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Negotiation Skills

in MTD Sales Training (England)

Blended Training

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Duration:

1 Day

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Course objectives:

"The best negotiation course I've been on" MV. National Account Manager "That was really interesting - I can start using it immediately" TF, Major Account Manager What difference would 2% make to your business? (and it could be more!) Whether getting a better sales price, paid more quickly, or saving money on your purchases you can help your bottom line. Negotiation skills training can help your sales team and others within your organisation to achieve better results. Negotiation skills are a key area for many, many people in this competitive age! Interested in exploring how we can help with improving your sales negotiation skills?

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Course details

Type Training Duration 1 Day
Method / place Contact course provider Blended
Suitability Suitable for people who need to negotiate deals choosing terms and conditions ect
Course objectives "The best negotiation course I've been on" MV. National Account Manager "That was really interesting - I can start using it immediately" TF, Major Account Manager What difference would 2% make to your business? (and it could be more!) Whether getting a better sales price, paid more quickly, or saving money on your purchases you can help your bottom line. Negotiation skills training can help your sales team and others within your organisation to achieve better results. Negotiation skills are a key area for many, many people in this competitive age! Interested in exploring how we can help with improving your sales negotiation skills?
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Course programme

Negotiation Skills
By the end of the course you will be able to:-

  • Understand the negotiation process and the stages involved - and how it differs from the sales process
  • Follow the “AIMING HIGH” process to negotiate more confidently
  • Use “INSIGHT” to start your pre-planning
  • Assess the balance of power and leverage opportunities before negotiations
  • Identify your own preferred negotiation style and develop more flexibility in your approach to meet the other party
  • Know what steps to take to ensure that you prepare more thoroughly in order to have more options to use
  • Plan your strategy and approach more effectively
  • Handle the face to face part of the negotiation with confidence and use the appropriate communication skills to move towards win/win solutions
  • Understand the other side's view and some of the tactics they may try – and deal with these with integrity
  • Be able to trade and bargain more confidently, recognising the implications of giving too much too easily
  • Handle blocks with confidence
  • Have applied the principles to some existing accounts and potential negotiations – and developed plans to handle them more profitably
  • Achieve better commercial outcomes for your organisation

    Aiming High Negotiation

    PROGRAMME

    Introduction and objectives

    Practical exercise

    Principles of negotiation
    - the process
    - AIMING HIGH
    - "shared interests"
    - balance of power
    - PROMOTE

    Practical exercise

    Planning – the overview
    - why it's essential
    - use INSIGHT
    - exercise
     
    Personal style
    - attitude and behaviour
    - style
    - relationships
     
    Preparation – being thorough
    - PREPARE
    - qualification criteria
    - your objectives
    - plan your package and generating options
     
    Practical exercise

    The rapport and open phase

    - probing
    - signalling
    - check your INSIGHT
    - finding their objectives

    Go for the “HIGH”
    - the human factors
    - keep your integrity
    - using attentive listening
    - meet their needs
    - options and trading
    - handling gaps
    - bargaining – use the “formula”

    The other side
    - what do they want?
    - how they may operate
    - precedent
    - tactics

    Practical exercise

    “Getting past no”
    - why the block?
    - actions to consider
    - exercise
     
    Execute – sort the detail
    - building the commitment
    - focus on the positives
    - move to the close
    - post-negotiation

    Team negotiations
    - preparation
    - establishing roles
    - who to influence

    Practical activities
    - applying to your own situations
    - practice and share

    Personal action plans, summary,and close


    The programme uses many exercises and case studies for the participants to practice the skills.  They will also apply them to their own business situations with the various tools that are included in the material.
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    On MTD Sales Training

    Provider description
    MTD, the sales training specialists work

    with a wide variety of clients (both large and small) in the UK and internationally.



    We specialise in Business to Business, Business to Customer, Telephone and Retail Sales Training.

    Friends Provident, Peugeot, The Holiday Place, Telesoft Technologies, Panasonic, Friends Reunited Jobs and many other organisations have benefited from the training expertise of our staff in providing them with various sales solutions to enable their staff to improve their performance and close more sales.
    "Our High Performance Teams Programme has
    been brilliantly received by the participants..."

    "We chose MTD because of their enthusiasm at our initial meetings and because we felt their refreshing approach to people development fitted our particular needs. I feel we have now developed a very professional relationship but with a personal touch. Our High Performance Teams Programme has been brilliantly received by the participants and we are starting to see the benefits that we had hoped for."
    John Owen – Training Manager – Friends Provident International



    We are the only company that offers unconditional risk-reversal terms where all of the risk is placed squarely on our shoulders and not on yours. Attend one of our open courses or book us for some in-house, custom designed training and if you feel that we have not exceeded your expectations, just tell us and we will give you a full refund with no questions asked.

    We specialise in providing:

    In-house sales training
    Open courses
    Sales coaching
    Sales consulting
    Our team of highly skilled and experienced trainers and consultants have all had distinguished careers in senior management roles and bring with them a wealth of practical experience to each course.

    We believe that training should be fun, highly interactive and provide “real world” practical techniques and methods that you can use back in the office – and that’s exactly what we provide.

    "I would definitely recommend MTD to others
    as a training partner without hesitation..."

    "I chose MTD as one of our training partners because they really give you the personal touch with their training and it is all centred on the needs on our business and the specific needs of our colleagues. The first thing that struck me was the relationship side of things. It was a true partnership and Sean (the trainer) would often stay behind to give recommendations to myself and my training team. Overall, MTD offered excellent customer service and nothing was ever too much trouble for them. I have enjoyed working with MTD and would definitely recommend them to others as a training partner without hesitation"
    Gillian Ince - Training & Resourcing Manager - Claire's Accessories UK



    We are also the only company to offer

    unlimited post-course email support



    Every delegate that attends one of courses can email their course leader as many times as they like after the event for any tips or guidance. After all, the course is only the start of the process not the end! We will be with you every step of the way if you need us.

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    Words related to the courses viewed: negotiation skills

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