Course objectives
By the end of the course, participants will be able to:
- understand the negotiation process
- choose their negotiating style to suit the context and what they know about the customer
- optimise their preparation for negotiations
- excel in face-to-face meetings
- adopt the most appropriate behaviour in the situation
Programme
The training programme:
The sales negotiation process
- Evaluating the risks of sales negotiation
- Choose your negotiating position before the meeting
- Preparation
Being an effective negotiator in meetings with professional buyers
- Mastering the seven keys to effective meetings
- Avoiding the traps and tricks used by professional buyers
The relationship: the heart of successful negotiation
- Communicating effectively
- Developing interpersonal relationships
Conclusion: six-point checklist to the three dimensions of negotiation
- Sell first, negotiate afterwards...if necessary
- If you feel like a hostage, free yourself first
- Feel responsible for your company’s margins, not your client’s
- Negotiate the various terms of the agreement
- Create a favourable relationship at the end of the contract
- Be a leader in your client relationship and not the great soloist virtuoso when negotiating with the buyer
e-Learning modules
e-Learning modules you will receive with this course:
- Background to commercial negotiations
- Preparing commercial negotiations
- Commercial negotiations: seven keys to effective meetings
- Commercial negotiations: coping with the pitfalls
- Commercial negotiations: asserting yourself
Course duration
2 days + 5 e-learning modules
Who should attend?
This course is aimed at:
Sales people or managers with proven sales and negotiating experience
Do you know how to tip the balance in a negotiation?
