Negotiating to a Satisfactory Close

How often have you said to yourself - I could have charged the client more!

Overview:

A crucial part of the sales process is the negotiation phase, and it is poor negotiating skills that most often lead to lost sales or a failure to maximise the potential of the sale. This course will offer delegates the confidence to plan a negotiation strategy and execute it to perfection. Seven methods to improve negotiating are taught, and the most common negotiating errors are exposed. Through a series of role-plays each delegate perfects the best negotiating technique for them.

Suitable for:

Any person involved in selling a product or service and wish to improve their negotiating and closing skills

The Programme Topic Areas are:

• Planning negotiation - participants are encouraged to aim high and be unpredictable as to how much they will concede
• Seven ways to improve negotiating - this module looks at the most common pitfalls in negotiating situations and how to overcome them
• Setting out our objectives - emphasis here is not just on getting a sale but also maximizing profit
• Reasons to listen - this module concentrates on keeping quiet and letting the customer do the talking
• Closing questions - 21 types of closes are studied including the barter close which stresses the importance of bartering with goods in kind as opposed to money
• General discussion
• Main negotiating strategies - this module gives participants a wide choice of strategies to use to achieve their objectives
• Participants to negotiate - role plays: working in groups of two or three, participants will negotiate with each other to get to their set objective satisfactorily
• Seven things to avoid when negotiating - vital points are covered to ensure no participant leaves the course making any basic negotiating errors
• Summary & action plans agreed