Description

Background

As financial stability and success are the main goals of any business, sales competence is vital. Successful sales techniques include appropriate negotiation and excellent reasoning skills. In order for a deal to be negotiated, both parties need to be fully aware of the particular services or products being discussed.

This Course incorporates ‘research-based’ principles to help senior managers and leaders in any field improve their negotiation skills, as well as, improve sales performance.

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Benefits

This Course will provide you with:

• The ability and opportunity to lead successful ‘win-win’ sales negotiations
• The skills to manage objections when they arise
• Skills needed to negotiate successfully, especially when going against lower bids from your competition
• Customer-relation skills including dealing with concessions
• Negotiation tools needed to prevent adverse errors from being made
• Negotiation preparation, planning and structuring techniques
• An understanding of how to work with a diverse range of customers

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Who Should Attend

Suited to anyone looking to improve their sales and negotiation skills for personal or business growth. This Course is ideal for PR executives, managers, employees, freelancers and any individual dealing with customer relations.

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Curriculum

Day One:

• Difference between Communication and Negotiation
• What negotiation is and why it is important
• Development of an idea of Negotiation
• Basics of negotiation
• How to plan and prepare for negotiations

 

Day Two:

• How to structure negotiations
• Negotiating styles
• Personal power and how to increase it
• Negotiating tactics
• Movement and concessions

 

Day Three

• Developing win-win solutions
• The closing stages of negotiation
• Preparing a personal action plan
• Major influences on the process choice
• Five ways to negotiate effectively
• The negotiator qualities

 

Day Four

• Opponents feelings
• Everything needs sacrifices
• Avoid undesirable behavior
• Positive affect in negotiations
• Negative affect in negotiations
• Differences in thinking and decision making process.

 

Day Five

• Emotions in negotiations
• Rule 1: Attitude
• Rule 2: Communication Skills
• Rule 3: Planning
• Rule 4: Evaluation
• Rule 5: Closure