Sales Negotiation
- Course Name: Sales Negotiation
- Duration: 2 days
- Technical Level: N/A
Overview
In today's competitive Telecoms market decision makers are becoming more sophisticated as they seek to manage the buying process to drive the best possible deal. Assertive buying strategies and competitive forces present a significant threat to sales revenues and profit margins.
Assertive sales negotiation strategies aim to increase sales revenue whilst creating the best possible value for the customer. Focused analysis of the power balance within competitive sales situations coupled with strong processes can equip the sales person to get the maximum value for their solution.
Who Should Attend?
The workshop is designed for sales people and account managers who are seeking to protect and increase sales revenues through the proactive use of advanced sales negotiation techniques. The interactive agenda explores the complexity of the power balance within the sale and presents practical techniques for maximising the value of our offering and reaching the most profitable solution.
Key Benefits
Sales Negotiation training will improve your key communication skills and assertive sales behaviours. The challenges to confidence and motivation levels are directly addresses.
Course Objectives
- Understand the key fundamentals of negotiation psychology and how they apply to sales success
- Recognise the challenges to maximizing the value of the sales revenues and identify the key tactics used by buyers
- Identify key business drivers within target organisations and recognise their impact on the negotiation
- Recognise and incorporate strategic company objectives into a focused negotiation strategy
- Apply practical techniques to gain the maximum value from sales negotiation
- Set the agenda of the sales process around your capabilities and strengths
- Use a structure 'Probing Cycle' to understand a customers situation, needs and sensitivities
- Use key communication techniques to keep the sale alive and move the negotiation forward
- Anticipate assertive buying tactics and strategies and competitor strategies
- Understand the key influencing and communication skills required for successful sales negotiation and recognise their own developmental needs for these skills
- Create powerful descriptions of products and services and a strategy for articulating their value within the negotiation
- Close with confidence and authority and gain lasting commitments
- Handle objections and present compelling reasons to buy
Course Requirements
A basic understanding of mobile telecommunications would be an advantage, but is not essential.
