Negotiation Training for Salespeople Training Course

Negotiating in tough competitive markets

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

Course Overview:

Duration - 2 Days

The art of negotiation is an essential skill. This course will develop the negotiation skills of salespeople. It examine the challenges of dealing with skilled buyers who are looking for an exceptional deal and shows how to negotiate a premium contract. This is a very participative course,and includes numerous exercises and simulations using prepared negotiation scenarios. Spearhead has carefully designed these exercises to develop negotiation skills. This course will provide an excellent return on investment and is a must for any sales team.

Programme Contents

Positioning Yourself for Negotiations
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
Negotiation Principles
The Traits of a Successful Negotiator
Preparing for a Negotiation
Negotiation Techniques
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

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