Negotiation Skills for Sales People

Who is it for
Anyone responsible for negotiating on behalf of their organisation. An essential course for sales managers, sales executives and purchasing managers looking to get the best deal, or anyone in a sales role looking for a complete negotiation toolkit.



What is it about

• A understanding of what negotiation is (and what it isnÂ't)
  
  
• The ability to achieve win/win outcomes every time
  
  
• A strategy for successful negotiation based on careful planning
  
  
• Improved face to face communication and rapport building skills
  
  
• Tried and tested questioning techniques to establish trades and build flexibility
  
  
• Tactics that ensure you will always trade and never concede
  
  
• The opportunity to role-play with experienced actors who will challenge and engage you, to help apply your newly acquired skills and behaviours
  
  
• A blended learning experience that allows your learning to continue at work

What will i get out of it
A two-day intensive workshop that will assess your negotiation skills and arm you with tactics and techniques so you can walk into any negotiation with confidence. ItÂ's about planning your negotiation to ensure success, eliminating threats, maximising your negotiating power and ultimately forming lasting agreements that make all parties happy.


Course overview
Stage 1 - the Course

• Negotiation defined - what it is and what it is not
  
  
• The traits of a successful negotiator
  
  
• Preparing to negotiate:
  Setting objectives and identifying those that are win-wins early in the process
  
  
• Researching intelligently and preparing your fallback positions
  
  
• SWOT and PEST analyses on your opposite party
  
  
• Deciding what you can and cannot trade - preparing "what if" scenarios
  
  
• The negotiation
  
  
• Creating a constructive environment
  
  
• The 3 Vs of communication - visual, vocal and verbal
  
  
• Managing the initial bids of each party
  
  
• Questioning techniques to control, develop trades and conclude the negotiation
  
  
• "What if" questions to develop your versatility
  
  
• Background, assertion and difficulty questions
  
  
• Learning to trade not concede
  
  
• Dealing with difficult situations
  
  
• Practical exercises to put these principles into practice
  
  
• Individual action planning to transfer your learning back to work

Stage 2 - MP3 Learning bites

1. Successful Negotiation Skills
   
   
2. Getting your message across
   
   
3. Thinking on your feet

Stage three - e-learning
After attending the course a modular e-learning programme will be delivered to your inbox. These interactive, bite-sized follow-ups can be completed in your own time, cementing the learning from the course with further practical exercises designed allow continued development of your new negotiation skills.