Spearhead Training > In-company Sales > Negotiation Training for Salespeople Training Course
Negotiation Training for Salespeople Training Course
Negotiating in touch competitive markets
Duration - 2 Days
The art of negotiation is great skill. This course aims to develop the negotiation skills of salespeople. It examine the challenges of dealing with skilled buyers who are looking for an exception deal and how to negotiation a premium contract. This is a very participative course, drawing from the experience of the group. It includes numerous exercises and role-play using prepared negotiation scenarios. Spearhead has carefully designed these exercises in order to develop negotiation skills. We have a host of material that we can draw upon in order to match the individual business requirements. This course will provide an excellent return on investment, many times over. It is a must for any sales team, even for salespeople who may have already received training.
For an open course option, click below
Programme Contents
• Building your Negotiation Strength using the Spearhead Win-Client Model
• Creating Value
• Dealing with the Price
• Presenting the Sales Proposition
• Valuing Benefits
• When Selling Becomes Negotiating
• Communications and Body Language in Negotiations
• Negotiating Styles
- Analysing Your Own Style
• Negotiation Principles
• The Traits of a Successful Negotiator
• Preparing for a Negotiation
- Pre-Negotiation Research
- Planning the Negotiation Strategy
- Setting Objectives
- Costing Concessions
- Setting Minimum Points
• Negotiation Techniques
- Creating the Right Climate
- Opening The Negotiation
- Establishing the Negotiation Parameters
- Trading Concessions
• Dealing with Conflict in Negotiation
• The Effect of Giving a Discount
• Avoiding the Common Mistakes
• Negotiating in Competitive Markets
• Negotiating with Skilled Buyers
• Practical Exercises with Individual Feedback and Review
• Self Development Techniques for the Future