Sales Negotiation Essentials S&M Course – Apply now

Overview
Course Outline
Scheduled Dates

Course Overview

In today’s competitive environment, sales people have to work harder than ever to reach the final stage of negotiation in closing a sale. In their rush to win business, many sellers concede to pricing pressure, rather than explore the customer’s underlying needs to protect the value of the sale.

Negotiation is a key work and life skill. Being better at negotiating means getting better results in terms of timelines, price or quality - which all contribute to bottom line profitability. During the course delegates will learn how open a sales negotiation on a positive note, to uncover underlying issues or concerns, to sell the value of their solution and reduce price pushback, to achieve win-win solutions, to avoid critical mistakes and to close effectively.

On completion of the course delegates will be able to get the best results using a persuasive, but collaborative, negotiation style.

Objective:

By the end of this interactive training programme, you will be able to:

Plan effectively to get the best results
Understand your requirements and those of the other party to assess potential value
Open a negotiation effectively to set the right tone
Sell the value of your solutions and reduce price pushback
Lead masterful sales negotiations that lead to win-win solutions for you and your customers
Respond to objections in a way that moves the buyer closer to the close
Avoid critical mistakes in the negotiation process that kill credibility and the sale
Close a negotiation effectively

Course Outline

Module 1 – Introduction to Sales Negotiation

What is a sales negotiation?
Why Negotiate?
The Benefits of Effective Sales Negotiation

Module 2 - Sales Negotiating Styles

Types of negotiation
- Positional negotiation
- Principled negotiation
- Situational negotiation
Characteristics of Great Sales Negotiators
Non-verbal communication

Module 3 - The Sales Negotiation Process

Planning – identifying potential value, understanding interests, developing fact base
Information exchange – value, interests and rapport
Bargaining – addressing interests and managing concessions
Closing – confirming value and interests
Following up – Summarise the agreement and confirm key points in writing

Module 4 - Persuasion Techniques

What is persuasion?
Methods of persuasion
Gaining trust
Resolving conflict and dispute

Module 5 - Sales Negotiation Tactics

Dealing with different personality types
Dealing with difficult negotiators
Dealing with frustrating negotiations
Categories of power bases

Module 6 - Sales Negotiation Mistakes

Negotiation Decision Making Traps
Skilled sales negotiators do’s and don’ts

Module 7 – Putting it all into practice

Simulated negotiations using scenarios generated by participants
Feedback
Personal action planning

Schedule & Fees

3 For 2Offer

Get the most out of group training with our special discount! Register 3 of your participants together on the same course and only pay for 2.

Select Month

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July
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Location

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London

$4,900

Duration: 5 Days

date: 16 - 20 Dec 2024

London

$4,900

Duration: 5 Days

date: 07 - 11 Jul 2025

London

$4,900

Duration: 5 Days

date: 06 - 10 Oct 2025

Sales and Marketing

Sales Negotiation Essentials

Duration:5 Days

date:07 - 11 Jul 2025

London

$4,900

Questions? Speak to our
friendly training advisor

Shayma Said

sales@londontfe.com

+44 2071836657

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