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Content is cheap.
Connections
are currency.
Let me know how I can add
value to you, your business, and your network.
Hold your mouse over the following link for a few seconds to view the document or click the link to download the PDF of Negotiation - Sales Training Course Description.
To enquire about booking this Negotiation course, and
start building a more effective sales organisation for
your business please email training@paullange.com.au
This course is delivered in conjunction with Tony
Morris, corporate sales trainer and body language expert.
All
courses are able to be delivered internationally, either
in your own training facilities or other venue of your choice.
Tony Morris
Corporate Sales Trainer
& Body Language
Expert
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Negotiation - Course Description
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Participants:
Duration:
Course preparation:
Preferred prior training:
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Sales
and Sales Management (advisable so as to enable ongoing
coaching of the sales team).
1 day.
Participants must attend with detailed
information regarding their largest or strategically
most important sales opportunity. This information will
be used to develop winning action plans in a totally
confidential manner.
Solution Sales and C-Level
Selling (selling to executives).
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| Programme
Overview |
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| Negotiation is fundamental to any sales
situation as well as business in general. The successful
outcome of negotiation is critical to profitable revenue
growth. Improved negotiation skills ensure increased
contract win ratios and incremental revenue at better
profit margins.
All too frequently salespeople
view the negotiation as part of the ‘end game’ in
selling rather than an integral, ongoing aspect of
the overall sales cycle. By leaving the negotiation
to the last minute salespeople allow themselves to
be forced into price discounting rather than agreeing
a fair price for value offered. This course is focused
on reversing that typical situation. |
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| Course Objectives |
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- Understand the importance of starting
early
- Understand business drivers, need satisfaction
and value
- Preparation
- Learn modern, best practise negotiation
fundamentals/principles
- Ensure positive negotiation and results
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| Course Content |
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| Introduction |
- Collaborative partnership
approach to negotiation
- The importance of starting the negotiation
early vs. last minute
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| Business drivers,
need satisfaction, and value |
- Reminder of compelling need
- Understanding the true meaning of business
value
- Preparing a value oriented approach
to negotiation
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| Preparation |
- Relationships, power and influence
- Trade-offs and alternatives to the ideal
outcome
- Basic preparation and timeline planning
- Creating a Value Chart
- Focusing on 'interest' rather than 'position'
- BATNA (best alternative to no agreement)
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| The renewal
negotiation (face-to-face) |
- Proxemics, table seating
arrangements and b ody language in negotiations
- Active listening
- Handling provocation
- Creating a Mutual Interest Chart
- Aiming high
- The discount game
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