Training Programmes - Selling Suite

Sales Negotiation Skills

Overview

In the business world we live in today, winning business and negotiating deals with customers continues to become more important. Fact: Very few professional sellers are thought how to negotiate formally or effectively. The ability to effectively manage a sales negotiation an often be the difference between making a sale and not.  But there is no point negotiating a deal unless it arrives at a worthwhile outcome for both seller and buyer.  

Many sellers capitulate at the first sign of push back from the customer.  They often give away price without getting any concession or commitment in return.  Many sellers find the whole concept of negotiating very stressful experience. At Evolve, as the 2009 world wide recession kicks in and customers become increasingly more demanding in their approach to negotiations we believe that it is imperative for sales people to be confident and well skilled in their approach to the negotiations aspect of the sales process

This programme is ideal for:

Sales professionals and account managers who wish to prepare and negotiate the best possible deal for their business.

Programme deliverables

After attending this course, participants will have the ability to:

• Clearly understand the behaviours and traits of a good negotiator.

• Understand the differences between selling and ethical negotiation.

• Manage the negotiation process through its different phases in order to achieve a mutually beneficial business deal

• Identify the customer's negotiation behaviours, objectives, motives and tactics in order to maximise their position and maintain a good ongoing relationship 

• Develop problem solving techniques for negotiations

• Prepare and design a total negotiating plan, including performance objectives, for implementation on return from the programme.

Programme Content

The Difference between selling, manipulation and negotiating

Understanding the selling, closing and negotiation processes 




Negotiation styles

Traits of a good negotiator?
Identifying your personal negotiation style

Learn how to close the gap between best practice and your style


Negotiation tactics and techniques

Preparing your strategy and defining your objectives

Identifying your negotiables
Understanding the other parties position
Use of questioning and listening for control, direction and advantage
Utilising high value low cost variables
Agreeing what you’ve agreed and implementation
Using incremental movement to move the other party forward



Problem solving

Handling road blocks, unreasonable positions and U turns
Using time effectively in negotiations


Simulation and role-play

Negotiations simulations

Using feedback to improve your performance

Developing an individual action plan for implementation back in the workplace.

Additional Comments

• This programme is FETAC friendly – Level 6

• Programme content and duration can be tailored for company circumstances

• Workbook & handouts support programme