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Course Description

Do you know how to tip the balance in a negotiation?

Are you fully aware of the stakes involved in your negotiations?

Can you recognise "successful negotiation" and "customer loyalty-building"?

Course Objectives:

• Understand the negotiation process
• Choose your negotiating style to suit the context and what you know about the customer
• Optimise your preparation for negotiations
• Excel in face to face meetings
• Adopt the most appropriate behaviour in the situation

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 cjecklist 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 you will receive with this course:

• Background to commercial negotiations
• Preparing commercial negotiations
• Commercial negotiations: 7 keys to effective meetings
• Commercial negotiations: coping with the pitfalls
• Commercial negotiations: asserting yourself

Who can benefit:

• Sales people or managers with proven sales and negotiating experience

Course Duration

2 days + 5 E-learning modules