skill practices relevant to participants’ selling situations. Negotiation techniques are emphasized from the "Getting to Yes" concept by Fisher, Ury, and Patton.

Pages:- 1
[ Online / Live ] [ Corporate Training ] [ Locations ] [ Schools ] [ Job Seekers ]

Dear Visitor: You are strongly recommended to bookmark this page and come back later, since new course may be available anytime. Click to Proceed>>