Sales Negotiation Strategies Virtual Training

  • Time

    10:00am - 3:00pm

  • End Date

    23 May, 2022 - 25 May, 2022

  • Price

    ₦175,000

Event Details

By the end of this course, participants will have:

  • Learnt how negotiation fits into the sales/purchase process and how to handle the price objection effectively, to either remove the need to negotiate, or to create a more advantageous foundation from which to negotiate.
  • Understood different styles of negotiation and how they can negotiate constructively with colleagues, suppliers and customers.
  • Applied the principles of effective negotiation and the five stages within their practise negotiation conversations.
  • Clearly identified their objectives, entry and exit points and tradeables within a negotiation discussion that they may have with a customer.
  • Enhanced their communication and interpersonal skills to build and maintain rapport and achieve a win-win outcome through negotiation.
  • Practised tested negotiation strategies
  • Understood the principles of effective negotiation, including the five stages of negotiating.

 

COURSE CONTENT

Negotiating and Selling

  • Negotiation as part of the sales process
  • Handling the price objection
  • What is negotiation?

 

Golden rules of negotiating

  • Stages/process
  • Environment/pre-requisites

 

Planning sales negotiations

  • Objectives – seller and buyer
  • Tradeables – seller and buyer
  • Entry and exit points
  • Negotiation’s planner

 

Communication skills refresher

  • Listening
  • Questioning
  • Body language

 

Rapport and relationships

  • Co-operation activity
  • Rapport

 

Proposing

  • Techniques and skills to advance the sales negotiation
  • Language

 

Behaviours, beliefs and emotions in sales negotiations

  • Constructive beliefs for negotiating
  • Managing our emotions

 

Assertive communication

  • Introduction to assertiveness
  • Assertive behaviour – words, voice & body language

 

Bargaining and settling

  • Moving to definite proposals
  • Settling – reaching agreement and setting action plans

 

Negotiation strategy and tactics

  • BATNA
  • Techniques that buyers use and how to respond

 

FOR WHOM:

Marketing & Sales Personnel

 

TRAINING METHODOLOGY

The training methodology combines lectures, discussions, group exercises and illustrations. Participants will gain both theoretical and practical knowledge of the topics. The emphasis is on the practical application of the topics and as a result participant will go back to the workplace with both the ability and the confidence to apply the techniques learned to their duties.

 

DATE:

1ST BATCH: 23rd – 25th May, 2022                          

2ND BATCH: 5th – 7th Sept, 2022

3RD BATCH: 5th – 7th Dec, 2022

Other Dates

Start Date End Date
09 Jul, 2019 12 Jul, 2019
Start Date End Date
29 Oct, 2019 01 Nov, 2019
Start Date End Date
12 Mar, 2019 15 Mar, 2019
Start Date End Date
23 May, 2022 25 May, 2022
Start Date End Date
05 Sep, 2022 07 Sep, 2022
Start Date End Date
05 Dec, 2022 07 Dec, 2022

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