Sales Negotiation Skills

Introduction
Minimise concessions and conclude good deals in tough competitive markets.

Buyers are becoming increasingly proficient at negotiating with suppliers and are demanding ever-greater concessions. Only those sales people who are truly adept at negotiating will be able to close deals that maintain profitability.

This course is considered absolutely essential for the more experienced sales executive selling products or services where negotiation is part of the process. It is an advanced level course designed to hone the skills and techniques needed for successful sales negotiations.

Whilst the principles of negotiation are relatively straight forward, their application requires a high level of skill. This course provides delegates with the environment to develop their negotiating ability and is worth years of learning the hard way.

The course develops the sales theme so that negotiations can commence in the best possible way.
Course Objectives
  • Knowledge on how to negotiate effectively with skilled buyers and negotiators
  • Understanding of your own approach to negotiations and an assessment of your skills
  • Practice of the skills needed to avoid the costly negotiation mistakes that are often made
  • Expert coaching and individual tips for future self-development
Course Duration
2 Days
Who should attend
Sales Managers, Executives and course is for anyone who has to negotiate with customers and is a must for anyone involved in sales negotiations.
Methodology
Mini sales case, discussion, sales games, lectures, music and movie
Course Leader
Course Modules
Module 1:
  • Enhancing the Sales Proposal/Proposition
  • Establishing Client Requirements using the Spearhead
  • Win-Client Model
  • Establishing Value for Money
  • Techniques for Presenting Price
  • Presenting the Sales Case
  • Valuing Benefits
Module 2:
  • Dealing with Difficult Questions
  • Objection Handling
  • Gaining Commitment
  • When Selling Becomes Negotiating
  • Communications and Body Language
Module 3:
  • Negotiating Styles
  • Analysing Your Own Style
  • The Principles of Negotiation
  • Characteristics of a Successful Negotiator
Module 4:
  • Preparing for a Negotiation
  • Pre-Negotiation Research
  • Planning the Negotiation Strategy
  • Setting Objectives
  • The Four Stages of a Negotiation
  • Estimating the Variables
  • Costing Concessions
  • Establishing Your Bottom Line
Module 5:
  • Negotiation Techniques
  • Creating the Right Climate
  • Opening The Negotiation
  • Establishing the Negotiation Parameters
  • Trading Concessions
  • Winning Outcomes
  • Dealing with Conflict in Negotiation
Module 6:
  • Avoiding the Common Mistakes
  • Negotiating in Competitive Markets
  • Negotiating with Skilled Buyers
  • Confirmation and Contracts
  • Practical Exercises with Individual Feedback and Review
  • Self Development Techniques for the Future

For further enquiries, please call us at +6 (06) 8500888.

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Registration can be made by filling and submitting the online form below or email us at hello@lccm.asia

Payment shall be made payable to LOGICA CENTRE OF COMPUTER & MANAGEMENT SDN BHD (AmBank Account Number: 212-201-200360-6)

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