Sales Negotiation Skills

Minimise concessions and conclude good deals in tough competitive markets

3 Days - Non Residential

This sales negotiation skills training course is for anyone who has to negotiate with customers and is a must for anyone involved in sales negotiations.

Buyers are becoming increasingly proficient at negotiating with suppliers and are demanding ever-greater concessions. Only those sales people who are truly adept at negotiating will be able to close deals that maintain profitability.

This course is considered absolutely essential for the more experienced sales executive selling products or services where negotiation is part of the process. It is an advanced level course designed to hone the skills and techniques needed for successful sales negotiations.

Whilst the principles of negotiation are relatively straight forward, their application requires a high level of skill. This course provides delegates with the environment to develop their negotiating ability and is worth years of learning the hard way. You will find your investment in this negotiation skills training course repaid many times with the improved outcomes you get.

The course develops the sales theme so that negotiations can commence in the best possible way. Delegates are then taken through each stage of the negotiation process that lead to successful outcomes.

You will get from this course:

• 1. Knowledge on how to negotiate effectively with skilled buyers and negotiators
• 2. Understanding of your own approach to negotiations and an assessment of your skills
• 3. Practice of the skills needed to avoid the costly negotiation mistakes that are often made
• 4. Expert coaching and individual tips for future self-development.
• 5. A wealth of ideas and techniques to utilise in your future negotiations to achieve positive outcomes
• 6. A Course Certificate
• 7. A CD of up to date self-development and reference materials to reinforce your learning
• 8. On going support via e-train, Spearhead’s scheduled e-communications of additional tips and advice to sustain your motivation and support your personal development when you are back at work
• 9. Access to the Spearhead telephone Help-line so you can get individual post-course support from your tutor when you want it

“All areas were covered in very good detail”

No other sales negotiation skills course gives you more…

Delegate spaces available on the following course dates:

Fee includes course materials, use of video and other training equipment as required. Lunch and light refreshments are also included. Prepared key topic notes for delegates' future reference are provided. The number of delegates attending each course is limited in order to ensure individual participation.

If overnight accommodation is required we often have special arrangements with local hotels.

 

Programme Contents

• Enhancing the Sales Proposal/Proposition
• Establishing Client Requirements using the Spearhead
• Win-Client Model
• Establishing Value for Money
• Techniques for Presenting Price
• Presenting the Sales Case
• Valuing Benefits
• Dealing with Difficult Questions
• Objection Handling
• Gaining Commitment
• When Selling Becomes Negotiating
• Communications and Body Language
• Negotiating Styles
• - Analysing Your Own Style
• The Principles of Negotiation
• Characteristics of a Successful Negotiator
• Preparing for a Negotiation
• - Pre-Negotiation Research
• - Planning the Negotiation Strategy
• - Setting Objectives
• - The Four Stages of a Negotiation
• - Estimating the Variables
• - Costing Concessions
• - Establishing Your Bottom Line
• Negotiation Techniques
• - Creating the Right Climate
• - Opening The Negotiation
• - Establishing the Negotiation Parameters
• - Trading Concessions
• - Winning Outcomes
• Dealing with Conflict in Negotiation
• The Effect of Giving a Discount
• Avoiding the Common Mistakes
• Negotiating in Competitive Markets
• Negotiating with Skilled Buyers
• Confirmation and Contracts
• Practical Exercises with Individual Feedback and Review
• Self Development Techniques for the Future

Description of course

Buyers are becoming better at negotiating with their suppliers. Therefore, to succeed in competitive marketing conditions supplier representatives need to be more skilled than ever before. This course develops and hones those necessary skills.

We have designed this course to be three days in duration. This is because our extensive experience of developing effective negotiators has proven that this is the required time needed to cover the necessary material effectively. Shorter courses may cover the theory, but are unable to include sufficient skill development sessions to hone negotiation performance.

Spearhead Training has heavily researched the techniques used by buyers to obtain preferential terms. During the course these techniques are analysed and solutions to deal with these situations are developed helping you to avoid the numerous costly mistakes that are frequently made.
The practical exercises in this course have been carefully designed to help delegates discover the key principles behind effective negotiation. Our negotiation skills training uses a range of learning aids such as negotiation simulations, questionnaires, exercises including review and participative discussion to enhance your sales negotiation skills.

Delegates will complete a specially designed questionnaire to discover their own approach to negotiations, including their strengths and areas for development to improve negotiation outcomes. This information provides a valuable individual development plan for ongoing improvement.

This course is a must for anyone who has to negotiate as part of their job role and is one of the most profitable investments in sales performance that can be made. Delegates will discover how to improve negotiation outcomes so that they are positive to both sides. The tutors who run our negotiating courses are all experienced negotiators and are readily able to relate to the challenges facing delegates. People who attend often comment that if only they knew these techniques earlier, they could have reduced many costly errors in negotiations in the past. This course has been developed with passion and extensive research in order to provide one of the most effective negotiation skills training course in the market.

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