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Sales Negotiation

in Hemsley Fraser (England)

Classes Course

Place:

London

Price:

£899 + VAT

Duration:

2 Days

Start:

15/12/2008 calendar
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Hemsley Fraser

Hemsley Fraser is a global innovator and leader in learning and people development. We have the confidence to guarantee the success of our work and help organisations and people to succeed and improve...

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Course details

Type Course Duration 2 Days
Method / place Contact course provider Classes in London where
Suitability Suitable for sales people and others who negotiate with customers in sales environment and either have to develop a negotiation skills base from scratch or wish to re-examine and refresh their existing techniques.
Price £899 + VAT
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Course programme

Sales Negotiation
Negotiate - Don't Walk Away

  • The skills of a successful negotiator

  • Assessing your personal strengths and weaknesses

  • The need to feel uncomfortable in negotiation

  • Why negotiation is not about meeting in the middle
Plan and Organise

  • Identifying potential sticking points

  • Establishing best and worst outcomes

  • Being clear about your limitations

  • Putting yourself in the buyer's shoes

  • One-to-one and team negotiations
Develop and Use a Strategy

  • Using a structure to guide discussion

  • Different approaches - examining the options

  • Using integrity and influence to win
Tactics and Techniques

  • Techniques for opening and developing negotiations

  • Rapport building - helping to get their guard down

  • Assessing the balance of power

  • Spotting the voice and body language clues

  • Questioning and listening skills - keeping yourself ahead

  • How to negotiate creatively

  • How to avoid weakening your position

  • Giving and getting concessions

  • How to achieve win/win scenarios
Securing the Deal

  • Recognising when you've reached the bottom line

  • Negotiating for now and not for later

  • The pitfalls of the 'loss leader'

  • Confirm the deal
Personal Development

  • Working on your weaknesses; building on your strengths

  • Committing yourself to change on return to the workplace

  • Maintaining your motivation levels and boosting your drive
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Venues and dates



Where London, 13 Grosvenor Place
When Start: 15/12/2008 Finish: 16/12/2008 See calendar
 
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On Hemsley Fraser

Provider description
Hemsley Fraser is a global innovator and leader in learning and people development. We have the confidence to guarantee the success of our work and help organisations and people to succeed and improve through our innovative and robust learning solutions.

With a strong UK, European and North American presence and a global network of over 400 professionals, we bring a comprehensive range of people and organisational development capabilities to clients.

In an increasingly competitive environment where your people are often the key differentiator, you need to think beyond the norm and continually raise the level of talent and skills in the organisation. Hemsley Fraser provides learning and development solutions that help clients to become higher-performing organisations.

We develop learning solutions which:

* Help Airbus to build planes more efficiently at the forefront of technological innovation and the customer experience.
* Enable Norwich Union Life to deliver higher levels of customer satisfaction.
* Ensure that MBDA has an organisation wide learning programme, delivered with measurable effectiveness and efficiency and which directly supports its strategy as a global player in its market.
* Creates a large scale management capability to enable Royal Bank of Scotland Group to deliver operational and customer excellence, as one of the largest banking groups in the world.
* Distinguish West Bromwich Building Society as an award winning high performer in its sector, which has been achieved through the commitment of its people.

Our ability to think beyond learning distinguishes our approach and capability to make breakthrough performance a reality.

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