Sales Negotiation Skills

Minimise concessions and conclude good deals in tough competitive markets

3 Days - 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.

Whilst the principles of negotiation are relatively straight forward, their application requires a high level of skill. This negotiation skills training 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.

 

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.

Delegates participate in evening syndicate exercises and are therefore expected to stay in the hotel during the course. The course fee does not include the delegate's overnight accommodation costs.

 

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.

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