Sales Negotiation

Whichever way you look at it, sales and negotiation go hand in hand.

Since long term relationships with customers, colleagues and suppliers are essential to personal and organisational success, an understanding of the strategies and tactics used during negotiations and sales is an essential factor whatever your line of work.

Acquiring these skills in an experimental way can be very expensive in terms of reputation, financial cost and opportunity.

This programme is designed to provide not only the knowledge but also the opportunity for skills practice.

Specific Content

• Understanding your current negotiation style
• How to identify a customer’s behavioural style
• How to use that knowledge to achieve greater sales success
• Working with the negotiation process
• Preparing to negotiate – effective strategies and tactics
• Identifying the most likely decision making criteria
• Overcoming an impasse, a stalemate and a deadlock
• BATNA (Best alternative to a negotiated agreement)
• Recommending the most effective closes

Objectives

The benefits of this programme are as follows:

• Understanding of how to negotiate deals that benefit all the parties involved
• Identify when others are using negotiation techniques
• Use effective negotiation behaviour
• Recognise the stages in negotiation behaviour