Negotiation Skills
Aim
This course aims to provide participants with a range of closing and negotiating techniques and how to overcome objections in a sales situation. It will look at the most appropriate approaches and when they should be used to best effect.
Objectives
On successful completion of the course, participants will be able to:
- explain the important differences between selling and negotiating
- identify what contributes to effective negotiation and influencing
- plan a variety of tactics that can be used in a number of situations to give a positive outcome
- identify what to include in an effective sales meeting
- successfully deal with different customer personality styles
- handle objections when they occur and manage some of the most common objections to closing a deal
Course Content
The course will cover:
- the difference between negotiating and selling – when you should sell and when to negotiate.
- negotiation outcomes – win-lose, lose-win, and win-win.
- setting objectives: yours and theirs and preparing effectively
- a process based approach to negotiation and the skills set required
- understanding the negotiating process - power conventions and strategy
- evaluating fallback positions, their implications and cost of concessions
- client personality styles and reading the signals
- the most common objections to closing a sale and techniques for overcoming objections
- closing a deal and adopting a collaborative approach to ensuring trust, rapport and long term gains
- practising negotiation in a range of role play situations with analysis by means of video recording playback
This course is highly participative and is delivered through a mixture of tutor input, large/small group discussions and individual activities. It will focus on work related issues and discussion will explore those raised throughout the course.
Assessment
The course is designed for sales executives, sales managers, and subject specialists involved in a negotiating situation who wish to gain confidence in the negotiations and achieve positive results for their business.
Negotiation Skills courses can be tailored to meet specific requirements in terms of content and duration.
