Advanced Selling and Negotiating Skills

By the end of this training program, each participant will be able to: 

1. Identify and understand the requirements for effective sales negotiation
2. Effectively plan for sales negotiation
3. Anticipate the other side ploys, tactics and counter tactics
4. Balance assertiveness and empathy in their negotiations
5. Identify and use different approaches to negotiation
6. Build solid relationships with customers for future sale

6. Overcome barriers to effective negotiation

This program is designed for Senior managers, department heads and supervisors.

The concept of consultative selling: 

• Characteristics of a professional sales person
• Identify customers’ needs
• Focused presentation
• Handling customer objection
• Techniques to close the sale

Overview of the negotiation process: 

• Defining negotiation
• The requirements for effective negotiation
• Characteristics of good negotiation
• Negotiation styles

The four forces of negotiation: 

• Power
• Information
• Timing
• Approach
• Power of influence
• Defining roles within team

Planning your negotiation: 

• Identifying objectives
• Preparing yourself
• Assessing the other side

Communication guides for effective negotiators: 

• Negotiation behavior
• Asking effective questions
• Understanding body language
• Listening skills

Negotiating ploys and tactics: 

• Key negotiating strategies
• Closing the deal
• Summary checklist
• Building long-term relationships with customers 

• The Training lectures.
• The Group discussions.
• The Training Workshops.