Advanced Sales Training & Negotiation Skills

Advanced Sales Training & Negotiation SkillsCOURSE

OBJECTIVES

To enable participants to:

• Know how to prepare for negotiation.
• Use negotiating principles consciously.
• Understand the stages of negotiation.
• Negotiate in parallel, not serially.
• Trade and cost concessions.
• Put together a profitable offer.
• Participate in realistic exercises and simulations.
• Know how to close negotiations creating win - win' situations.

METHODS

The course commences with an overview of the whole process of negotiation and why over the last few years everything has become "negotiable". The significance of this is explained with relation to the supplier sales cycle and the client buying process. This is particularly important where sales cycles are complex and long, the cost high and there is a multi-level decision process.

This is a highly participative programme with each delegate actively involved in negotiation exercises. A case study relevant to a typical prospect/client's business is included and delegates become members of both a buying or selling team to negotiate a contract to its final conclusion. One team eventually winning the order (the word "winning" is open for discussion at the end of the course!). The course is often linked to the subject of closing. It can also be modified to address other sales skills because of the role play scenarios included.

WHO SHOULD ATTEND?

Sales people and managers who are actively involved in situations where negotiation with a prospect or customer is highly likely and may be an almost inevitable part of final contractual procedures. It provides a detailed focus on the closing phases of the selling process and provides key skills and a better strategy to develop ways of winning business profitably

COURSE CONTENT

DAY 1 - Commence 9.15 a.m.

• Introduction and objectives.
• Negotiation into 2004.
• Impact on the selling/buying process.
• Basic negotiation theory and principles.
• Exercise 1: Negotiation Practice.
• Review of exercise.
• Exercise 2: Group Negotiation.
• Review of exercise.
• Typical stages of negotiation.
• Film "Negotiation".
• Briefing for case study negotiation.
• Preparation of opening positions.
• Evening: Teams work to develop their negotiation strategy and meet to discuss opening bids and areas for negotiation.

DAY 2 - Commence 8.30 a.m.

• Meetings to set negotiation stances.
• Teams conduct further meetings.
• Buying team make decision to buy.
• Final negotiation phases.
• Sales teams present on their strategy.
• Buying team present on how each team performed and announce who they have awarded the contract to and why!
• Workshop critique and discussion.
• Course end.