Sales Negotiation Essentials

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.

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

Who Should Attend?