Sales Negotiation Skills™
Effective sales negotiation can save money and materially improve a company's profitability. If best practice can be replicated across your sales team, the combined benefits can be enormous. This course seeks to develop a win-win negotiating approach, based on building a trading relationship with your customers, replacing an over-reliance on discounting and other concessions.
Sales Negotiation Skills™ is a 1 day workshop for all business people wishing to improve their techniques and outcomes when negotiating with clients. This course is both a foundation skills workshop for staff new to selling, as well as a development workshop for experienced sales staff who need to improve their effectiveness in negotiation.
- Principles of Sales Negotiation
- Understanding buyer motivation
- Competitive Situations
- Planning sales negotiations
- Developing a trading relationship, not a concession-making one
- Using counter-arguments and creative tactics
- Using a collaborative approach
- Prioritising Needs, Wants and What's Negotiable
- Using escalation, 3rd parties and the client
- Things to avoid: bluffing, lies and cheats
- Pre-closing and reaching a decision
Sales Negotiation Skills™ is a practical and interactive workshop designed to develop further the competitive and closing skills and techniques contained in our Shared Vision SellingT workshop. All our workshops can be supported with a continuous learning programme, including sales management coaching.