Clear Vision Consultation and Training

Advanced Selling and Negotiating Skills

Audience:

This program is designed for Senior managers, department heads and supervisors.

Objectives:

By the end of this training program, each participant will be able to:

·        Identify and understand the requirements for effective sales negotiation

·        Effectively plan for sales negotiation

·        Anticipate the other side ploys, tactics and counter tactics

·        Balance assertiveness and empathy in their negotiations

·        Identify and use different approaches to negotiation

Overcome barriers to effective negotiation

·        Build solid relationships with customers for future sale

Course Outline:

i         

The concept of consultative selling

·        Characteristics of a professional sales person

·        Identify customers’ needs

·        Focused presentation

·        Handling customer objection

·        Techniques to close the sale

ii       

Overview of the negotiation process

·        Defining negotiation

·        The requirements for effective negotiation

·        Characteristics of good negotiation

·        Negotiation styles

iii     

The four forces of negotiation

·        Power

·        Information

·        Timing

·        Approach

·        Power of influence

·        Defining roles within team

iv     

Planning your negotiation

·        Identifying objectives

·        Preparing yourself

·        Assessing the other side

v       

Communication guides for effective negotiators

·        Negotiation behavior

·        Asking effective questions

·        Understanding body language

·        Listening skills

vi     

Negotiating ploys and tactics

·        Key negotiating strategies

·        Closing the deal

Summary checklist

vii   

Building long-term relationships with customers