Location
Online
Dates
Can be taken anytime
Course Type
Professional Training Course
Accreditation
Yes (Details)
Language
English
Course Fee
$1,500

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. This course will enable participants to get the best results using a persuasive but collaborative negotiation style.

Who should take this course

Sales managers Sales representatives Sales traineesSales trainers

Accreditation

CPD

Course content

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

About Course Provider

London Training for Excellence offer a wide range of training courses in London for organisations and individuals who wish to advance their skills and knowledge in the business world. With a great training centre in London, London TFE have everything that is needed to understand the basic needs of a business. Each course focuses on the ‘real-life’ issues a business could face and how to tackle them with ease.

London TFE have a team of enthusiastic leaders and instructors who share a passion for education and want to deliver that same passion to every individual who wish to take a business to succession. Each training courses London encourages individual to aim high and reach their full potential.

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