Sales Negotiation Strategies Training
Details
By the end of this course, participants will have:
- Learnt how negotiation fits into the sales/purchase process and how to handle the price objection effectively, to either remove the need to negotiate, or to create a more advantageous foundation from which to negotiate.
- Understood different styles of negotiation and how they can negotiate constructively with colleagues, suppliers and customers.
- Applied the principles of effective negotiation and the five stages within their practise negotiation conversations.
- Clearly identified their objectives, entry and exit points and tradeables within a negotiation discussion that they may have with a customer.
- Enhanced their communication and interpersonal skills to build and maintain rapport and achieve a win-win outcome through negotiation.
- Practised tested negotiation strategies
- Understood the principles of effective negotiation, including the five stages of negotiating.
Outline
Negotiating and Selling
- Negotiation as part of the sales process
- Handling the price objection
- What is negotiation?
Golden rules of negotiating
- Stages/process
- Environment/pre-requisites
Planning sales negotiations
- Objectives – seller and buyer
- Tradeables – seller and buyer
- Entry and exit points
- Negotiation’s planner
Communication skills refresher
- Listening
- Questioning
- Body language
Rapport and relationships
- Co-operation activity
- Rapport
Proposing
- Techniques and skills to advance the sales negotiation
- Language
Behaviours, beliefs and emotions in sales negotiations
- Constructive beliefs for negotiating
- Managing our emotions
Assertive communication
- Introduction to assertiveness
- Assertive behaviour – words, voice & body language
Bargaining and settling
- Moving to definite proposals
- Settling – reaching agreement and setting action plans
Negotiation strategy and tactics
- BATNA
- Techniques that buyers use and how to respond
FOR WHOM:
Marketing & Sales Personnel
TRAINING METHODOLOGY
The training methodology combines lectures, discussions, group exercises and illustrations. Participants will gain both theoretical and practical knowledge of the topics. The emphasis is on the practical application of the topics and as a result participant will go back to the workplace with both the ability and the confidence to apply the techniques learned to their duties.
Speaker/s
Special Offer
Schedules
Tue, Wed, Thu, Fri | 10:00 AM — 04:00 PM |
Tue, Wed, Thu, Fri | 10:00 AM — 04:00 PM |
No. of Days: | 4 |
Alpha Partners is a reputable firm of Training and Management Consultants with many years of corporate training experience in Finance, Accounting, Auditing, Banking, Management, Information Technology, Oil and Gas Sector, Security, Engineering, Public Relations, Secretarial Studies, Leadership, Marketing and other fields of human endeavour.
We are one of the leading players in the profession. Our firm, a multi-disciplinary one with highly talented, experienced and dedicated partners and staff who have experiences in different facets of working life was established in 1996 and has branches in Lagos, Enugu and Awka.
We offer a wide range of professional services, which covers audits, accounting, finance, taxation, ICT, security, engineering, insurance, human resources management, secretarial and consultancy services in all ramifications.
Our numerous clients attest to the high quality services we offer which contribute in no small measure in ensuring sound and efficient management of their resources.