Sales Negotiating for Profit
.
One-day course
You're well aware that an essential part of the
sales process is being able to negotiate effectively. Successful sales people
use the negotiation process to build stronger
relationships with their clients. It can be a fantastic opportunity to
demonstrate trust, respect and a sound understanding of the clients needs.
Bad negotiation can sour a
relationship, resulting in deals that neither party are entirely
satisfied with. This one day programme is designed to convey
the
principles of professional and profitable sales negotiation.
Course contents:
- Introduction to sales negotiation
- skills of the successful negotiator
- different negotiation styles
- principled win-win negotiation
- Planning and preparation
- analysing personal strengths and weaknesses
- setting objectives
- understanding your own position
- questions you need answers to
- planning your strategy
- Opening the negotiation
- creating an atmosphere of trust
- understanding the other parties point of view
- Uncovering the shopping list
- Negotiation tactics
- handling concessions
- 'the games people play'
- questioning and listening skills
- interpreting non-verbal signals
- Reaching Agreement
- Making proposals
- Searching for solutions - being creative
- Confirming the agreement
Your team should leave this training course confident
that they can negotiate successful agreements that enhance their
relationship with the client. |
