Spearhead Training > Sales > Sales Negotiation Skills
Sales Negotiation Skills
Minimise concessions and conclude good deals in tough competitive markets
This negotiation skills training course is 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.
Delegates are taken through step by step how to negotiate business deals that are acceptable to both buyer and seller. It is an advanced level negotiation skills training course for the more experienced sales executive to hone their skills and techniques of sales negotiations. Delegates will have plenty of opportunity to practice the principles learnt during this participative programme.
Programme Contents
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 Future
Description of Course
The course is run through participative discussion, exercises, practical work, questionnaires and negotiation games in order to enhance the learning process. The course starts off by identifying how to best enter a sales negotiation. It therefore first looks at the back-end of the sales process as it enters the negotiation phase. This is an important part of the course at it is essential to enter the negotiation phase in the best possible position in order to be able to negotiate effectively. The course then takes delegates through each stage of the negotiation process. It is a very participative course and as been specifically designed and developed to enhance delegates negotiation skills.
The course duration is three-days as our experience tells us that this is the time required in order to develop delegates into highly effective and skilled negotiators. Delegates will not only develop the knowledge of how to negotiate effectively but also develop their ability to negotiate with tough buyers. Our experience and research shows that professional buyers are becoming more skilled in the art of negotiating with suppliers. This means that in order to be in with a chance negotiating with a positive outcome, supplier representatives must be equally skilled and prepared in the art of skilful negotiation, and this course addresses these requirements.
Delegates individual approach to negotiations will be identified which will include tips for future self-development. Delegates will be taken through the techniques that are used by skilled buyers and negotiators and they will discover how to avoid the costly mistakes that are often made.
Delegate numbers are strictly limited to ensure individual attention and participation. Effective use of the points learnt on this course will pay huge dividends by achieving more favourable negotiation outcomes.
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3 Days - Residential
Additional Course Information
Delegate spaces available on the following course dates:
Date:
14th July » 16th July, 2008
Venue:
Walton Hall, Wellesbourne, Warwickshire
Brochure Price:
£1495.00
Online Price:
£1,495.00 (Places Available)
Date:
8th September » 10th September, 2008
Venue:
Walton Hall, Wellesbourne, Warwickshire
Brochure Price:
£1495.00
Online Price:
£1,495.00 (Places Available)
Date:
3rd November » 5th November, 2008
Venue:
Walton Hall, Wellesbourne, Warwickshire
Brochure Price:
£1495.00
Online Price:
£1,495.00 (Places Available)
Fee includes course materials, use of video and other training equipment as required. Lunch and light refreshments are also included. Prepared key topic notes for delegates' future reference are provided. The number of delegates attending each course is limited in order to ensure individual participation.
Delegates participate in evening syndicate exercises and are therefore expected to stay in the hotel during the course. The course fee does not include the delegate's overnight accommodation costs.
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