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Sales and MarketingSales Negotiation Essentials


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  • GreeceAthens
  • 04 - 08 Sep 2023
  • 20 CPD hours
  • $4,900.00
  • Overview
  • Course Outline
  • Scheduled Dates

Course Overview

In today’s competitive environment, sales people have to work harder than ever to reach the final stage of negotiation in closing a sale.   In their rush to win business, many sellers concede to pricing pressure, rather than explore the customer’s underlying needs to protect the value of the sale.  

Negotiation is a key work and life skill.  Being better at negotiating means getting better results in terms of timelines, price or quality - which all contribute to bottom line profitability. During the course delegates will learn how open a sales negotiation on a positive note, to uncover underlying issues or concerns, to sell the value of their solution and reduce price pushback, to achieve win-win solutions, to avoid critical mistakes and to close effectively. 

On completion of the course delegates will be able to get the best results using a persuasive, but collaborative, negotiation style.

Objective:

By the end of this interactive training programme, you will be able to:

  • Plan effectively to get the best results
  • Understand your requirements and those of the other party to assess potential value
  • Open a negotiation effectively to set the right tone
  • Sell the value of your solutions and reduce price pushback
  • Lead masterful sales negotiations that lead to win-win solutions for you and your customers
  • Respond to objections in a way that moves the buyer closer to the close
  • Avoid critical mistakes in the negotiation process that kill credibility and the sale
  • Close a negotiation effectively

 

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Course Outline

Module 1 – Introduction to Sales Negotiation

  • What is a sales negotiation?
  • Why Negotiate?
  • The Benefits of Effective Sales Negotiation

Module 2 -  Sales Negotiating Styles

  • Types of negotiation
    • Positional negotiation
    • Principled negotiation
    • Situational negotiation
  • Characteristics of Great Sales Negotiators
  • Non-verbal communication

Module 3 - The Sales Negotiation Process

  • Planning – identifying potential value, understanding interests, developing fact base
  • Information exchange – value, interests and rapport
  • Bargaining – addressing interests and managing concessions
  • Closing – confirming value and interests
  • Following up – Summarise the agreement and confirm key points in writing

Module 4 - Persuasion Techniques

  • What is persuasion?
  • Methods of persuasion
  • Gaining trust
  • Resolving conflict and dispute

Module 5 - Sales Negotiation Tactics

  • Dealing with different personality types
  • Dealing with difficult negotiators
  • Dealing with frustrating negotiations
  • Categories of power bases

Module 6 - Sales Negotiation Mistakes

  • Negotiation Decision Making Traps
  • Skilled sales negotiators do’s and don’ts

Module 7 – Putting it all into practice

  • Simulated negotiations using scenarios generated by participants
  • Feedback
  • Personal action planning
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Schedule & Fees

2+1Offer

Get the most out of group training with our special discount! Register 3 of your participants together on the same course and only pay for 2.

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5 Days 20 CPD hours

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Speak to our friendly training advisor today

Shayma Said

sales@londontfe.com

Call+44 2071836657

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Sales Negotiation Essentials

  • GreeceAthens
  • 04 - 08 Sep 2023
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