Negotiating for Sales

The Content of this course is Divided into 3 Units Are as Follows- Unit 1: Planning for negotiating -This unit is designed to enable you to thoroughly plan before you enter into negotiations with the customer. A framework is designed which helps you establish your initial negotiation position via an assessment of the customers’ needs. Advice is given on the importance of objective setting and on specifying the boundaries for the principal negotiating factors. Advice is also given on establishing the roles of the individual members of the DMU (decision making unit) and on accessing all the resources needed for the negotiations. Unit 2: Creating proposals with the customer -This unit is designed to help you create a clear understanding of the customers’ position over each proposal. A framework is designed which helps you structure your negotiations, with an emphasis on effective communications, making use of empathy and creating the right relationship with the customer. Guidelines are given on body language, buying signals and negotiating techniques. Unit 3: Agreeing on the outcome of the proposals and conditions of sale -This unit is designed to help you reach a full agreement on the final proposals, with both parties being satisfied with the outcome. An emphasis is placed on making sure the customers’ needs are satisfied by accurately summarising the outcome of each agreed proposal. A framework is designed to help you record and document the conditions of the sale with guidelines on the relevant legal areas.