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Sales Negotiation Skills

Course_Reference: 
SPE-DSNS
Manufacturer: 
0
Training_Provider: 
57
Summary: 

Designed for sales people, selling products or services, where negotiation is part of the process leading to a successful sale. The course identifies the specific differences between sales and negotiation.

  • Enhancing the Sales Proposal/Proposition
  • Establishing Client Requirements using the Spearhead
  • Win-Client Model
  • Establishing Value for Money
  • Techniques for Presenting Price
  • Presenting the Sales Case
  • Valuing Benefits
  • Dealing with Difficult Questions
  • Objection Handling
  • Gaining Commitment
  • When Selling Becomes Negotiating
  • Communications and Body Language

Negotiating Styles

  • Analysing Your Own Style

  • The Principles of Negotiation
  • Characteristics of a Successful Negotiator

Preparing for a Negotiation

  • Pre-Negotiation Research
  • Planning the Negotiation Strategy
  • Setting Objectives
  • The Four Stages of a Negotiation
  • Estimating the Variables
  • Costing Concessions
  • Establishing Your Bottom Line

Negotiation Techniques

  • Creating the Right Climate
  • Opening The Negotiation
  • Establishing the Negotiation Parameters
  • Trading Concessions
  • Winning Outcomes

  • Dealing with Conflict in Negotiation
  • The Effect of Giving a Discount
  • Avoiding the Common Mistakes
  • Negotiating in Competitive Markets
  • Negotiating with Skilled Buyers
  • Confirmation and Contracts
  • Practical Exercises with Individual Feedback and Review
  • Self Development Techniques for the Future3 FEE

Description: 

Designed for sales people, selling products or services, where negotiation is part of the process leading to a successful sale. The course identifies the specific differences between sales and negotiation.

Keywords: 
Negotiation Skills,Sales Negotiation Skills,difference between sales and negotiation

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