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- Payment Terms: Enquire
- Duration / Course length: 5 Days
- Starting Date: Enquire About It
- Timings: Enquire
Course details
OverviewIn today's competitive environment sales people have to work harder than ever to reach the final stage of negotiation in closing a sale. In their rush to win business many sellers concede to pricing pressure rather than explore the customer's underlying needs to protect the value of the sale. Negotiation is a key work and life skill. Being better at negotiating means getting better results in terms of timelines price or quality - which all contribute to bottom line profitability. During the course delegates will learn how open a sales negotiation on a positive note to uncover underlying issues or concerns to sell the value of their solution and reduce price pushback to achieve win-win solutions to avoid critical mistakes and to close effectively. On completion of the course delegates will be able to get the best results using a persuasive but collaborative negotiation style.
Objective
By the end of this interactive training programme, you will be able to:
- Plan effectively to get the best results
- Understand your requirements and those of the other party to assess potential value
- Open a negotiation effectively to set the right tone
- Sell the value of your solutions and reduce price pushback
- Lead masterful sales negotiations that lead to win-win solutions for you and your customers
- Respond to objections in a way that moves the buyer closer to the close
- Avoid critical mistakes in the negotiation process that kill credibility and the sale
- Close a negotiation effectively
Who Should Attend
- Sales managers
- Sales representatives
- Sales trainees
- Sales trainers
Course Outlines
Module 1
- Introduction to Sales Negotiation
- What is a sales negotiation?
- Why Negotiate?
- The Benefits of Effective Sales Negotiation
- Types of negotiation
- Positional negotiation
- Principled negotiation
- Situational negotiation
- Characteristics of Great Sales Negotiators
- Non-verbal communication
- Planning
- identifying potential value understanding interests developing fact base
- Information exchange
- value interests and rapport
- Bargaining
- addressing interests and managing concessions
- Closing
- confirming value and interests
- Following up
- Summarise the agreement and confirm key points in writing
- What is persuasion?
- Methods of persuasion
- Gaining trust
- Resolving conflict and dispute
- Dealing with different personality types
- Dealing with difficult negotiators
- Dealing with frustrating negotiations
- Categories of power bases
- Negotiation Decision Making Traps
- Skilled sales negotiators do's and don'ts
- Putting it all into practice
- Simulated negotiations using scenarios generated by participants
- Feedback
- Personal action planning
Job roles this course is suitable for:
Sales managers , Sales representatives , Sales trainees , Sales trainers , Sales , Executive , Associate , Business DevelopmentAbout London Training For Excellence
Empowering Professionals for Over a Decade
London Training for Excellence is a leading provider of professional development programmes, established in 2013. For over eleven years, we have been committed to equipping individuals and organisations with the skills and knowledge they need to excel in today's ever-evolving business landscape.
A Breadth of Expertise
We offer a comprehensive range of training solutions across a diverse set of industries, including:
- Artificial Intelligence (AI): Stay ahead of the curve with cutting-edge training on AI applications, machine learning and data analysis.
- Contact Management: Learn best practices for building and nurturing relationships, managing communication workflows and leveraging technology to optimise your outreach efforts.
- Engineering: Enhance your technical expertise and stay current with the latest advancements in various engineering fields.
- Finance and Legal: Gain a deep understanding of financial concepts, legal frameworks and compliance requirements.
- Human Resources: Navigate the complexities of HR practices, from recruitment and onboarding to employee relations and performance management.
- Leadership and Management: Develop your leadership skills, communication techniques and team-building strategies.
- Logistics: Optimise your supply chain operations and ensure efficient delivery of goods and services.
- Marketing and Sales: Develop effective marketing strategies, hone your sales skills and drive business growth.
- Oil and Gas: Gain specialised knowledge and skills relevant to the oil and gas industry.
- Project Management: Master the art of project planning, execution and delivery to ensure successful project outcomes.
Our Approach
At London Training for Excellence, we believe in delivering high-quality, interactive training programmes that cater to diverse learning styles. Our experienced instructors are industry experts who combine theoretical knowledge with practical application.
Flexible Learning Solutions
We understand that busy professionals require flexible learning options. We offer a variety of delivery methods to suit your needs, including:
- In-person training: provides more significant face-to-face interaction. In a classroom setting, attendees can connect in real-time. In-person training also offers more opportunities for group activities and interactive projects.
- Online Courses: Our comprehensive online courses allow you to learn comfortably in your working environment.
- In-Company Training: Tailor training programmes specifically for your organisation's needs and deliver them on-site for maximum impact and employee convenience.
Investing in Your Success
By investing in training and development with London Training for Excellence, you will gain the knowledge and skills necessary to achieve your professional goals and contribute to the success of your organisation.
Contact Us Today
Let London Training for Excellence help you unlock your full potential and drive positive organisational change. Contact us today to discuss your training needs and explore how we can empower your workforce for the future.
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