Action packed 2-Day course to help you construct a sales negotiation platform that relies less on discounting and price cutting and more on building mutually acceptable profitable value options for your customers .
-Gain valuable insights into the negotiation process and recognise where the process starts during selling interaction.
-Understand how advance preparation can arm you with advantage.
-Trade concessions instead of relying on ‘giveaways’
-Recognise the negotiation style of the customer and frame your presentation to build rapport.
-Identify the ploys used by aggressive negotiators to extract concessions from salespeople
-Employ time tested tactics that will help you achieve targeted outcomes.
Selling V Negotiation
Knowing when to negotiate
A practical explanation of the negotiation process
The vital planning and preparation
Creating value options for the customer
Movement and concessions
Sales negotiation tactics
Dealing with ‘ploys’
Achieving a win-win outcome
Practical team based exercise