- minimise concessions and conclude good deals in tough competitive markets
A 3-day open course
If you have to negotiate with customers this negotiation skills course is a must.
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 advanced level programme is considered absolutely essential for the more experienced sales executive selling products or services where negotiation is part of the process. It is 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 3 day intensive programme provides delegates with the environment to develop their negotiating ability and is worth years of learning the hard way. You will find your investment repaid many times with the improved outcomes you get.
Who will benefit from attending?
This is an advanced level programme designed for sales people, sales negotiators and account managers where negotiation with customers and buyers is part of the sales process. It will benefit those who face tough buyers and want to develop their negotiation skills and techniques so that they can achieve the very best outcomes.
What you will get from attending:
- Knowledge on how to negotiate effectively with skilled buyers and negotiators
- Understanding of your own approach to negotiations and an assessment of your skills
- Practice of the skills needed to avoid the costly negotiation mistakes that are often made
- Expert coaching and individual tips for future self-development
- A wealth of ideas and techniques to utilise in your future negotiations to achieve positive outcomes
- To provide each delegate with the knowledge to conduct negotiations in today’s tough markets. How to reach an agreement with skilled buyers and without making excessive concessions.
- To allow each delegate to improve their negotiation skills through a series of participative exercises.
Enhancing the Sales Proposal/Proposition
Establishing Client Requirements using the Spearhead
Establishing Value for Money
Techniques for Presenting Price
Presenting the Sales Case
Dealing with Difficult Questions
When Selling Becomes Negotiating
Communications and Body Language
- 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
- 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
Testimonials for Sales Negotiation Skills
"All areas were covered in very good detail." CT, Schneider Electric
"Recapping on information given throughout the day was beneficial to keep the information fresh." NM, Freshtime Ltd
"All subjects were very engaging and beneficial." BW, CH Byron
"General presentation was excellent, practices and reviews were challenging and relative, as well as interesting." MH, Internet Limited
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. These three days will develop and hone these necessary skills.
We have designed Sales Negotiation Skills as three days in duration because our extensive experience of developing effective negotiators has proven that this is the required time needed to cover the techniques effectively. Shorter programmes may cover the theory, but are unable to include sufficient skill development sessions to hone negotiation performance.
We have heavily researched the techniques used by buyers to obtain preferential terms. During the programme these techniques are analysed and solutions to deal with these situations are developed, so helping you to avoid the numerous costly mistakes that are frequently made by the un-trained salesperson.
The practical exercises have been carefully designed to help delegates understand the key principles behind effective negotiation. We use a range of learning aids such as negotiation simulations, questionnaires, exercises with review and participative discussion to enhance your skills.
Delegates will complete a specially designed questionnaire to discover their own approach to negotiations, so revealing their strengths and areas for development to improve negotiation outcomes. This information provides a valuable individual development plan for ongoing improvement.
Effective negotiation skills are an obvious must for anyone who has to negotiate as part of their job role and developing theses skills is one of the most profitable investments in sales performance that can be made by a company. The cost of not having good negotiation skills can be very high: small concessions can cost companies ten of thousands of pounds in lost revenue. The techniques learned on this course can also be used in other types of negotiations, such as with suppliers or internal situations.
We limit delegate numbers to ensure that all delegates get the most out of attending, so that they receive excellent value for money.
What is included in the fee?
All materials, lunch and refreshments are provided on this programme.
Start: 10 am Finish 5 pm
Recommended Follow-on Training
- Advanced Selling Skills – improve your skills and close more orders
- Account Management – building business partnerships
- Financial Awareness – everything you need to know for the non-specialist
If you are not satisfied that you have benefited by attending our Sales Negotiation Skills course, then we will refund your course fee.