Negotiation Skills - 2 Days

Applicable For: All sales people

Overview

This course is vital in many ways. Too often, sales people work hard to create a desire to buy, only to walk away with a deal that is less than satisfactory.

It is, without doubt, a horrible experience to leave a client knowing that you could have got more from them or that they have taken advantage of you. A situation is made worse by the knowledge that it was preventable if only you had negotiated more effectively.

This course aims to give sales people the tools and technique to achieve a winwin situation where both they and the client feel happy that they have the best deal possible. It is upon these deals that long-term success is built.

Delegates will leave the course confident that they can prepare for and handle client negotiations. They will have learned not only how to structure a negotiation and how to bargain effectively but also how to identify and deal with common tricks and gambits used by buyers to gain advantage in a negotiation.

Key Learning

• The difference between selling and negotiation
• Controlling when a negotiation starts
• An overview of the structure of a negotiation
• Preparing to negotiate
• Discussion - Identifying the scope of the negotiation
• Proposal - how to open the bargaining
• The art of bargaining
• 12 dirty tricks used by customers to upset the balance of power
• Gaining agreement

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