Sales and Negotiation Skills

Course details

Course Aims

• This course is suitable for business and sales people in all sectors who want to understand good negotiation techniques and improve sales success.
• Participants are trained to maximise their sales potential by learning the rules of selling. From establishing interest, to presenting and closing.
• Negotiation skills are used in every aspect of life and business to achieve good results so understanding the processes involved in crucial for success.
• Case studies, role plays and self-assessment throughout.

Course Outline

• The Negotiation Process:
• Improving communication skills, assertiveness & positive attitude
• Understanding the negotiation process
• Preparation: research, planning strategy & tactics
• Opening the meeting: sharing of position and interests
• Conducting negotiation: exploring positions, bidding and bargaining, identifying concessions; finding common ground.
• Moving towards agreement: concluding, clarifying and recording.
• Effective negotiating and personal influence tips

Sales Skills

• Pre-call planning, setting up meetings, planning your presentation
• Approaching a customer / opening the sale
• Questioning and listening.
• Dealing with objections & selling benefits.
• Closing the sale, identify and implement various closing techniques.Keeping in touch with customers and potential customers