Sales Negotiation Skills

Spearhead Training Group Ltd.
London, Chipping Norton, United Kingdom

Course Format: Classroom | E-learning | Virtual Class | Online | On-site | Blended | Self-paced

Course Description:

'' 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

...''

Phone:+44 (0)1608 644 144

School Address:

MWB Marble Arch Tower
55 Bryanston Street
London W1H 7AJ

Spearhead Regional Training Centre
18/19B Cheriton House,
Cromwell Park,
Chipping Norton,
Oxfordshire OX7 5SR

Jobs & Resumes: London, Chipping Norton
Houses & Roommates: London, Chipping Norton

Training Skills
Assertiveness
Effective Meetings
Business Writing
Persuading and Influencing
Taking Minutes
Telephone Skills And Customer Service
Advanced Sales Skills
Essential Sales Skills
Key Account Management
Selling Through Distributors
Basics Of Selling
Telephone Account Management
Delivering Effective Sales Presentations
Exhibition Stands
Selling By Telephone
Marketing
Public And Press Relations
Customer Relationship Management

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