Sales Negotiation

Overview

Course duration: 2 days.

This practical and energetic two-day workshop provides all the skills sales people need to conduct profitable negotiations and maintain positive long-term business relationships.

This workshop will enable you to negotiate the best possible terms, seek out the buyer’s real position and give away as little as possible. The learning process is accelerated using interactive techniques to enable delegates to negotiate with confidence and skill back in the workplace.

Is it right for me?

Suitable for sales people and others who negotiate with customers in a sales environment and either have to develop a negotiation skills base from scratch or wish to re-examine and refresh their existing techniques.

What will I learn?

By the end of this course you will be able to:

• Secure win/win results.
• Identify the behaviours to support your negotiating style.
• Understand the principles and stages of negotiation.
• Use the most appropriate strategies and tactics for effective negotiation.
• Identify and prioritise your concessions and their trade value.
• Get past deadlocks and achieve profitable agreements.
• Prepare and plan for the best possible results.
• Recognise when and how to close the deal.
• Understand the behaviours and signals of your client and respond to secure the best deal.
• Prepare a personal development plan.

What will it cover?

Negotiate - Don't Walk Away

• The skills of a successful negotiator
• Assessing your personal strengths and weaknesses
• The need to feel uncomfortable in negotiation
• Why negotiation is not about meeting in the middle

Plan and Organise

• Identifying potential sticking points
• Establishing best and worst outcomes
• Being clear about your limitations
• Putting yourself in the buyer's shoes
• One-to-one and team negotiations

Develop and Use a Strategy

• Using a structure to guide discussion
• Different approaches - examining the options
• Using integrity and influence to win

Tactics and Techniques

• Techniques for opening and developing negotiations
• Rapport building - helping to get their guard down
• Assessing the balance of power
• Spotting the voice and body language clues
• Questioning and listening skills - keeping yourself ahead
• How to negotiate creatively
• How to avoid weakening your position
• Giving and getting concessions
• How to achieve win/win scenarios

Securing the Deal

• Recognising when you've reached the bottom line
• Negotiating for now and not for later
• The pitfalls of the 'loss leader'
• Confirm the deal

Personal Development

• Working on your weaknesses; building on your strengths
• Committing yourself to change on return to the workplace
• Maintaining your motivation levels and boosting your drive

Trainer Profile

Dave Hardwick

Most people use negotiation skills on a regular basis without realising it, sales negotiation is no different perhaps just more focussed.Many of our delegates feel uncomfortable when finding themselves in sales negotiations.

Our sales negotiation course provides structure and practice to build the skills and confidence that make delegates feel better about sales negotiations.I find that preparation is a key step that tends to be overlooked and delegates usually take preparation as a key learning from the course.

I believe that negotiation is a life skill that we should use naturally and I would always suggest that delegates practise in real life terms with their own purchases in order to improve their job skills.

The Faculty

Along withSarah-Jayne Church and Helen Downey, Dave Hardwick is part of the dedicated faculty team who will deliver this course. The initials next to each date below indicate which trainer is scheduled to deliver which event.