Spearhead Training > In-company Sales > Sales Negotiation Training

Sales Negotiation Training
A two-day in-company training course

 

This course is one of our standard in-company programmes and can be delivered to your people at a venue and date of your choice. If it is not exactly what you want then we can either create a tailored course based on our extensive library of standard course materials or produce a fully bespoke training course for you. Please call 01608 644144 for details.

Only one or two people to train? Then click here to see our open course options, or consider our coaching service

This is the essential course for salespeople who are involved in negotiations. This is a very practical course with the focus on developing individual ability to negotiate effectively. Delegates will learn by discovery, through a series of exercises, the key negotiation principles and how to implement them in their own situations. Delegates will have plenty of opportunity to practice the principles learnt during this participative programme. The course concludes by examining the tactics that skilled and experienced buyers can use to obtain a favourable deal for themselves.

Programme Contents

Enhancing the Sales Proposition
Identifying Client Needs with the Spearhead Win-Client Model
Creating Value
Financial Justification
Presenting the Sales Case
Valuing Benefits
When Selling Becomes Negotiating
Negotiation Communication
- Body Language
Negotiating Styles
- Analysing Your Negotiation Style
The Key Stages of Negotiation
Successful Negotiators Do’s and Don’t’s
Planning the Negotiation
- Essential Preparation
- Planning the Strategy
- Setting Objectives
- Establishing Your Bottom Line
Negotiation Techniques
- Creating the Right Climate
- Opening The Negotiation
- Establishing the Other Sides Priorities
Trading Concessions
The Effect of Discounts on Profitability
Avoiding the Common Mistakes
Negotiating in Competitive Markets
Negotiating with Skilled Buyers
Practical Exercises with Feedback and Review