The Whole Thing reserves the right to alter dates, content, venue and the trainer for each course with reasonable notice.
This course is CPD Certified with each day equivalent to 6.5 hours of CPD
Sales Negotiation Skills that Informs, Persuades and Closes for Great Selling Results
WHO SHOULD ATTEND?
New and existing external and internal sales staff at all levels, entrepreneurs and small business owners that want to learn (or relearn) and improve their sales negotiation competency so that they can get the very best return from their selling effort in pursuit of their targets and the organization’s goals.
Sales are the activities involved in selling products or services in return for money or other compensation. It is an act of completion of a commercial activity (a trade). The role of the *salesman is to generate profitable sales revenue through effective sales and marketing activity. Effective negotiation is a key element in any business result and knowing how to negotiate effectively whilst selling will help you to get a better result every time. Sales negotiation skills are required to build competitive edge whilst maintaining presence that allows you to build positive relationships and maximum value. Mastery of the sales negotiation process is a vital for effective selling and individual and team contribution that drives business growth.
Sales Negotiation Skills is a proven and very practical approach to sales negotiation that covers the basic elements of the sales negotiation process. The program takes a holistic view of sales negotiations at a normal level and introduces the delegate to the fundamental knowledge, skills and attitude required to behave effectively and confidently manage any sales negotiation to a great result.
The program is well researched, knowledge-based and designed with the individual learner at the centre of the learning process which means that the course is extremely interactive and practical.
*Salesman means Saleswoman too; The Whole Thing celebrates equality in every dimension.
By the end of this course delegates will be able to:
DAY 1 • SALES NEGOTIATION FUNDAMENTALS
Relevance and Importance of Sales Negotiation
Understanding the Selling Essentials
Sales Negotiating Styles
The Power of Persistence and Pride of Performance
Working in pairs role play a given scenario (scenario to be advised on the day)
Purpose is to demonstrate the power of non-verbal communication and its effect on parties present at a negotiation meeting
The Sales Negotiation Process
Individual creates the objectives of a recent negotiation they have been involved in. Group discusses the relevance of the objectives
Activity: Planning a Sales Negotiation
DAY 2 • SALES NEGOTIATION IN ACTION
Sales Negotiation Tactics
Sales Negotiation Mistakes
Group activity of buyers and suppliers. A scenario (to be advised on the day) is given to the groups for them to work through and present their responses.
The activity can be interpreted in various ways but invites mistakes and avoidance of mistakes
Practice Makes Perfect
Scenarios will be provided to enable the participants to plan, hold a sales negotiation and close the deal. Results of this activity allow for teams to consider difficulties, mistakes and communication and influencing skills and identify where their own skills might be strengthened. Teams will role play the scenarios with sessions filmed for rewind and replay. During each delivery those watching complete a Sales Negotiation Observation Sheet that records their observations and comments on each team role play based on the principals and checklists given earlier in the program.
Key Learning Review
Each delegate will be asked to complete a pre-course questionnaire to determine their individual learning objectives. These will be used by the trainer to give on track training that is focused on the individual learner attending.
ON-TRACK FOR GROWTH
The individual leaves this program with a Personal Action Plan to encourage immediate transfer of training to the job.
REGISTER FOR THIS COURSE
To register for this course please review the grey box above. If no public course is listed or the location and dates shown don’t suit you then please request a proposal for this course either as a public training course or if you have 6 delegates or more as an in-company training course by clicking on Request a Proposal.